236 episodes
The Audible-Ready Sales Podcast Force Management
-
- Business
-
-
4.7 • 70 Ratings
-
The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies increase revenue, improve sales margins and gain market share. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
-
The Small Things that Make a Difference in Sales
Today, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers:
The significance of non-verbal communication.Emotional awareness.“The power of the pause”—giving the customer space to think and speak.Her “above the line/below the line” strategy for active listening.
Here are some additional resources:
Discovery Process | Ascender Coursehttps://rb.gy/16rlaDeepen Your Discovery | Ascender Coursehttps://rb.gy/vw0y6Active Listening | Ascender Coursehttps://rb.gy/n4ky3Showing Empathy | Ascender Videohttps://rb.gy/byntucDifferentiate Your Call Follow ups | Ascender Articlehttps://bit.ly/3EffJogWhat We Heard: Owning the Next Steps | Podcasthttps://bit.ly/3KTPiIx
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
Leading With Purpose
No matter the size of your team, it is important that you lead in a way that motivates action. Today, Brian Walsh explains how to lead with purpose. He discusses:
Building active consensus as a leader.The need to provide the ‘why’ and communicate the ‘how’.Leading from the front and holding people accountable.Mistakes that leaders often make when trying to lead with purpose.
Here are some additional resources:
Five Resources to Help You Lead a Stronger Sales Team | Ascender Articlehttps://rb.gy/rnko4The Team | Ascender Videohttps://rb.gy/33806
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
The Right Mindset for Sales Negotiations
Tim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about:
Why the right negotiation mindset is so vital.Why negotiation is an ongoing process that doesn’t end once the deal is closed.Approaching internal negotiations versus external negotiations.Keeping the customer focused on value rather than price.
Here are some additional resources:
Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwBusting the Myths of Sales Negotiation | eBookhttps://rb.gy/5wttjNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oi
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
Three Common Sales Challenges
In this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses:
Getting your buyer to rethink the way to address their problems after you’ve entered the account later on in their decision process. (01:34)What to do if you don’t have access to the Economic Buyer. (9:26)How to identify and develop a Champion. (14:12)
Here are some additional resources:
Getting to the Economic Buyer | Ascender Coursehttps://rb.gy/sqo9aValidating Champions | Ascender Coursehttps://rb.gy/wlanlEssential Questions to Help You Become a Better Salesperson | Ascender Articlehttps://rb.gy/1s69lThe Outcome Conversation | Podcasthttps://rb.gy/sn7ql
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
Shifting the Negotiation Away From Price
Regardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes over:
Why your customer fixates on price.The three words to refocus your customer on value.The value of presenting multiple options.How a Champion can help you navigate the tricky late stages of a deal.
Here are some additional resources:
Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oi
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
Asking for Help
Even the most elite of reps know they can’t always go it alone. Brian Walsh joins us to discuss the merits of asking for help. He goes over:
Bringing in the right resources at the right time.Helping others to help you.Using your company’s documented engagement process.Using the help you receive to level up your own skills.
Here are some additional resources:
Asking for Help | Ascender Videohttps://rb.gy/6gz4rWhat the Best Salespeople Do | Podcasthttps://rb.gy/ga35n
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
Customer Reviews
Outstanding Content Week After Week
Being a sales leader I am constantly looking to up level my game and also the game of my team. One part of being best in class means always working on ones skills. This Podcast delivers the tools for sellers and sales leaders to consistently up level their own game in the ever changing landscape of enterprise software sales. Thank you John Kaplan, Paul Demore, Rachel, and the rest of the team for delivering USEFUL and MEANINGFUL content to your listeners. Good selling all!d
Tremendous tools
Very appreciative of the valuable tools and perspectives shared by the team at Force Management!
Best sales podcast
Tried a few other sales podcast over the last few months and this one is by far the best. Listening always provides me with actionable and fresh insight. Thank you!
Top Podcasts In Business
You Might Also Like