The Audible-Ready Sales Podcast

Gearing up to launch a strategic initiative or are you in the middle of creating an adoption plan? Kathleen Schindler, Force Management Managing Director of Customer Success shares current best practices sales leaders are using to make changed behaviors stick. Kathleen supports some of our most successful customers and sales teams as they work to roll out new sales capabilities and make them stick. She shares:- How sales leaders and managers are leveraging the remote environment to drive adoption and accountability- What to think through when developing the long-term adoption plan for your sales initiative- How to incorporate managers in the adoption plan and support their ability to drive on-going reinforcement.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on reinforcing an initiative- Insights on Maintaining Virtual SKO Momentum- http://bit.ly/3uH7H1J- How to Equip Managers to Drive Lasting Results from a Sales Initiative- http://bit.ly/3uHVYjg- How to Set Up an Effective Adoption Plan Around Your Sales Kickoff- http://bit.ly/3sxTrpW

In this episode, we’re sharing key insights on getting your buyer to come to their own conclusions. Remember, people rarely argue with their own conclusions. The more you can help buyers define business problems on their own, in a way that favors your solution’s value and differentiation, the more successful you will be. John Kaplan covers three types of questions you can use to help buyers articulate their business challenges.  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on influencing buying criteria:- Enable Your Salespeople to Help Buyers Stand in the Moment of Pain- http://bit.ly/3c22WHg- How to Ask the Right Questions in Your Sales Conversation- https://bit.ly/2NoJ7Sy- Approaching Your Sales Conversations with Empathy [Podcast] -http://apple.co/387oYHE

After elite athletes win champions and gold medals they don’t stop practicing. They continue the work that’s necessary to repeat success and beat their competition.Elite salespeople follow the same playbook. Whether you're at the top of your game or just starting, we break down our best tips to prepare and practice for your sales calls. John Kaplan shares the prepping and practicing tactics he uses and teaches to accomplish critical meeting goals and achieve success in his deals.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on preparing and practicing:- Lessons From a Sales Veteran [Podcast]https://apple.co/3nHKpES- Overcoming the Seller Deficit Disorderhttp://bit.ly/3saAM3w- Align with the Buying Process: The Power of the Mantrahttp://bit.ly/3sd3jFq

If you’re coming off the high of making a great number last year or last quarter, you may be struggling with how to repeat your success. If you’re coming off a year that didn’t pan out as you hoped, how can you clean slate and make this year your best yet? John Kaplan covers the two mindsets he used when coming off either a good year or a year riddled with challenges. He shares tips salespeople can apply immediately to get prepared and plan for a successful quarter, sales cycle or year. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on planning for a successful sales cycle:- The Plan to Make Your Planhttps://bit.ly/3mlUvv9- Crushed Your Number Last Year? Here's What You Should do Nowhttp://bit.ly/2OyrwHO- Create Value for Your Sales Team [Podcast]http://apple.co/3anlBOv

Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. This change may require you to change your selling approach. John Kaplan talks through specific things you want to pay attention to if you’re making this shift in your career. He covers:- How to identify economic buyers in a complex account and leverage them to progress your deals faster and at a higher value- A successful process for working with an economic buyer early on in the deal and during the deal to capture information that leads to better outcomes- How to keep economic buyers engaged after the deal closes to open up new opportunities for cross-sells, up-sells, and proof pointsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on shifting to bigger sales- Lessons from a Sales Veteran Podcasthttp://apple.co/3nHKpES- Champions vs Coaches Podcasthttp://apple.co/3hhDqQ1- Why Your Sales Reps Struggle with Metrics (The “M” and “W” blog)http://bit.ly/2ZQFYOM

