The Audible-Ready Sales Podcast

As the year winds down, many sales professionals hear the dreaded phrase: “Not right now.” But what does that really mean? Is it truly a timing issue, or something deeper? In this episode, Rachel Clapp Miller sits down with Antonella O’Day to unpack the real reasons behind this common objection and share actionable strategies to keep deals warm without being pushy.Antonella explains why “not right now” often signals more than just budget freezes and timing challenges. She outlines four key scenarios that could be at play—from lack of urgency to missing internal consensus—and offers practical questions to diagnose the situation. Plus, learn how to maintain momentum, deliver value during delays, and use cadence as a powerful lever to build trust and stay top of mind.If you’ve ever wondered how to turn a polite “no” into a future “yes,” this episode is packed with insights you can put into practice today.What You’ll Learn in This Episode:Why “not right now” is rarely just about timingFour common scenarios behind the objectionDiagnostic questions to uncover the real reasonHow to keep relationships warm without sellingThe role of cadence in building trust and credibilityTactical tips for delivering value during delaysKey Takeaways:Treat delays as a window to build relationships, not as dead ends.Deliver value without asking for anything in return—become a trusted resource.Use intentional, varied touchpoints to stay relevant without being annoying.Ask candid questions to save time and preserve relationships.

John Boney, a sales effectiveness expert, shares crucial insights on mastering end-of-year selling strategies. He emphasizes the importance of intentional urgency tied to customer outcomes, rather than internal pressures. The conversation dives into pipeline segmentation, helping sellers classify deals into winnable, stretch, and next-year categories. Boney also warns against common mistakes like leading with discounts and ignoring procurement timelines. To reignite stalled accounts, he suggests using respectful breakup emails and valuable industry insights.

Join sales effectiveness expert John Kaplan, who specializes in helping reps own their careers. He emphasizes the importance of personal accountability for success and choosing the right company to foster growth. Kaplan shares insights on leveraging company resources by connecting with expert colleagues and avoiding pitfalls. He offers a motivational roadmap that includes embracing daily routines, mastering skills, and seeking meaningful work within a supportive culture. Get ready to take charge of your sales journey!

Enjoy this replay of a great episode with John Kaplan. Preparing for your deal is critical. Preparing others for your sales call has equal impacts on your success. If you want someone to join you on a call (product engineer, manager, etc.), you have to be able to provide them with fluency about the deal and clarity on their role in the conversation. John Kaplan covers what information you need to share and how help ensure those joining you are best prepared.Here are some additional resourcesHow to Ask for Help on Your Deals5 Things to Do Before Your Next Sales ConversationKey Things to Do After Every Sales CallCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

In this engaging discussion, John Kaplan, a seasoned sales and go-to-market expert, shares strategies for navigating organizational hierarchies. He introduces the powerful 'mantra' concept, emphasizing its six components that help tailor value propositions for different decision makers. Kaplan discusses the importance of using lower-level contacts as allies and offers practical advice on building business cases through effective conversations. He reveals how teaching champions their unique mantras can improve internal sales and generate urgency around solutions.

Join sales expert John Kaplan as he shares essential strategies for navigating the complexities of sales conversations. A seasoned sales practitioner, John reveals how to tailor your messaging for both technical and executive buyers effectively. He discusses overcoming Seller Deficit Disorder and highlights the importance of empathy in sales. With his innovative Mantra framework, John teaches how to link technical offerings to business outcomes, ensuring every stakeholder feels heard and valued. Prepare to elevate your sales game!

Brian Walsh, an experienced sales leader in new technologies, shares his insights on selling in uncharted territories. He discusses the challenge of aligning with unknown customer pains, emphasizing the need for market awareness. Targeting early adopters is crucial for traction, and Walsh advises leading sales conversations with clear, future-state outcomes. He explains how to navigate organizational dynamics to identify the right buyers and stresses the importance of designing compelling test projects to establish credibility.

John Kaplan, an experienced sales leader and consultant, shares insights on creating a culture of accountability in sales organizations. He discusses how accountability impacts predictability, trust, morale, and performance. Kaplan introduces the franchise mindset, encouraging sales reps to take ownership of their territories. He highlights the importance of strong qualification processes and quarterly reviews to maintain alignment. Lastly, he emphasizes the role of meritocracy and consequences in fostering accountability across teams.

John Boney, a seasoned sales practitioner and trainer, shares invaluable insights on time management for sales reps. He emphasizes treating your territory like a business by adopting an ownership mindset. John reveals effective strategies for balancing current deals with pipeline generation, highlighting the importance of weekly goals and time blocking. He advocates for proactive selling through strategic planning and offers advice for managers on how to effectively coach teams without micromanaging, fostering a culture of accountability and support.

John Kaplan, a seasoned sales leader specializing in account transitions, shares invaluable insights on inheriting customer accounts. He emphasizes the importance of thorough preparation before first calls and developing genuine relationships. Listeners learn tactics for handling customer skepticism, highlighting the need for listening and vulnerability. Kaplan warns against complacency, encouraging ongoing engagement and re-establishing rapport, regardless of past successes. His practical advice makes navigating the complexities of account management both manageable and effective.