The Audible-Ready Sales Podcast

Author and Sales Leader Veteran John McMahon joins John Kaplan to discuss themes in his 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/3lflri3 - How to Ensure You’re Selling for a Great Company - https://bit.ly/3zFLO4p  - The Secrets to Aligning Your Company on Customer Value and Differentiation - https://bit.ly/3eXCHnO- The Right Methodology to Ensure Your Technology Sells - https://bit.ly/2VgrpEk Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Our podcast series “Lessons Learned in Sales” continues this week as John Kaplan talks with Force Management Facilitator Marty Mercer. Marty shares some great stories, including: - How he became a seller and he didn’t even know it- A beneficial lesson in patience that he learned that drastically shifted his sales career- Why he didn’t sell anything in the first nine months of his career- How a colleague nearly broke their computer fifteen minutes before a presentationThis episode is packed with lessons that both reps and managers can use to propel their careers forward in the right direction.Here are some additional resources based on the conversations with Marty:- Virtual Selling Tips & Tricks [Podcast]- Stacking Customer Requirements in Your Favor [Podcast]Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Our final episode in our “Skill/Will” series (link to the diagram below), takes a deep dive on your people with low will, level 1s and 2s. Low-will people aren’t who you want on your teams, but you may be dealing with some of these people right now. Hear how you can manage low-will people to the best of your ability and avoid people losing will while they’re on your teams. Here are some additional resources on Skill/Will:- The Skill/Will Model Infographic [Diagram]- https://bit.ly/3ftMTDS- The Skill/Will Model Explained [Article]- https://bit.ly/3hP2X6hCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Continuing our series on the “Skill/Will” Model (link to the diagram below), this episode covers people with high will, level 3s and 4s. High-will talent are the people you want to have on your team, they’ll improve your ability to succeed and maintain competitive advantage in your market. This episode shares what you can do to keep and leverage your level 4s (high will, high skill) and how you can help your level 3s (high will, low skill) become top performers as well.Here are some additional resources on Skill/Will:The Skill/Will Model Infographic [Diagram]https://bit.ly/3ftMTDSThe Skill/Will Model Explained [Article]https://bit.ly/3hP2X6hFour Questions Every Sales Organization Needs to Answerhttps://bit.ly/3c3jfnzCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Sales leaders can achieve great success when they take ownership of their talent and coaching process. Maximize your talent efforts and coach your people in a way that takes into account their skill level and motivation. This episode kicks off our three-part series on coaching the “Skill/Will” model (link to the diagram below). In this episode, John Kaplan covers how sales leaders and managers can use this model to adjust their coaching cadence and tailor it to the individuals on their sales team. Here are some additional resources on Skill/Will:- The Skill/Will Model Infographic [Diagram]- https://bit.ly/3ftMTDS- The Skill/Will Model Explained [Article]-https://bit.ly/3hP2X6hCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Unlock the full potential of your Customer Success teams by building alignment with your sales teams and your buyers. Kathleen Schindler, Force Management Managing Director of Customer Success, takes a deep dive on how sales and company leaders are equipping post-sale teams to execute on critical buyer outcomes. Tune in to hear real-world examples of how these leaders enable their entire customer-facing organization to have value-based conversations that drive company-wide impacts.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on aligning Sales with Customer Success:- How Sysdig Built Sales & Customer Success Alignment - Sysdig Customer Case Study- Building a Culture of Buyer Alignment

Our second episode of our podcast series “Lessons Learned in Sales”, John Kaplan talks with Force Management Facilitator Antonella O’Day about her sales career including:- How she got a deal done in 8 minutes- A mistake she was grateful to have happen early in her career - How she found Force Management by looking for the top sales training companies- One piece of advice that has helped to elevate her careerYou won’t want to miss the lessons that made an astronomical impact on her sales career.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 conversations with Antonella:- Making Discovery Uncomfortable [Podcast]   - https://bit.ly/35rzbNa - Overcoming the Seller Deficit Disorder  - https://bit.ly/3gnFjwr

Attaching to a big business problem gets you access, funding and urgency. How do you find the pain and then how do you attach your solution to it?John Kaplan covers: - How salespeople can get credit for helping buyers solve big business problems.- How to attach decision makers and champions to their company’s big business pains in a way that supports your success.- How to align your differentiation to solving business pains to improve your ability to beat competition and win.Here are some additional resources on attaching to business pains:- Helping Buyers Reach Their Own Conclusions [Podcast]-https://apple.co/2S7lfop- Executing Effective Discovery [Podcast]- https://apple.co/3xqbstD- How to Enable Reps to Sell Higher [Podcast]- https://apple.co/3gEgexPCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

In this episode, we wrap up our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. John Kaplan pulls out some of the top takeaways for sales leaders — and how they can use some of these coaching techniques to create value for their sales team. If you haven’t listened to parts 1 and 2, tune into those first, then come back here.More on the conversation and how to support the ELAC’s Men’s Basketball Program: Links to Support the ELAC Basketball Programhttps://bit.ly/3tYLYknThe Skill/Will Model Infographic [Diagram]https://bit.ly/3u7qp17Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Don’t miss — part 2 of our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. Coach Mosley shares more insights on coaching a team to success in another energetic episode. If you haven’t listened to part 1, you may want to listen to that episode first! You can support Coach Mosley and ELAC Student Athletes here:- Donate to the ELAC Men’s Basketball Program- https://org.eteamsponsor.com/ETS/supportUs/311056148- Donate to the ELAC Student Athlete Fun- https://elacfoundation.com/elac-student-athletes-fund/Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.