The Audible-Ready Sales Podcast

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.

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!

Antonella O’Day from Force Management shares her expertise on multi-threaded selling and building consensus in customer accounts. She emphasizes the need for involving numerous stakeholders to achieve a 'Collective Yes.' The conversation delves into navigating differing perspectives, tailoring sales strategies for various executive personas, and the crucial role of champions in resolving internal conflicts. Antonella also advocates for engaging new stakeholders in sales meetings to enhance understanding and drive revenue growth.

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

Jim "Pouli" Pouliopoulos, a Force Management Facilitator and author of *How to Be a Well Being*, dives into resilience in sales. He highlights the importance of focusing on what you can control amidst challenges, emphasizing self-reflection and honesty. Pouli discusses leveraging frameworks like MEDDICC to recover from slumps and the need for deeper motivations beyond financial rewards. He advocates embracing change and using tools like journaling to build adaptability, making resilience a vital asset for sales success.

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.

In this discussion, sales expert John Kaplan shares crucial tips on how to excel in deal reviews. He stresses the importance of preparation and open communication, encouraging sales representatives to take ownership of the agenda. Kaplan also emphasizes fostering a supportive environment where team members feel empowered to voice concerns and seek help. He explores techniques for effective collaboration and transparency that can transform these reviews into opportunities for growth and improvement.