The Audible-Ready Sales Podcast Force Management

Attaching to a big business problem gets you access, funding and urgency. How do you find the pain and then how do you attach your solution to it?
John Kaplan covers:
- How salespeople can get credit for helping buyers solve big business problems.
- How to attach decision makers and champions to their company’s big business pains in a way that supports your success.
- How to align your differentiation to solving business pains to improve your ability to beat competition and win.
Here are some additional resources on attaching to business pains:
- Helping Buyers Reach Their Own Conclusions [Podcast]
-https://apple.co/2S7lfop
- Executing Effective Discovery [Podcast]
- https://apple.co/3xqbstD
- How to Enable Reps to Sell Higher [Podcast]
- https://apple.co/3gEgexP

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

In this episode, we wrap up our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. John Kaplan pulls out some of the top takeaways for sales leaders — and how they can use some of these coaching techniques to create value for their sales team. If you haven’t listened to parts 1 and 2, tune into those first, then come back here.
More on the conversation and how to support the ELAC’s Men’s Basketball Program:

Links to Support the ELAC Basketball Program

https://bit.ly/3tYLYkn

The Skill/Will Model Infographic [Diagram]

https://bit.ly/3u7qp17



Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Don’t miss — part 2 of our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. Coach Mosley shares more insights on coaching a team to success in another energetic episode. If you haven’t listened to part 1, you may want to listen to that episode first!
You can support Coach Mosley and ELAC Student Athletes here:
- Donate to the ELAC Men’s Basketball Program
- https://org.eteamsponsor.com/ETS/supportUs/311056148
- Donate to the ELAC Student Athlete Fun
- https://elacfoundation.com/elac-student-athletes-fund/

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

From the Last Chance U: Basketball series, and East Los Angeles College, Coach John Mosley Jr joins John Kaplan for a conversation on—you guessed it—coaching. While they operate in different courts, this is an episode you don’t want to miss.
Support Coach Mosley and ELAC Student Athletes:
- Donate to the ELAC Men’s Basketball Program
- https://org.eteamsponsor.com/ETS/supportUs/311056148
- Donate to the ELAC Student Athlete Fund
- https://elacfoundation.com/elac-student-athletes-fund/

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Have you ever caught yourself babbling in a sales conversation? John Kaplan has, and he shares some spirit around asking yourself the question - “Why are you talking?”
Show your customer you’re focused on them and want to genuinely understand their business pain. John Kaplan joins us to walk through some small tricks he uses to make sure he keeps sales conversations focused on the customer.

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
Here are some additional resources on keeping the focus on the buyer:
- Why Your Active Listening Skills Are Crucial to Hitting Your Number
    - https://bit.ly/3hlHPUK
- Improve Your Active Listening Skills [Podcast]
- https://apple.co/2R1Tq0H
- 3 Things You Need In Every Deal 
- https://apple.co/3xWEJwt

How do you ensure you’re selling for a great company or moving to a great company?
Part of believing that what you do matters, means loving what you do. Companies make great promises when looking to hire top sales talent or retain top performers. Be confident you’re in the right spot and making the right moves in your sales career. John Kaplan shares his opinion on how elite sellers ensure that they’re selling for great companies, including:
- What evidence to look for
- How companies enable salespeople to operate at an elite level
- How to test the internal operations and traits of a sales organization


Check out this and other episodes of The Audible-Ready Sales Podcast at Apple Podcasts, Spotify, or our website.
Here are some additional resources on picking a great company:
- How to Ensure You're Selling For A Great Company
- https://bit.ly/2RqFk8B
- Signs You’re Working for a Company That’s Staged for Growth
- https://bit.ly/3vGHQGG
- Four Questions Every Sales Organization Needs to Answer 
- https://bit.ly/3uhR4Jb