Today we are marking our 50th episode! We rebranded the Force Management podcast last March and launched right before the Pandemic hit. To celebrate and share our appreciation for hitting record numbers of listeners, we’re sharing some of our most popular and albeit most valuable episodes. If you're a faithful listener, this episode can serve as a reminder of the episodes you may want to revisit. If you’ve missed some episodes, this is a great way to catch up on some valuable insights. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.All of the podcasts covered in this episode:- Executing Great Discovery w/ Brian Walshhttp://apple.co/2TC1kv5- Improve Your Active Listening Skills w/ Patrick McLoughlinhttp://apple.co/3ojaoTm- Getting into a New Opportunity w/ John Kaplanhttp://apple.co/34n8Y3o- How to Prepare for Buyer Negotiation Tactics w/ Tim Caitohttp://apple.co/3raJtdr- Coaches vs. Champions w/ John Kaplanhttp://apple.co/3hhDqQ1- Lessons From a Sales Veteran w/ Frank Azzolinohttp://apple.co/3nHKpES- Staying Motivated in Today’s Environment w/ John Kaplanhttp://apple.co/3iIuJyP

What are you doing to ensure you’re creating value for your sales team? It’s hard to be steady as a sales leader or front-line manager when you’re carrying the number. If you’re in an organization that’s struggling or might not have the best leadership above you, this is a must-listen episode. Brian Walsh shares insights on how to overcome organizational challenges and lead your teams in a way that has a positive impact. He covers examples of what to do and what not to do as a leader at the end of a quarter when you’re in a flurry to hit the number. Tune in to hear tips for improving your leadership skills when you don’t have access to support from above you or you’re facing complex challenges that you don’t have the power to solve. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on - How to Help Your Front-line Sales Managers Lead Successful Teamshttp://bit.ly/3opxpnb- Being elite: 3 Lessons Learned as a Revenue Leaderhttp://apple.co/39h8XQA- How to Make Sure a Bad Quarter Doesn’t Repeat Itselfhttp://apple.co/2Fk1kMM

While you’re working your current deals, there are key steps you should take to start the negotiation process early and drive better outcomes for you and your buyers. In this episode, Senior Partner Tim Caito shares how you can set yourself up for success before price conversations begin — and in the end, close for a premium. Tim’s perspective is helpful for anyone who wants to improve their negotiation process and put a stop to closing for a discount. Share with your teams to ensure they’re using these three concepts in their sales conversations in order to start the negotiation process early.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on negotiating early - Negotiation FAQs & Best Practiceshttp://apple.co/369t4OH- Finding Success with Procurement Podcasthttp://apple.co/38WH4wR- Changing Your Conversation with Procurement On-demand Webinarhttp://bit.ly/3nN97V4

We’ve all worked with prospects who drag their feet on making a final decision. You may even have some of these deals in your pipeline right now. If you do, this episode is for you. John Kaplan shares how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do nothing or do it internally option). Hear how you can differentiate your solutions from all other outcomes to close your current and future deals faster.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on reassessing your deals:- How to Reignite Stalled Dealshttp://bit.ly/3i8petF- Predicting No Decisions On-Demand Webinarhttp://bit.ly/2D0dxFa- Executing Great Discoveryhttp://apple.co/2TC1kv5

Turning over a potential deal from an SDR/BDR to an AE is a critical step in the sales process. We often say there’s as much differentiation in what you sell as there is in how you sell. When you create a good customer experience for the buyer, before and throughout the handoff process, you can separate your organization early on from competition, including “do nothings”. Patrick McLoughlin joins us to share what SDRs and AEs can do to establish a handoff process that ensures your buyers feel heard and interested in continuing to move the deal forward. Note: If you’ve been through CoM, hear ways you, as an SDR, can leverage your mantra to grab prospect interest or prepare great notes for your handoff to the AE.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on the handoff from SDR to AE:Aligning Your SDR Team with the Broader Sales Organizationhttp://bit.ly/2GaN1KyImprove Your Active Listening Skills Podcasthttp://apple.co/3ojaoTmGetting your SDR process righthttp://apple.co/2LplcAI