The Audible-Ready Sales Podcast

If you’re finding yourself new to a selling role and trying to sell to more experienced executives and professionals - this is a podcast for you. If you’re leading a team of greener reps, share this one with them. John Kaplan shares how to prepare for conversations with experienced buyers in a way that will drive success and help you feel less intimidated going in. Great selling, is great selling, no matter your experience or background. Tune into this episode to hear tips and actions you can take right now. Here are some additional resourcesFinding Success with Procurement [Podcast] https://apple.co/3ARsxO0 Overcoming the Seller Deficit Disorder [Article] https://bit.ly/3k2Hwhl Why are you talking? [Podcast] https://apple.co/3CVvgrO Four Essential Questions https://bit.ly/3maU5d3 Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Discover the mantra you can use to successfully navigate opportunities that require you to move up and down in organizations. Hear John Kaplan’s tips for continually building a business case that maps the technical capabilities of your solution to the required capabilities for different decision makers in an organization. He explains what the mantra is, how you can build it through customer conversations, and leverage it to get champions to sell on your behalf.Here are some additional resourcesAlign with the Buying Process: The Power of the Mantra https://bit.ly/3tFoUZ5Why You’re Struggling With Metrics in the Sales Conversation https://bit.ly/3lgdoQgNavigating the Decision Process With Multiple Buyers [Podcast] https://spoti.fi/3AhqEKUCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .

Sales kickoffs can take many different forms -- the good, the bad, and the game changers. The Force Management team has helped countless sales leaders execute meaningful Sales Kickoffs that launch organizational change and impactful results. What separates the best from the rest? What are the steps leaders can take to make their SKOs a game changer? Facilitators Brian Walsh and Antonella O'Day share what they've seen work best and key mistakes to avoid.Here are some additional resources on SKOs:Sales Kickoff Resources https://bit.ly/3jQL4Do5 SKO Mistakes to Avoid On-Demand Webinar https://bit.ly/37Etw7FCritical SKO Concepts Sales Leaders Must Communicate https://bit.ly/3iFBlAiCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .

For those of you planning your next Sales Kickoff, use our resources, everything you need all in one place:Sales Kickoff Resource Guidehttps://www.forcemanagement .com/sales-kickoff-resources

If you want to be "the top 2%", become an elite seller in your organization, and propel your career to the next level — take spirit from Brandon Burlsworth's UnCommon story. Sales leaders, share it with your sales reps and managers.Told in the movie Greater, Brandon's life was one of grit, dedication and hard work. But, he didn't start out that way. He started out as a young player, with a big goal, not unlike most sales athletes. Brandon went from a walk-on freshman football player at the University of Arkansas to become a 1st-Team All American, who was drafted into the NFL by the Indianapolis Colts. It's speculated that just 2% of all football players make it into the NFL. Hear the story to see how you can be greater every day.Here are additional resources and ways to can support:Greater the movie IMDB Page https://imdb.to/3zCbzDaMore on the Brandon Burlsworth Storyhttps://bit.ly/3kIqipO Brandon Burlsworth Foundation https://bit.ly/3gO1eN8Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .

If you’re looking for quick tips to improve your ability to execute the fundamentals of elite selling — this is the episode for you.Force Management Facilitator and Director, Dale Monnin joins us to chat about helping salespeople move from good, to great to elite in their sales careers. He covers a variety of tips you can apply immediately to your sales process and approach including:- What areas of your skill set to improve if you want to be elite- What indicators to look for to know when you’ve done effective discovery- Ways to ask bold discovery questions and use silence to your advantageCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on building an elite sales organization:- How to Move Yourself Beyond Mediocrity [Podcast]- https://apple.co/3gspW4H- Stacking customer requirements in your favor [Podcast]- https://apple.co/35auU0y- Getting Comfortable with Uncomfortable Conversations [Podcast]- https://apple.co/358pkMk

Our podcast series “Lessons Learned in Sales”, continues as John Kaplan talks with Force Management Senior Partner Tim Caito. As always, Tim shares valuable insights, including: - How to stay connected to your customer’s projects post-sale to ensure their success- The time a customer left him and his colleagues in the middle of an oil field- The common characteristics of the best sales managers he’s worked with- A motto he uses to differentiate his sales approachTim’s passion for sales and coaching is energizing. Tune in to this episode to hear valuable takeaways you can use to drive positive impacts for your customers and your sales team.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources based on the conversation with Tim:- Tim Caito - Meet the Facilitator Bio- https://bit.ly/2U14OL4- On-Demand Webinar | Selling and Negotiating on Value- https://bit.ly/3wSAile- Negotiation FAQs & Best Practices [Podcast] - https://apple.co/35W424J

In-person customer conversations have dwindled over the past year. While we are getting back to face-to-face meetings, many sales conversations are happening virtually. How do you get your customers to open up in a remote conversation? How do you gain that trusted advisor status over a video call? John Kaplan shares his best tips. Here are some additional resources”- Purpose Process Payoff- https://forc.mx/3B4liDx- Finding the Business Pain Podcast- https://forc.mx/36F2YCE Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Your buyers have likely experienced a lot of bad QBRs — so differentiate your company by making them truly valuable for you and your buyer. Tim Caito joins us to talk about how sales leaders can equip their account teams to flip the script on negative buyer perceptions and get customers to see value in a QBR. He covers the pre-sale, during-sale and post-sales steps sales reps need to take to improve QBR execution, long-term account monetization and most importantly, customer outcomes. Here are some additional resources based on making QBRs Valuable- How to Make QBRs Valuable for Your Customers    - https://bit.ly/3jgyr4i - Overcoming Sales Challenges: A Buyer Focus on Seller Deficit Disorder - https://bit.ly/3in54xG - How To Negotiate Early [Podcast] - https://apple.co/3s3fDcR Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Part 2 of our conversation with Author and Sales Leader Veteran John McMahon. He joins John Kaplan to discuss themes in McMahon's new book, “The Qualified Sales Leader”. McMahon has been the Chief Revenue Officer at five public, enterprise software companies – PTC, Geo-Tel, Ariba, BladeLogic and BMC. Now he sits on the board at several public software companies including Snowflake and MongoDB. More Information: - BUY THE BOOK: The Qualified Sales Leader - https://amzn.to/3zOwQt9  - How to Ensure You’re Selling for a Great Company - https://bit.ly/3i9RTQN  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.