The Audible-Ready Sales Podcast

Many sellers are feeling strain from the current state of the economy. Many reps are struggling to figure out the proper action steps to take in the midst of the challenges of the current environment. John Kaplan discusses ways to prevail through today’s economic headwinds. He talks about:The need to focus on what you can control.Staying committed to the fundamentals.Finding resilience during tough times.Here are some additional resources:Essential Questions to Help You Be a Better Salesperson | Ascender Articlehttps://bit.ly/3YIMH9xWhy You Keep Losing Deals | Ascender Articlehttps://bit.ly/3kcNaBD5 Actions That Increase Sales Performance | Force Management Articlehttps://bit.ly/3Z6QoW4Overcoming Sales Challenges: Change the Decision Criteria | Force Management Articlehttps://bit.ly/3lQHIF6Visit 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 a tight economy, buyers will try all means necessary to minimize superfluous spending. That means you’re going to get the discount question.. Force Management Facilitator Antonella O’Day joins us to talk through some best practices for dealing with price objections from your buyer. She covers:The ideal initial response to hearing a price objection.Getting to understand the reason(s) behind the objection.How to respond if the objection persists after having painted a detailed picture of the value and ROI of your solution.What to do early so you can prepare for the late-stage price objection Here are some additional resources:Changing the Conversation with Procurement | Ascender Coursehttps://bit.ly/3k6IT2uHow to Become a Must-Have Solution for Customers in Any Economy | Force Management Articlehttps://bit.ly/3k3d8YfPositioning Value in a Tight Economy | Podcasthttps://bit.ly/3YPA9wpHow to Manage Increased Buyer Scrutiny | Podcasthttps://bit.ly/3xpBgatVisit 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.

“Do It Internally” might be the most frequent competitor you come across. In this economy, you’re probably competing against it more than you are used to with more and more customers l considering a solution in their own company rather than making another purchase. In this episode, John Kaplan discusses how you can fight this increasing tendency. He explains how to:Prepare for discovery sessions to ensure you get all the information necessary to differentiate against “Do It Internally.”Prepare trap-setting questions.Obtain an understanding of the buying company’s political landscape.Explain the merits of your solution without coming off as superior.Here are some additional resources:What to Do When You're Competing Against Do It Internallyhttps://bit.ly/3HTUdXCHow to Ask the Right Questions in Your Sales Conversationhttps://bit.ly/3K8yCNXArticulating Differentiation: 5 Ways to Trap the Competitionhttps://bit.ly/3I0CI8iAlign with the Buying Process: The Power of the Mantrahttps://bit.ly/3lsawn0Visit 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.

Be sure to check out Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Sadly, several reps are falling victim to the increasing number of layoffs and cutbacks occurring in tech companies. If you happen to be one of them, John Kaplan gives you some spirit regarding your job hunt moving forward. He talks about:Using a layoff as an opportunity for self-reflection and change.Establishing your personal criteria in the hunt for your new role.How to effectively ask for help in the search for your next job opportunity.Personally recommended readings about building resilience.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonHow to Ensure You're Selling For A Great Companyhttps://bit.ly/3wZ4Nb7Interviewing for Your Next Position | Podcasthttps://apple.co/3DpUUGMCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

A special episode featuring project44, discussing their sales transformation initiative with a 53% deal size increase. They address supply chain challenges through network connectivity, focus on a customer-centric sales approach, and enhance sales performance through culture and collaboration. Implementing revenue charters for accountability and fostering a collaborative and customer-centric culture for success are also highlighted.

As a seller, storytelling can be a great asset. More than anything, a well-told story is one of the best ways to get your buyer more emotionally attached to solving a problem. Today, John Kaplan explains the many ways that storytelling, if done properly, can help you. Topics of discussion include:How to hone your storytelling ability.Making a story relevant to the customer—getting them to stand in the story.The benefits of helping the buyer to share their own story.Using stories effectively during various stages of the sales process.Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonMethods to Increase Sales: Nailing Your Proof Pointshttps://bit.ly/3Vaflh7How to Tell Impactful Stories | Podcasthttps://apple.co/3Vf0vWpCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Patrick McLoughlin, Force Management’s Senior Director of Consulting & Facilitation, recaps questions asked in the last Deal Desk and answers frequently asked questions from Ascender’s community section. Topics discussed include finding out competition when the buyer won't disclose, navigating the procurement process, selling to younger, less experienced buyers, aligning with buyer priorities, dealing with year-end challenges, and testing for urgency and impact in sales.

In today’s difficult sales environment, reeps must ensure that they are aligned with what is most important to their buyers. Force Management Facilitator Marty Mercer walks through ways you may be able to align to a new challenge that your buyers are experiencing, including: Managing disengagement among your customer’s employees.Preparing for sales conversations of a nature different from what you are used to.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonHow to Become a Must-Have Solution for Customers in Any Economyhttps://bit.ly/3W0urWKPositioning Value in a Tight Economy | Podcasthttps://apple.co/3jRy3NqForce Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

We know you’re dealing with increased buyer scrutiny in your deals. With tighter budgets, your buyers don’t want to purchase a mistake. There’s more people looking at where the company is investing its money and that means as a salesperson you need to be audible-ready to position the value of your solution. In this podcast, Tim Caito shares some advice on how to work early to prepare for common sales scenarios that come through when you’re facing this challenge, including: How to use the four essential questions to help you with buyer scrutinyHow to prepare for the renewal conversationHow to make sure your internal contacts understand the new process in their own companyHow to make sure you win the decision and the dealForce Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonSelling to Hesitant Customers | Podcasthttps://apple.co/3G1hTKaEssential Questions to Be a Better Salesperson | Articlehttps://bit.ly/3GDPVVbCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/One common scenario that all sellers are likely to face, especially when joining a new company, is inheriting others’ accounts. In some cases, you’ll follow someone who did a stellar job, and other times, you’ll have to pick up the pieces of someone not as successful. Both circumstances pose their own set of unique challenges. John Kaplan shares insights about how to approach joining a new account. He gives advice about:The first steps to take after inheriting an account.The need to be audible-ready to speak to the people already in the account you’re inheriting.How to begin developing the relationships you need within the account.What to do when faced with skepticism or hostility from the customer upon your entrance into the account.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonHow to Ensure You're Audible-Ready in Your B2B Sales Conversationshttps://bit.ly/3G3mhIrSelling to Hesitant Customers | Podcasthttps://apple.co/3G1hTKaCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.