The Audible-Ready Sales Podcast Force Management

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.

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.

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.

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.

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.

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.