The Audible-Ready Sales Podcast

Brian Walsh from Force Management shares his insights on the essential mindset sellers need for successful product launches. He emphasizes understanding customer problems and the outcomes new products can deliver. Walsh discusses the importance of customer-centric training and avoiding the pitfalls of overpromising. He also highlights the significance of aligning sales strategies with customer needs and effectively communicating new features, especially in the realm of AI, to drive long-term value.

In this engaging conversation, John Kaplan, a dedicated sales strategist and advocate for elite selling, joins to share his invaluable insights. He highlights the importance of discipline, preparation, and strategic questioning in boosting sales effectiveness. Kaplan emphasizes shifting conversations from product features to the customer's business issues, enhancing decision-making through value differentiation. With a focus on mastering one’s mindset and prioritizing high-value opportunities, he provides listeners with practical strategies to elevate their sales game.

Jim Pouliopoulos, a Force Management facilitator and author of 'How to Be a Well Being,' shares insights for new sales reps. He emphasizes prioritizing processes over outcomes, advocating for a growth mindset to boost success. Jim discusses the importance of self-awareness and managing energy for improved performance. He highlights curiosity as a key driver for sales skills and viewing rejection as a learning opportunity, encouraging persistence. With relatable anecdotes, this conversation equips newcomers with the mindset needed to thrive in sales.

Enjoy this replay of a great episode with John Kaplan. Sellers often hear from prospective customers that they have too much going on and thereby cannot take on a solution. When you’ve got numbers to hit, how do you get a prospect to prioritize your solution over the other initiatives they are considering? John Kaplan joins us to share how best to align your solution with the business issues that matter most to a customer.Here are some additional resources:https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internallyCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Antonella O’Day, a seasoned sales leader, shares her expertise on deal qualification and risk assessment. She discusses crucial questions sales reps should ask to assess their deals effectively. The conversation highlights understanding customer perspectives to gain a competitive edge, decoding their decision-making process, and overcoming roadblocks with the help of champions within organizations. Additionally, Antonella stresses the importance of identifying sales risks and proactively strategizing to tackle potential obstacles.

Join sales leader John Kaplan as he shares valuable insights on differentiating solutions that align with buyers' needs. Discover the critical role of unique, comparative, and holistic differentiation in securing customer commitment. Kaplan discusses effective customer discovery techniques, including 'trap-setting questions,' to uncover pain points. He also emphasizes the importance of strategic timing when communicating differentiation and how to navigate objections in sales conversations to focus on real value. This chat is a must-listen for anyone looking to boost their sales success.

Tim Caito, a sales strategist at Force Management, joins Rachel to share insights on effectively communicating customer needs internally. Their discussion revolves around the critical balance between external sales and internal alignment. Tim emphasizes the value of early engagement with internal teams to avoid complications and enhance negotiations. They explore the challenges of internal approval bottlenecks and highlight best practices for teamwork to ensure customer satisfaction. Understanding customers' underlying interests is key to fostering innovative solutions and achieving successful outcomes.

John Kaplan, a seasoned sales leader and revenue-driving executive, shares his insights on generating urgency in stalled deals. He discusses how effective discovery can uncover a customer's core business challenges and forge emotional connections that drive decision-making. Kaplan stresses the importance of involving multiple stakeholders to create urgency and emphasizes differentiating your value proposition in a competitive landscape. He also highlights the critical role emotional engagement plays in motivating buyers to act.

Brian Walsh, an expert at Force Management, delves into the art of building rapport in sales. He emphasizes the significance of credibility and likability in establishing genuine connections with clients. Active listening is highlighted as the key to gaining trust, while storytelling and case studies are discussed as effective tactics when the time is right. Walsh also shares strategies for navigating skepticism in sales conversations, stressing the importance of understanding personality types to engage with challenging clients effectively.

Enjoy this replay of a great episode with John Kaplan. 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 OrganizationCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.