The Audible-Ready Sales Podcast

This episode covers how to target the right accounts and use differentiation to tackle incumbent opportunities. It also discusses the importance of understanding the customer's perspective and articulating differentiation. Additionally, it explores strategies for orchestrating pilot projects, validating solutions, and strategically unseating incumbents.

As you begin to prepare for 2024, we bring you one of our most popular episodes - The Franchise Mindset. When it comes to sales planning, we encourage reps to take on what we call the sales franchise mindset. You have to view your territory as your own business. Take accountability for and ownership of your franchise. In this episode, John Kaplan explains the importance of taking on the franchise mindset and how to do so.Here are some additional resources:Three Steps for Your Sales Plan | Podcasthttps://apple.co/3CLUoU8The Mindset You Need to Hit Your Number w/ John Kaplan | Podcasthttps://apple.co/3AAMHNQSet A Results-Driven Sales Planning Mindsethttps://bit.ly/3RdeSJYCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management facilitator Jim Pouliopoulos joins the podcast to discuss how to look back on the past year to improve your sales career. Topics include assessing career satisfaction, setting goals in different areas of life, reflecting on work, and the power of well-being in living a better life.

A rundown of five habits of elite sellers is discussed in the 200th episode, focusing on hard work, ownership, preparation, eliminating excuses, confidence, and conviction in sales. Sales expert insights shed light on what drives success in sales.

Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses:The “balance of consequences” and the traps sellers fall into.How MLAs help support your anchor strategy in your sales negotiations.The importance of distinguishing the customer’s MLAs from the seller’s MLAs.How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/jbilm1Negotiation Mindset | Ascender Coursehttps://rb.gy/0phz28Anchors and Give-Gets | Podcasthttps://rb.gy/jydio9The Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/7aysitShifting the Negotiation Away From Price | Podcasthttps://rb.gy/i8qtvlNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/66boscPreserving Margin When Budgets are Tight | Force Management Articlehttps://rb.gy/neehicVisit 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.

With increased scrutiny on spending, we are likely more aware of the influence a CFO has on our opportunities, even if we don't have access to finance in our prospect companies. Force Management's Brian Walsh runs through the key things you need to remember about this important persona as you advance your opportunities. He discusses:A CFO’s role and aligning to their priorities.Equipping your Champion to make the case for your solution.The power of presenting multiple options.Here are some additional resources:Engaging the CFO | Ascender Articlehttps://rb.gy/qn87vtSelling to the CFO w/ Jim Kelliher | Ascender Insightshttps://rb.gy/o6ut0jNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/y6vuodVisit 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.

MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include:Not getting specific enough with metrics.The budget holder rarely being the Economic Buyer.Trying too late to influence the Decision Criteria.Drifting too far away from the Decision Process.Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause.Champion single-threading.Not considering all potential competition.Here are some additional resources:MEDDICC Certification on Ascenderhttps://rb.gy/we8rzyAvoiding MEDDICC Traps | Ascender Livehttps://rb.gy/p1h4lrVisit 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.

How you end a call is crucial to the progression of your deal. Today, Patrick “Paddy Mac” McLoughlin explains how to smoothly close sales calls and prepare for the next steps. He discusses:Avoiding common mistakes when closing conversations.The three ‘Ps’ and sending an agenda in advance.Tips to improve your active listening.Determining the breadth and depth of the customer’s problem.Managing the clock.Leveraging the post-call email.Here are some additional resources:Gaining Commitments | Ascender Coursehttps://rb.gy/hf9edOwn the Next Step in Your Sales Meetings | Podcasthttps://rb.gy/ah1nnTips for Active Listening | Podcasthttps://rb.gy/f53whVisit 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 Paul DeMore, Senior Partner at Force Management, as he shares insights on sales effectiveness and pipeline generation. He emphasizes the importance of a franchise mindset, treating territories like valuable assets. Learn how to identify key decision-makers and leverage customer success stories for effective prospecting. Paul also advocates for multithreading accounts to improve win rates and highlights the power of accountability in sourcing opportunities. Don't miss his tips on establishing a daily prospecting rhythm and the mindset of making 'one more' call.

Contrary to their reputation as obstacles to the progress of deals, anchors are a great opportunity to expand value, but you must know how to respond when the opportunity arises. Today, Tim Caito speaks about the benefits anchors can bring when properly handled and how they tie into successful trading with customers. He goes into detail about:The importance of having the right negotiation mindset.Why anchoring can be a double-edged sword.How to recognize an anchor and steps to take when you hear one.Using anchors as opportunities to expand value.Practicing your negotiation and trading strategy with your Champion.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Articlehttps://rb.gy/9jiusNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiThe Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/wr38dShifting the Negotiation Away From Price | Podcasthttps://rb.gy/lc6haVisit 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.