The Audible-Ready Sales Podcast

Changes in leadership commonly take place during the sales process. Although disruptive, they are an occurrence for which preparation is key. How do you ensure that new leadership recognizes the value of your solution and gets behind it? John Kaplan shares how to respond to changes in leadership depending on where you are in the sales process.Here are some additional resources:Articulating Differentiation: 5 Ways to Trap the CompetitionAligning Differentiation to Your Buyer | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Everybody knows about the need to build their referral network, but very few people talk specifically about how best to do so. Many sellers are uncomfortable asking for referrals. How do you request a referral without coming off as pushy, or even desperate? Force Management Facilitator Antonella O’Day joins us to share tips for building your referral network, including how and when to ask for referrals.Here are some additional resources:Don’t Forget These Key Steps to a Value-Based Sales ConversationValuable Customer Meetings | PodcastGetting into a new opportunity | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As a seller, it’s not uncommon to feel overwhelmed by the numerous methodologies, tactics and processes that you are given to follow. How do you pull everything together fluidly without feeling as though you’re mindlessly piling on process after process? John Kaplan breaks down how to simplify all of these tools into a single, swift selling motion.Here are some additional resources:The Audible-Ready Sales Podcast: How to Make Sure You're Working for Great Companies w/ John Kaplan on Apple PodcastsFour Questions Every Sales Organization Needs to AnswerCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

We often focus on asking two-sided, open-ended discovery questions to learn about prospective customers. However, there is little value in asking these questions if you are unable to listen effectively. How can you improve your listening in sales conversations? Force Management Facilitator Marty Mercer joins us to share insight on how to follow up great questions with active listening.Here are some additional resources:3 Skills to Improve Your Sales ConversationsEffective Sales Communication: 5 Key ActionsWhy Your Active Listening Skills Are Crucial to Hitting Your NumberHow to Ensure You're Audible-Ready in Your B2B Sales ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

When selling a solution, you want to align with wide-ranging corporate initiatives and not just departmental one-offs. Many reps struggle to not only identify, but also align with company-wide initiatives that buyers are navigating with inside of their organization. John Kaplan explains how to recognize a corporate buyer and align your business outcomes with their pain points and other business issues.Here are some additional resources:Three Common Sales Challenges and What to Do About Them How to Get Higher in Your Prospect's Organization Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Sellers often hear from prospective customers that they have too much going on and thereby cannot take on a solution. When you’ve got numbers to hit, how do you get a prospect to prioritize your solution over the other initiatives they are considering? John Kaplan joins us to share how best to align your solution with the business issues that matter most to a customer.Here are some additional resources:https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internally Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Join the Force Management Team! Opportunities at all levels and in various departments. If you're interested email Rachel at: rclapp@forcemanagement.comSee all of our open positions here: https://www.forcemanagement.com/careers

It takes conviction to lead a sales organization to the next level. What can you focus on to help your sales organization deliver results? Dig deep into the mind of the Chief Commercial Officer (CCO). John Kaplan goes one-on-one with Paul "PK" Kleinschnitz, CCO at BlueVoyant, an end-to-end internal and external cyber defense platform. PK digs into key areas of focus for leaders around:How leaders are driving alignment with their buyers todayBuilding a sales culture that’s focused on individual and company growthKey factors to incorporate into your sales transformation initiativeHow to Lead From the Front to achieve critical company objectives  BlueVoyant is hiring, more here: https://www.bluevoyant.com/careers/Here are some additional resources:More about PKMore about BlueVoyantNew to the VP of Sales role: Road Map for Sales Success  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As you navigate sales conversations with multiple stakeholders in an organization, understanding the internal, political landscape is critical. One move can make or break your deal. How do you do it without appearing like you’re going around someone or above their head? John Kaplan shares best practices to implement into your approach.Here are some additional resources:Why Sales Reps Struggle with Metrics in the Sales Conversation (the M & the W)How to Get Higher in Your Prospect's OrganizationNavigating the Decision Process With Multiple Buyers Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

In the quest to hit the number, sellers can find themselves challenged with knowing when to walk away from a deal. Save this episode as a reminder when you need it. John Kaplan joins us to detail how to ensure you’re spending your time on the right opportunities for your business and your buyer’s business.Here are some additional resources:How to Reignite Stalled DealsWhy Your Deals Are Taking Too LongFinding the Business Pain Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.