The Audible-Ready Sales Podcast

The never-ending grind and numerous pressures of work life can take their toll, particularly when you’re chasing after a revenue number quarter after quarter. If this resonates with you, you’re in luck. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopolis, helps folks increase their happiness levels in all facets of life. Join us as he explains why a positive mindset is key to being a well-rounded salesperson. Pouli discusses:The need to care for yourself before caring for others.Combating negativity bias with uplifting thoughts.Focusing on what you can control.The “happiness pie chart” and the three science-backed components of motivation.Ways to increase your happiness and motivation over time.Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867XConnect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/Here are some additional resources:Training the Seller’s Brain for Positivity | Ascender Articlehttps://rb.gy/kv3k7Five Ways to Find Positivity in a Challenging Sales Environment | Ascender Articlehttps://rb.gy/lxatfVisit 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 do you respond when your customer is eager for a demo? Brian Walsh shares some tips to help you navigate this scenario. He covers:Evaluating the strategic value of an opportunity.How to tactfully begin a demo with discovery.Making use of your other relationships in the account.Knowing when to walk away.Here are some additional resources:Deepen Your Discovery | Ascender Coursehttps://rb.gy/9mfdhWhat Do I Do When My Customer Pushes for a Demo? | Ascender Articlehttps://rb.gy/3rlihOwn the Next Step in Your Sales Meetings | Podcasthttps://rb.gy/5wcfdVisit 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.

Discover the mindset needed for effective sales coaching and creating space for reps to grow independently. Dive into the importance of providing a safe practice environment and explore strategies for continuous improvement. Learn about transitioning from salesperson to coach, emphasizing teachable moments and team collaboration. Explore the impact of coachability, two-way coaching relationships, and leadership mindset in driving organizational growth.

The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses:The four major mental obstacles that prevent salespeople from properly expanding their deals.Putting the customer first.Using “decision points” to assess who will be impacted by your solution.Differentiating not only what you sell, but how you sell.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://rb.gy/n8x0nThe Foundation Needed to Broaden Your Deal | Ascender Videohttps://rb.gy/qjbvsBeing Audible-Ready to Change Tracks in Sales Conversations | Ascender Articlehttps://rb.gy/nsreaVisit 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 this engaging discussion, Patrick McLoughlin, a sales leader and Force Management contributor known as 'Patty Mac', dives into the art of uncovering business pain. He emphasizes the importance of curiosity and asking the right follow-up questions. Patrick warns against shallow discovery that can derail sales efforts and highlights the need to understand the breadth and depth of customer issues. He also shares strategies for validating pain with champions and stresses the significance of framing conversations in financial terms, especially in challenging economic climates.

Today, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers:The significance of non-verbal communication.Emotional awareness.“The power of the pause”—giving the customer space to think and speak.Her “above the line/below the line” strategy for active listening.Here are some additional resources:Discovery Process | Ascender Coursehttps://rb.gy/16rlaDeepen Your Discovery | Ascender Coursehttps://rb.gy/vw0y6Active Listening | Ascender Coursehttps://rb.gy/n4ky3Showing Empathy | Ascender Videohttps://rb.gy/byntucDifferentiate Your Call Follow ups | Ascender Articlehttps://bit.ly/3EffJogWhat We Heard: Owning the Next Steps | Podcasthttps://bit.ly/3KTPiIxVisit 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.

Learn how to lead with purpose by building active consensus, providing a strong 'why', and communicating the 'how'. Discover the importance of identifying gaps in deals, coaching, and leading from the front. Also, explore common mistakes made by leaders in companies.

Tim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about:Why the right negotiation mindset is so vital.Why negotiation is an ongoing process that doesn’t end once the deal is closed.Approaching internal negotiations versus external negotiations.Keeping the customer focused on value rather than price.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwBusting the Myths of Sales Negotiation | eBookhttps://rb.gy/5wttjNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiVisit 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.

Sales expert Brian Walsh discusses three common sales challenges: getting buyers to rethink their approach, gaining access to the economic buyer, and identifying a champion. The importance of reliability, credibility, and relationship-building in sales is emphasized. Addressing these challenges can drive business growth.

Regardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes over:Why your customer fixates on price.The three words to refocus your customer on value.The value of presenting multiple options.How a Champion can help you navigate the tricky late stages of a deal.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiVisit 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.