The Audible-Ready Sales Podcast

Antonella O’Day from Force Management shares her expertise on multi-threaded selling and building consensus in customer accounts. She emphasizes the need for involving numerous stakeholders to achieve a 'Collective Yes.' The conversation delves into navigating differing perspectives, tailoring sales strategies for various executive personas, and the crucial role of champions in resolving internal conflicts. Antonella also advocates for engaging new stakeholders in sales meetings to enhance understanding and drive revenue growth.

Customer handoffs are a natural part of the selling process, but you don’t want to lose the customer relationships that you’ve worked so hard to build. Indeed, staying connected to customers over the long-term has numerous benefits, not only for the success of your solution, but also for your career as an individual seller. Today, John Kaplan joins Rachel to discuss these benefits, and he shares the techniques he’s accumulated over the years to remain tethered to clients.Here are some additional resources:Get MEDDICC Certified on Ascender!Active Listening | Ascender CourseGaining Commitments | Ascender CourseNavigating the Competitive Landscape | Ascender CourseThe Seller Deficit Disorder | Ascender ArticleWhy Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender ArticleWhen to Use Customer Case Studies in the Sales Process | Ascender ArticleBuilding Up Your Referral Business | Ascender VideoStaying Tethered to Accounts | PodcastVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison

Jim "Pouli" Pouliopoulos, a Force Management Facilitator and author of *How to Be a Well Being*, dives into resilience in sales. He highlights the importance of focusing on what you can control amidst challenges, emphasizing self-reflection and honesty. Pouli discusses leveraging frameworks like MEDDICC to recover from slumps and the need for deeper motivations beyond financial rewards. He advocates embracing change and using tools like journaling to build adaptability, making resilience a vital asset for sales success.

Enjoy this replay of a great episode with Brian Walsh. Ever had a customer ask you to consider a pilot project? Perhaps they don’t want to sign up for the full investment or they want to prove success before they move forward. Should you sell it? How should you handle it? Brian Walsh gives you a few things to consider. He talks about:Why pilot projects pop up.When it is beneficial to take on a pilot project.Ways to increase the likelihood that a pilot project will lead to a permanent solution.Getting your customer to see the benefits of the metrics.Here are some additional resources:Selling “Pilot Projects” | Ascender Videohttps://bit.ly/425YzUwWhat the Best Salespeople Do | Podcasthttps://bit.ly/3Vyf1utVisit Ascender, a platform designed 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 to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparisonCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

In this discussion, sales expert John Kaplan shares crucial tips on how to excel in deal reviews. He stresses the importance of preparation and open communication, encouraging sales representatives to take ownership of the agenda. Kaplan also emphasizes fostering a supportive environment where team members feel empowered to voice concerns and seek help. He explores techniques for effective collaboration and transparency that can transform these reviews into opportunities for growth and improvement.

Before you can sell a solution, you must establish a baseline of trust with your customer. You build trust, in part, by demonstrating your willingness to understand the customer’s concerns and solve them. Today, John Kaplan discusses the effectiveness of recapping sales conversations as a trust-building tool that facilitates alignment with the customer and allows sellers to expand the conversation to key stakeholders across the buying company.Here are some additional resources:Get MEDDICC Certified on Ascender!Advancing the Deal | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseThe Seller Deficit Disorder | Ascender ArticleWhy Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender ArticleEssential Questions to Help You Become a Better Salesperson | Ascender ArticleOvercoming Seller Deficit Disorder | Ascender VideoTips for Active Listening | PodcastOvercoming Challenges with Metrics | PodcastExpanding the Sales Conversation | PodcastVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparison

John Kaplan, a B2B sales expert, shares valuable insights on multi-threaded selling, which encourages salespeople to engage multiple departments for a successful close. He discusses the importance of fostering emotional connections and understanding customer needs to elevate sales conversations. Kaplan also highlights strategies for effective interdepartmental communication, emphasizing empathy in discussions, particularly with finance. Overall, the conversation focuses on expanding the sales approach beyond a single contact, ensuring a comprehensive understanding of the issues at hand.

John Kaplan, a seasoned sales expert, dives into the nuances of selling to experienced professionals. He discusses how new sales representatives can overcome intimidation by focusing on buyer needs and challenges. Kaplan highlights the importance of understanding problems rather than just product knowledge to build confidence. He also shares the power of proof points to foster trust and offers strategies for empowering teams through effective knowledge sharing. With practical insights, this conversation equips sellers to engage successfully with seasoned buyers.

Tim Caito, a sales negotiation expert, joins Rachel to share powerful insights into closing deals effectively. They dive into the importance of building a strong negotiating position early on and understanding customer needs. Caito emphasizes the art of summarizing client conversations to reinforce requirements and navigate long sales cycles. Additionally, they discuss empowering customer champions to advocate for solutions, enhancing internal support and improving outcomes. Key strategies for effective communication and decision-making in sales are highlighted.

In this chat, Brian Walsh, an expert on RFPs and sales strategy, shares his secrets to standing out in the competitive world of proposal responses. He emphasizes assessing your position and qualifying opportunities before diving into an RFP. Brian discusses the importance of strategic planning and building relationships to align solutions with client needs. He also highlights the value of engaging clients beyond the initial request, focusing on authentic conversations to truly understand their objectives.