The Audible-Ready Sales Podcast

Today, Tim Caito joins Rachel to discuss how to communicate the needs of the customer internally, centering the conversation around three high-level concepts: the external sale, the internal sale, and achieving an ideal outcome using two-way guidance. In the course of the episode, he shares best practices on gathering necessary customer and internal requirements, finding the right balance between the customer’s view of a great outcome and that of your company, aligning with the customer’s Decision Criteria, and overcoming common internal bottlenecks.Here are some additional resources:Get MEDDICC Certified on Ascender!Aligning Sales Planning and Execution Disciplines | Ascender CourseCreating a Political Advantage | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseNegotiation Foundation & Mindset | Ascender CourseKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender ArticleAligning to Win | Ascender ArticleHesitant Buyers? Aligning Your Solution to Corporate Initiatives | Ascender ArticleOur Best Content on Decision Criteria | Ascender ArticleEnabling the Internal Sell | PodcastNavigating Anchors and Trades in Sales Negotiation | PodcastAligning with Corporate Initiatives | PodcastVisit 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

When it comes to rejuvenating stalled deals, urgency is the factor that moves the needle. Today, John Kaplan joins Rachel to talk about driving urgency in deals, discussing the use of discovery to uncover and attach to the customer’s biggest business issues, getting them emotionally connected to solving those issues, and subsequently articulating your value and comparative differentiation.Here are some additional resources:Get MEDDICC Certified on Ascender!Executing Your Discovery Strategy | Ascender CourseEssential Questions to Help You Become a Better Salesperson | Ascender ArticleCreating Urgency with Your Customer | Ascender VideoRise Above the Noise | Ascender VideoThe Coat of Pain | Ascender VideoFind a Balance in Your Sales Discovery | Ascender VideoControlling the Deal | PodcastDiscovery Questions You Don’t Want to Forget | PodcastVisit 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

In today’s episode, Brian Walsh joins Rachel to discuss building rapport with prospective customers. Brian covers the true meaning of rapport and how it applies to client conversations, as well as the right mindset for sellers to take into their early conversations with prospects, the importance of active listening as a way to gain trust, and determining the right time to deploy tactics such as storytelling and sharing case studies.Here are some additional resources:Get MEDDICC Certified on Ascender!Building Rapport Through Virtual Channels | Ascender CourseActive Listening | Ascender CourseKey Tips to Help You Have Better Sales Conversations | Ascender ArticleKey Things to Practice Before Your Next Sales Conversation | Ascender ArticleThree Ways to Make Sure You’re Focused on Business Conversations | Ascender ArticleFinish Strong in Your Sales Conversations | Ascender VideoVisit 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

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.

John Kaplan, a seasoned sales leader and revenue-driving executive, shares crucial insights on pipeline generation. He emphasizes the importance of mastering foundational sales skills before leveraging AI tools. Kaplan explores how effective communication can enhance outreach, advocating for a deeper understanding of customers. He discusses the timing of referral requests post-sale and highlights selling experiences over mere products to build lasting client relationships. Kaplan's expertise illuminates how preparation and strategy refine the sales process.

Join sales leader John Kaplan as he dives into the essential art of preparing others for sales calls. He emphasizes that equipping team members with critical deal information can greatly reduce stress and enhance effectiveness. Kaplan shares strategies to set clear goals and roles, ensuring a collaborative approach that keeps conversations focused. Additionally, he advocates for thorough debriefing and consistent preparation to drive continuous improvement in sales interactions. Tune in for insights that can transform your sales approach!

When it comes to attaining a consensus in a customer account and achieving the crucial “Collective Yes”, the greater the numbers on your side, the higher your chances of success. Today, Antonella O’Day joins Rachel to discuss the need to expand the depth and breadth of your presence in customer accounts, applying a multi-threaded approach in order to achieve top-down organizational agreement on your solution.Here are some additional resources:Get MEDDICC Certified on Ascender!Achieving a Collective Yes | Ascender CourseNavigating the Political Landscape | Ascender CourseBuilding Rapport Through Virtual Channels | Ascender CourseThe Currency of Value | Ascender ArticleThe Importance of Multi-Threaded Selling | Ascender ArticleExpanding the Sales Conversation | PodcastTalking to Other Departments | PodcastStaying Tethered to Customers | PodcastVisit 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

Customer handoffs are a natural part of the selling process, but you don’t want to lose the customer relationships that you’ve worked so hard to build. Indeed, staying connected to customers over the long-term has numerous benefits, not only for the success of your solution, but also for your career as an individual seller. Today, John Kaplan joins Rachel to discuss these benefits, and he shares the techniques he’s accumulated over the years to remain tethered to clients.Here are some additional resources:Get MEDDICC Certified on Ascender!Active Listening | Ascender CourseGaining Commitments | Ascender CourseNavigating the Competitive Landscape | Ascender CourseThe Seller Deficit Disorder | Ascender ArticleWhy Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender ArticleWhen to Use Customer Case Studies in the Sales Process | Ascender ArticleBuilding Up Your Referral Business | Ascender VideoStaying Tethered to Accounts | PodcastVisit 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

Not many things are granted in sales, but adversity is one of them. When difficulties arise, resilience becomes a seller’s most valuable attribute. Joining Rachel for today’s episode is Force Management Facilitator Jim “Pouli” Pouliopoulos to cover the importance of resilience in sales. Pouli discusses the need to focus on what you can control, staying motivated when it feels nothing is going right, leaning on MEDDICC qualification to overcome sales slumps, and asking for help.Check out Pouli’s book, How to Be a Well Being, and connect with him on LinkedIn.Here are some additional resources:Get MEDDICC Certified on Ascender!Deepen Your Discovery | Ascender CourseTraining the Seller’s Brain for Positivity | Ascender ArticleAsking for Help | Ascender VideoDealing with Rejection in Sales | PodcastCarefrontation | PodcastVisit 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

Enjoy this replay of a great episode with Brian Walsh. Ever had a customer ask you to consider a pilot project? Perhaps they don’t want to sign up for the full investment or they want to prove success before they move forward. Should you sell it? How should you handle it? Brian Walsh gives you a few things to consider. He talks about:Why pilot projects pop up.When it is beneficial to take on a pilot project.Ways to increase the likelihood that a pilot project will lead to a permanent solution.Getting your customer to see the benefits of the metrics.Here are some additional resources:Selling “Pilot Projects” | Ascender Videohttps://bit.ly/425YzUwWhat the Best Salespeople Do | Podcasthttps://bit.ly/3Vyf1utVisit 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 of a similar nature 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/PlanComparisonCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.