The Audible-Ready Sales Podcast
Force Management
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.
Episodes
Mentioned books
17 snips
Dec 2, 2025 • 18min
How to Handle the Not Right Now Objection
In this engaging discussion, Antonella O'Day, a sales and revenue operations leader, sheds light on handling the ‘not right now’ objection. She reveals that this phrase often points to deeper issues like urgency or consensus rather than mere timing. Antonella shares diagnostic questions to uncover the root cause and emphasizes the importance of maintaining relationships during delays. Listeners will learn how to deliver value and apply a strategic cadence to stay relevant and trusted, turning polite declines into future opportunities.
16 snips
Nov 11, 2025 • 16min
The End of the Year mindset with John Boney
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.
14 snips
Nov 4, 2025 • 22min
Owning Your Success
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!
Oct 28, 2025 • 11min
Prepping Others for Your Sales Calls
Join sales leader and coach John Kaplan as he shares insights on how to effectively prepare your team for sales calls. He discusses the importance of clarity in roles and the need for fluency on deal information. Learn how to define clear objectives for each call and the key pitfalls to avoid when prepping others. John emphasizes the value of debriefs after meetings for continual improvement, ensuring everyone is aligned and focused on success. Don't miss these practical tips for elevating your sales conversations!
8 snips
Oct 21, 2025 • 15min
Moving Up and Down in Organizations
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.
Oct 14, 2025 • 15min
Go High, Go Low – Adjusting Your Sales Conversation
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!
Oct 7, 2025 • 22min
Selling in a New Category
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.
19 snips
Sep 30, 2025 • 16min
Building an Accountable Culture
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.
5 snips
Sep 23, 2025 • 15min
Tips for Managing Your Time
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.
8 snips
Sep 16, 2025 • 16min
Action Steps When You Inherit Accounts
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.
