The Audible-Ready Sales Podcast

Antonella O’Day, a B2B sales expert, discusses the art of knowing when to walk away from a deal. She emphasizes evaluating whether you can actually solve a client’s problems and identifies key indicators for deal stalling. The conversation highlights the importance of tangible customer verifiable outcomes as signals of interest. Antonella also shares strategies for tactfully disengaging from deals while keeping relationships intact, reminding us that a no today can lead to opportunities tomorrow.

Antonella O'Day, an expert in sales planning and strategy, shares invaluable insights on setting up for success this year. She emphasizes analyzing past trends and the competitive landscape to inform personal targets for 2025. Antonella discusses the importance of identifying ideal customers and uncovering new growth opportunities. Reflecting on past performances to learn from successes and mistakes is essential for future strategies. Additionally, she invites listeners to join an upcoming webinar with a chance to win a coaching session, making this a must-listen!

Our own John Kaplan tells his own story of a time when he had to decide what it meant to be uncommon. It’s the story that brought the often-heard phrase, “Who’s doing this?!” that many of you have heard in our Command of the Message® training. This episode is meant to bring you some motivation and inspiration as you focus on this month, this quarter and this year.Visit 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

Listeners are warmly thanked for their support, highlighting how vital their feedback is for shaping future content. There's an open invitation for suggestions on topics to discuss, ensuring the audience feels involved. Excitingly, plans for extending the show into 2025 are also shared, indicating a commitment to continued engagement and growth in the sales community.

As the year wraps up, it's all about sealing those last-minute deals. Insights on reflecting on past experiences and planning for future success are highlighted. Sales professionals are encouraged to finish strong, with motivating advice that inspires perseverance. It's a prime time to focus on what works in sales and strategize for an even more successful upcoming year.

As we approach the end of the year, it is time to reflect on what’s gone well and what can be improved going forward. An important part of your year-end reflection is evaluating whether or not you’re at the right place to apply your skills. Today, John Kaplan gives you the tools to assess if you’re at the right company and breaks it down to three key considerations: what, how and why you sell.Here are some additional resources:Get MEDDICC Certified on Ascender!Essential Questions to Help You Become a Better Salesperson | Ascender ArticleThe Currency of Value | Ascender ArticleMaking Sure the Customer Understands Your Differentiation | Ascender VideoAttaching to the Biggest Business Problem | PodcastFinding the Next Sales Job | 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

Join John Kaplan this Thursday for a conversation on equipping new hires to ramp faster. He'll be joined by the Shift Group's JR Butler. They'll cover key ways you can improve that onboarding process. It's a great conversation for anyone who manages a team. Register here: https://www.forcemanagement.com/know-your-people

John Kaplan, an expert in sales discovery and processes, shares invaluable insights on effective questioning techniques to unlock customer needs. He emphasizes the importance of thoughtful questions like, "Can you walk me through your current process?" and discusses how to engage clients meaningfully. Kaplan also explores the link between business pain and financial impacts, helping sales professionals create urgency and drive decision-making. This conversation is a treasure trove for anyone looking to enhance their sales strategy.

John Kaplan, an expert in sales strategies, shares invaluable insights on closing large deals. He emphasizes the importance of pipeline generation and disciplined qualification. Kaplan highlights aligning your value proposition with client priorities and the necessity of addressing their pain points. He also introduces the MedPIC framework for navigating complex sales, stressing the importance of probing deeper in conversations to uncover hidden urgencies. His strategies equip sales reps to maximize their chances of landing big deals.

John Boney, a seasoned expert in sales metrics, shares invaluable insights on optimizing metric-based conversations. He explores the balance between technical and business metrics, emphasizing their relevance to different buyers. John highlights common challenges sales reps face, especially in engaging with economic buyers. He also stresses the importance of aligning sales discussions with client needs and using metrics as proof points. Moreover, he advocates for ongoing validation of metrics to enhance communication and effectiveness in sales.