The Audible-Ready Sales Podcast

For this episode, Tim Caito joins us to explain how and why you should present your buyer with multiple options during the sales process. He talks about:The mindset you need to be a great sales negotiator.Keeping the focus on value.How presenting multiple options in the right way can help you avoid falling into Seller Deficit Disorder.Helping your customer feel that they are making the right decision.Here are some additional resources:Managing Negotiation Objections and Tactics | Ascender Coursehttps://rb.gy/vchhrObjection Handling | Ascender Coursehttps://rb.gy/6fdu2Five Takeaways About Your Negotiation Process | Ascender Coursehttps://rb.gy/7zpqfKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Articlehttps://rb.gy/jpdciHow to Move Your Sales Negotiations Away From Price | Ascender Articlehttps://rb.gy/pc73lThe Seller Deficit Disorder | Ascender Articlehttps://rb.gy/itmg6Visit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

We receive numerous questions about Champions on our online platform Ascender. Patrick McLoughlin joins us for today’s episode to answer several of them. He goes over:The definition of a Champion.The best time to start building a Champion, and where to look for one.Nurturing your relationship with a Champion.How to turn a Coach into a Champion.Using your Champion to push toward a Collective Yes.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://rb.gy/hqpksValidating Champions | Ascender Coursehttps://rb.gy/qaw0iAchieving a Collective Yes | Ascender Coursehttps://rb.gy/hgkbsAscender’s Best Content on Champions | Ascender Articlehttps://rb.gy/s05ylCommon Deal Questions | Podcasthttps://rb.gy/h90voVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

This episode is for those seeking a new sales role. Antonella O’Day joins us to share considerations for your job search. She discusses:How to know when it’s time to leave a company.The importance of communicating problems with your current manager.Considerations when it comes to money.What to look for when assessing a new sales role.Determining if you and a potential new manager will be a good match.Here are some additional resources:Essential Questions for Your Next Job Search | Ascender Coursehttps://bit.ly/3NIMcsLLooking for a New Sales Role After a Layoff | Ascender Articlehttps://bit.ly/3qUcb7IVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Join us for Networking Night hosted by Ascender by Force Management. The aim for this event is to allow job seekers to network with hiring managers who have open roles they're looking to fill right now.Date: Wednesday, July 12thTime: 6-7pm ETRegistration Link: https://www.ascender.co/job-seeker-sign-upsConfirmed companies include: ExtendFigmaBlinkThompson SafetyCorelightShowPadCatchpointSpringboardLogicsourcePaddleAgiloftSingleOpsFill out the form to save your spot in a breakout room. Have questions about the event? Email community@ascender.co.

We frequently discuss identifying, developing and testing Champions. Today, we’re talking about staying aligned with your Champion throughout the sales process. Brian Walsh joins us to share his unique insight. He covers:The need to maintain a low self-orientation.“Big-r” versus “little-r” relationships.Agreeing on a combined timeline with your Champion.The ill-advised “check-in.”Giving your Champion the credit they deserve.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://bit.ly/3qFnXTvValidating Champions | Ascender Coursehttps://bit.ly/43yEUgVAscender’s Best Content on Championshttps://bit.ly/43TMLFnVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

The first meeting with a customer is typically hard-won, so you want to get it right. It will lay the foundation of not only your relationship with the individual you speak to, but the balance of your deal. Antonella O’Day shares tips to set you up for a successful first meeting. She covers:The goal of the first meeting and how to prepare.Sending an agenda in advance.Opening up a cagey customer.“Managing the clock” during the meeting.Taking command of the next steps.Here are some additional resources:Effective Pre-Call Planning | Ascender Coursehttps://bit.ly/43TKcmXPreparing for and Engaging in Virtual Meetings | Ascender Coursehttps://bit.ly/43nqekxOwn the Next Step in Your Sales Meetings | Podcasthttps://bit.ly/3oNgSjbVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Many reps struggle with metrics. The challenge usually comes from not knowing the proper way to apply metrics to their sales conversations. In this quick episode, John Kaplan shares pointers on how to make effective use of metrics. He discusses:What metrics are and why they matter.How to speak about metrics in a way that is relevant to the higher-ups of an organization.The value in visualizing the buying organization as a house.Here are some additional resources:MEDDICC Certification on Ascenderhttps://bit.ly/3IVZmQpDigging Deep: Why Metrics Can Hurt You in Your Sales Conversations | Ascender Articlehttps://bit.ly/3MV0IwaVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

When you’re trying to close your pipeline, you don’t want a competitor to derail your deal. How do you stay on top of your differentiation and what the competition is doing? How much should you focus on your competition?Antonella O’Day joins Rachel Clapp Miller for a conversation on competitors. She talks about: How to best understand your competitorThe must-have information you need to know and the nice-to-know informationHow to avoid providing “air time” for your competitor in the sales conversationsVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

It is critical for reps to take command of the next step in sales conversations. Today, Brian Walsh walks us through best practices when it comes to transitioning to the next stage of a sales process.He talks about:How best to prepare for the next step.Positioning yourself before your prospect as a partner as you embark upon the next stage of your journey.The benefit of briefing your customer prior to meetings.Being able to adjust on the fly in case things do not go as intended.Here are some additional resources:Rep Operating Rhythm | Ascender Coursehttps://bit.ly/3M7GdgxShifting Your Sales Mindset | Ascender Coursehttps://bit.ly/3pmHOG4Preparing for and Engaging in Virtual Meetings | Ascender Coursehttps://bit.ly/41eBwpoTips for Active Listening | Podcasthttps://bit.ly/42e78ghVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

In a discovery session, there comes an inevitable point when the customer asks you to talk about yourself or your solution. When this happens, the last thing you want to do is say too much. Brian Walsh discusses the need to minimize your own input and connect everything you say to issues relevant to the customer. He covers:The basic principles to follow when it comes to talking about yourself in a deal.Determining and conveying the problems you solve and the outcomes you drive toward.Pointing the conversation back to the direction of the customer.The importance of confidence.Here are some additional resources:Active Listening | Ascender Coursehttps://bit.ly/427t6RPAchieving a Collective Yes | Ascender Coursehttps://bit.ly/3nHv8ZUTips for Active Listening | Podcasthttps://bit.ly/3nxE5VIVisit 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.