The Audible-Ready Sales Podcast

Discover essential strategies for engaging with experienced buyers in this insightful discussion. The emphasis on community resources highlights the importance of collaboration among sales professionals. Upcoming webinars promise to equip listeners with tools to sharpen their selling skills, making them more effective in their roles. Don't miss the opportunity to elevate your sales game and connect with like-minded professionals!

In this conversation with John Kaplan, an expert in aligning sales solutions with corporate priorities, listeners discover essential strategies for engaging economic buyers. Kaplan emphasizes the importance of understanding customer challenges and the financial implications of your solutions. He provides insights on navigating complex organizational structures, especially when selling to CFOs. By asking the right questions and synchronizing sales approaches with corporate goals, sales professionals can significantly enhance their effectiveness and drive impactful outcomes.

In this engaging discussion, Brian Walsh, a savvy sales leader, shares his insights on maintaining strong ties with accounts for lasting success. He emphasizes the importance of adopting a long-term growth mindset and laying the groundwork even before a sale is made. Brian advises on how to position yourself for crucial buyer access and points out common pitfalls sales reps often encounter. With practical strategies for continuous engagement, he offers a blueprint for nurturing client relationships that yield sustainable value.

John Kaplan, an expert in sales qualification, shares his insights on how to control deals effectively. He emphasizes the need for proactive selling techniques, like the MEDDICC framework, to navigate unexpected changes and new competitors. Kaplan discusses the importance of understanding buyer needs and staying adaptable, comparing preparation in sales to sports strategy. He highlights how continuous qualification and strong relationships help maintain control, ensuring deals progress with urgency.

If you’re a seller, you already know that rejection is a way of life. Unfortunately, a negative mindset about rejection remains the barrier that prevents many salespeople from reaching their fullest potential. In this episode, John Kaplan explains how to handle rejection in a way that sets you up for success down the road. He discusses:Viewing rejection as a learning opportunity instead of a failure.Taking yourself out of it and becoming unoffendable.Leaving the door open for conversations down the road.The importance of resilience in sales.Here are some additional resources:Get MEDDICC Certified on Ascender!Objection Handling | Ascender CourseTraining the Seller’s Brain for Positivity | Ascender ArticleBuilding Your Pipeline | Ascender VideoBuilding a Rhythm Around Pipeline Generation | PodcastRoger Federer’s Commencement Address at DartmouthVisit 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

Sellers must understand the more detail-oriented technical pains as well as the wider-ranging business pains of a customer’s organization. Elite salespeople are able to balance both worlds. You should be able to speak with those involved with the operational aspects of a company, learn their pain through effective discovery, and then move up and tie those technical pains with business issues that will catch the attention of C-level executives. In this episode, John Kaplan explains in depth the differences between technical and business pains, how elite sellers connect the two, and the importance of getting customers to put on their coat of pain.Here are some additional resourcesEnable Your Salespeople to Help Buyers Stand in the Moment of Painhttps://bit.ly/2ZEoRgIFinding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3IjzrRbCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Your customer may raise an objection at any point during the sales process, and there is an infinite number of objections a customer may propose. In this episode, Antonella O’Day discusses the mindset salespeople need to handle objections, and she explains three tactics sellers can apply to successfully deal with them. These tactics are:Showing the customer that you hear their objection.Understanding the customer’s why.Reframing the customer’s objection.Here are some additional resources:Get MEDDICC Certified on Ascender!Objection Handling | Ascender CourseDeepen Your Discovery | Ascender CourseKey Ways to Prepare for Customer Anchors in Sales NegotiationsTurn Skepticism Into Opportunity | Ascender ArticleHesitant Buyers and Price Objections | Ascender VideoVisit 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, a sales strategies expert, delves into the art of connecting customer needs with business outcomes. He emphasizes the necessity for sellers to identify their clients' biggest problems and discover deep pain points. The discussion includes tying technical requirements to tangible business results, navigating corporate dynamics strategically, and engaging multiple stakeholders for success. John also shares effective questioning techniques that deepen discovery and enhance relationships, paving the way for meaningful sales conversations.

Get ready to elevate your sales game with insights from two upcoming webinars. Learn how to transform your sales kickoff into a powerful revenue driver. Plus, discover strategies for effectively discussing metrics with customers to gain consensus. Perfect for managers and teams looking to sharpen their skills!

Join John Kaplan, a sales expert, as he unveils the art of integrating various sales tools into a coherent strategy. He emphasizes the need for an outside-in approach, focusing on understanding buyer needs first. Kaplan shares insights on three essential information buckets during discovery and uses a golf analogy to illustrate the selling process. Discover how aligning sales conversations with the buyer's journey can enhance effectiveness and why mastering diverse tools is crucial for engaging customers successfully.