169 episodes

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 Audible-Ready Sales Podcast Force Management

    • Business
    • 4.7 • 66 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.

    Owning Your Success

    Owning Your Success

    When you work for someone else, much of your day to day can be out of your control and power. So, how do you take ownership of that which you can control? In this episode, John Kaplan explains the importance of owning your success and shares tips on how to put yourself in a position to succeed as a sales rep.
    Plus, as promised, here is the definition of a floppy disk for our younger listeners: a thin plastic disk coated with magnetic material on which data for a computer can be stored (Merriam-Webster).
    If you have any ideas for future episodes, send them to Rachel at rclapp@forcemanagement.com.
    Here are some additional resources
    How to Ensure You're Selling for a Great Company (forcemanagement.com)
    How to Make Sure You're Working for Great Companies | Podcast
    Building an Accountable Culture | Podcast


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

    • 22 min
    Navigating Changes in Leadership

    Navigating Changes in Leadership

    Changes in leadership commonly take place during the sales process. Although disruptive, they are an occurrence for which preparation is key. How do you ensure that new leadership recognizes the value of your solution and gets behind it? John Kaplan shares how to respond to changes in leadership depending on where you are in the sales process.
    Here are some additional resources:
    Articulating Differentiation: 5 Ways to Trap the Competition
    Aligning Differentiation to Your Buyer | Podcast


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

    • 14 min
    Building Your Referral Network

    Building Your Referral Network

    Everybody knows about the need to build their referral network, but very few people talk specifically about how best to do so. Many sellers are uncomfortable asking for referrals. How do you request a referral without coming off as pushy, or even desperate? Force Management Facilitator Antonella O’Day joins us to share tips for building your referral network, including how and when to ask for referrals.
    Here are some additional resources:
    Don’t Forget These Key Steps to a Value-Based Sales Conversation
    Valuable Customer Meetings | Podcast
    Getting into a new opportunity | Podcast


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

    • 12 min
    Executing a Single Selling Motion

    Executing a Single Selling Motion

    As a seller, it’s not uncommon to feel overwhelmed by the numerous methodologies, tactics and processes that you are given to follow. How do you pull everything together fluidly without feeling as though you’re mindlessly piling on process after process? John Kaplan breaks down how to simplify all of these tools into a single, swift selling motion.
    Here are some additional resources:
    The Audible-Ready Sales Podcast: How to Make Sure You're Working for Great Companies w/ John Kaplan on Apple Podcasts
    Four Questions Every Sales Organization Needs to Answer


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

    • 11 min
    Active Listening in Sales Conversations

    Active Listening in Sales Conversations

    We often focus on asking two-sided, open-ended discovery questions to learn about prospective customers. However, there is little value in asking these questions if you are unable to listen effectively. How can you improve your listening in sales conversations? Force Management Facilitator Marty Mercer joins us to share insight on how to follow up great questions with active listening.
    Here are some additional resources:
    3 Skills to Improve Your Sales Conversations
    Effective Sales Communication: 5 Key Actions
    Why Your Active Listening Skills Are Crucial to Hitting Your Number
    How to Ensure You're Audible-Ready in Your B2B Sales Conversations


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

    • 20 min
    Aligning with Corporate Initiatives

    Aligning with Corporate Initiatives

    When selling a solution, you want to align with wide-ranging corporate initiatives and not just departmental one-offs. Many reps struggle to not only identify, but also align with company-wide initiatives that buyers are navigating with inside of their organization. John Kaplan explains how to recognize a corporate buyer and align your business outcomes with their pain points and other business issues.
    Here are some additional resources:
    Three Common Sales Challenges and What to Do About Them
    How to Get Higher in Your Prospect's Organization 


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

    • 11 min

Customer Reviews

4.7 out of 5
66 Ratings

66 Ratings

Chuck Daymude ,

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

Mleutz ,

Tremendous tools

Very appreciative of the valuable tools and perspectives shared by the team at Force Management!

CochRW ,

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!

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