The Audible-Ready Sales Podcast Force Management

Maybe you’ve hit a bit of a slump. Perhaps you’ve been down on your luck lately. You are not alone—as sellers, it’s disheartening when nothing seems to be going our way. It comes with the territory. How do you counteract a slide in fortune? John Kaplan shares some spirit and insight regarding steps to take to get out of a slump.
Here are some additional resources
How to Determine Where Your Sales Team is Struggling the Most
Overcoming Sales Challenges: Change the Decision Criteria
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

There is always the possibility of a recession or financial downturn. During such times, companies are inclined to tighten their budgets, which may make salespeople like you nervous, to say the least. How do you sell effectively when your customers are focused on minimizing unnecessary costs and reevaluating their current budget line items? Get customer focused. People buy for three reasons: your solution will increase revenue, decrease cost, or mitigate risks. In this episode, John Kaplan shares how to align your solution with big business issues that will drive urgency from buyers.
Here are some additional resources
Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative
Get Busy: Advice for Salespeople w/ John Kaplan | Podcast


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

Sellers must understand the more detail-oriented technical pains as well as the wider-ranging business pains of a customer’s organization. Elite salespeople are able to balance both worlds. You should be able to speak with those involved with the operational aspects of a company, learn their pain through effective discovery, and then move up and tie those technical pains with business issues that will catch the attention of C-level executives. In this episode, John Kaplan explains in depth the differences between technical and business pains, how elite sellers connect the two, and the importance of getting customers to put on their coat of pain.
Here are some additional resources
Enable Your Salespeople to Help Buyers Stand in the Moment of Pain
https://bit.ly/2ZEoRgI
Finding the Business Pain w/ John Kaplan | Podcast
https://apple.co/3IjzrRb
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

All sellers occasionally go through rough periods. Maybe you’ve had some bad breaks or customer shake-ups. John Kaplan explains why you might be losing and offers suggestions for how to move forward after low periods, including attaching to the prospect’s biggest business issues, influencing decision criteria with your differentiation, and having reliable Champions and Coaches to support your opportunities.
Here are some additional resources
Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights 
Sales Best Practices: Attach to the Biggest Business Problem 
Overcoming Sales Challenges: Change the Decision Criteria 
Beyond the Win/Loss Data with Tim Caito | Video  
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Both sellers and buyers today recognize the power of testimonials when it comes to influencing customers to purchase a product or service—it’s ingrained in our society. However, it may be difficult for reps to determine where exactly they fit in when it comes to testimonials. What is your role? John Kaplan explains how to effectively leverage testimonials in a sales process to maximize the success and size of your deals.
Here are some additional resources
Four Ways to Use Customer Testimonials in Your Sales Process
Maximize the Effectiveness of Proof Points in Your Sales Conversations
Develop Proof Points That Make an Impact
Methods to Increase Sales: Nailing Your Proof Points 
Maximize the Effectiveness of Proof Points w/ John Kaplan | Podcast


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

We’ve all worked for someone who we didn’t think was that great as a manager. How do you, a seller, handle the scenario in which you’re working for a bad manager but aren’t quite ready to leave? John Kaplan shares some advice on how to improve your work experience when in such a situation and what to look for in your next company.
Here are some additional resources
How to Ensure You're Selling For A Great Company
Signs You're Working for a Company That's Staged for Growth


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