The Audible-Ready Sales Podcast

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.Join our Founders Circle here: https://www.ascender.co/We often speak about MEDDICC on this show, and for good reason. It’s used by several different sales companies, and if you’re selling software, you’re almost certainly at least somewhat familiar with it—perhaps your company uses it! But MEDDICC is just as valuable as an individual toolset for reps. We are joined today by our special guest, Force Management Senior Director of Facilitation Brian Walsh, to discuss ways you can get MEDDICC to work for you. We discuss:What MEDDICC is and what it is not.The need to be a voracious qualifier as a seller.The importance of spending your time on high-value selling activities and how MEDDICC qualification helps you to do so.The most common ways that reps misuse MEDDICC.Here are some additional resources:MEDDICC Certification Course on Ascenderhttps://bit.ly/3dpCiNBUsing MEDDICC to Drive Revenue Predictabilityhttps://bit.ly/3f4586DCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Who couldn't use more qualified leads in the pipeline?John Kaplan joins Jason Bay, CEO of Outbound Squad for a discussion on How to turn Account Executives into prospecting machines (backed by 3+ decades of experience)THIS WEDNESDAY - October 26th | 1pm ET | 10am PTRegister Here: https://forc.mx/3VXCLrp

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.Join our Founders Circle here: https://www.ascender.co/Outbound sales is in a state of rapid change. Many companies and reps struggle to keep up with the whirlwind of technological advancements to figure out how best to conduct outbound in the current market. Joining us for today’s episode is Outbound Squad founder and CEO Jason Bay to discuss how to position yourself for success. He talks about:Current industry trendsNovelty weariness and getting back to the basics.Structuring outbound efforts as a small team seeking traction.The benefit in hiring people specifically for outbound.Prioritizing the prospect’s priorities over the value of your solution.  Outbound Squad is a company that teaches reps how to effectively build pipeline and nail their sales messaging. To connect with Jason, follow this link:Jason Bay - Founder & CEO - Outbound Squad (formerly Blissful Prospecting) | LinkedInhttps://bit.ly/3ed0u64  Here are some additional resources:Outbound Squad PodcastEffective Sales Communication: 5 Key Actionshttps://bit.ly/3rzjOxoTips for Getting Prospects to Take a Meetinghttps://bit.ly/3rE2ozC  Check 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.Join our Founders Circle here: https://www.ascender.co/Reps like you are always looking for ways to break into a new account. Trying to get into a new account can be stressful for many, but in today’s episode, John Kaplan shares valuable insight about how to do so with confidence. He speaks in-depth about:Common mistakes sellers make when pursuing new accounts.The need to question the “why” and “who” when it comes to a prospective company.Using the three Ps—Purpose, Process and Payoff—to persuade the prospect.The value of building your referral network.Here are some additional resources:Your Most Critical Accounts: 4 Questions to Ask Develop Proof Points That Make an Impact Building Your Referral Network | PodcastBuilding up Your Referral Business | AscenderCheck 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.Join our Founders Circle here: https://www.ascender.co/How do you prepare for your next role, be it in your current sales organization or a different one? This is a question that sales professionals face throughout their careers. In this episode, John Kaplan explains how to be purposeful as you prepare for your next step. He gives advice about:Making the transition to management.Going from a BDR or SDR to an account executive.Preparing for an interview for a job that you haven’t done before.Additional steps you can take to progress your career in sales.Here are some additional resources:Essential Questions for Your Next Job Search | Ascender Course  How to Use Your Sales Skills in Your Next Job InterviewCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

No one can be everywhere at once and sometimes you can’t be in the room where decisions are being made. That’s why it’s so important that your buyer understands the benefits of your solution. In today’s episode, John Kaplan explains how to empower your buyer to be the hero of your sales story. This episode touches on a number of topics, including:Starting your sales story with the end in mind so your buyer is excited for the desired outcome.Attaching the sale to the issue you’re trying to solve.Equipping your buyer to sell your solution to others in their organization.Here are some additional resources:How to Tell Impactful Stories The Audible-Ready Sales Podcast | Podcast Finding the Business Pain w/ John Kaplan | Podcast 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.Join our Founders Circle here: https://www.ascender.co/Check 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.Join our Founders Circle here: https://www.ascender.co/People with confidence and conviction truly believe that what they do matters, no matter their line of work. For that confidence to translate into success, there must be passion and a sense of purpose for what you do. John Kaplan explains why sellers like you need to tap into the belief that your job matters, and he shares what you can do to have the confidence and conviction to be elite.Here are some additional resources:Sales Best Practices: Attach to the Biggest Business ProblemOvercoming Sales Challenges: Change the Decision CriteriaHow to Improve Qualification in Your Sales OrganizationCheck 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.Join our Founders Circle here: https://www.ascender.co/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 | PodcastThe Mindset You Need to Hit Your Number w/ John Kaplan | Podcast Set A Results-Driven Sales Planning MindsetCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Solution requirements are a critical component of every deal you sell. These are things that must be in place in order for a buyer to achieve their desired outcomes, and they exist with or without your solution. In today’s episode, John Kaplan explains the importance of recognizing your customer’s solution requirements and what to do with that knowledge. You will learn how to:Bridge the customer’s current state to their desired future state.Position your value in a way that influences the customer’s requirements.Ask great discovery questions that show your customer how your solution is needed to solve their business issues.Here are some additional resources:How to Stack Customer Requirements in Your FavorThe Missing Link Between Your Differentiation and Your Buyers Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

We’ve done a number of episodes about what to do in a tightening economy and how to overcome economic headwinds. In this episode, we focus specifically on the need to position value early on in the sales process and how doing so can help you in more challenging sales cycles where companies are increasingly reluctant to spend. Force Management Senior Partner Tim Caito gives several helpful pointers on how to reframe your value, particularly during periods of economic turbulence. Tim’s advice covers:The importance of viewing difficult economic times from the perspective of customersEmphasizing the value of your expertise rather than that of your solutionUncovering a buyer’s strategic priorities and reframing your solution’s value accordinglyFour critical questions about the customer’s decision process to ask yourself as you move deals forwardHere are some additional resources:Reframing Your Buyer Message for What’s Happening Right NowThe Most Powerful Tool for Your Sales Organization: What is a Value Framework?Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.