The Audible-Ready Sales Podcast

John Kaplan, an expert in overcoming competitors in deals, discusses approaching accounts with embedded competition, honest discovery processes, strategic discounts, building champions in competitive accounts for an edge. Topics include navigating challenges, effective outreach strategies, competitive pricing strategies, enhancing relationships with champions, and strategic approaches to pursuing competitive accounts and new logos.

Regardless of the length of your implementation window in an opportunity, you must show your value. Brian Walsh joins us today for a quick discussion about how to successfully demonstrate value. He discusses:Developing a roadmap with short-term metrics.Helping the customer to see the business-wide benefits of your solution.Setting expectations that are high but realistic.Here are some additional resources:Get MEDDICC Certified on Ascender!The Currency of Value | Ascender ArticleArticulating Value and Differentiation After the Sale | PodcastProviding Value in Discovery | 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Join Force Management's Ascender team for our webinar THIS FRIDAY as we cover "Common Mistakes to Avoid When Trying to Articulate Value". Hosted by Diana Sheley, Force Management's Director, Facilitation & Consulting, we'll cover common challenges and ways to course correct when it comes to: Understanding and Articulating DifferentiationHow to Stack Rank the Required CapabilitiesKeeping the Focus on ValueAligning your Proof Points to Your BuyerThe session will be recorded. Click Here to Register

Learn about the value of Mutual Action Plans in sales, including strategic mindset, documentation, customer buy-in, and goal alignment. Explore how MAPs drive collaboration, uncover disconnects, and counter competitors, emphasizing their role in complex sales processes.

Experienced sales professional John Kaplan shares best practices for green reps in sales, emphasizing customer-centric approach, value-based selling, empathy, understanding customer pain points, overcoming experience differences in pitch, and the power of preparation in sales success.

Sales expert John Kaplan discusses the importance of two-sided discovery in sales conversations, emphasizing the need to meet customers where they are. Key topics include on-ramps to customer conversations, filling three buckets in every conversation, and observing customer engagement levels. The episode highlights the value of effective discovery for both salespeople and customers.

Antonella O'Day shares strategies to make your initiative stand out in a sea of competing priorities. Topics include assessing priority as a deal progresses, asking key questions to understand standing among priorities, maintaining relationships for buy-in, and recognizing red flags of an unvalued solution.

In this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers:The basics that need to be in place so you can create and capture value after the initial deal.How to stay tethered to the account and multi-thread yourself during the customer success phase.How to approach conversations in implementation and ongoing use to make sure value is top of mind.The importance of a quarterly value review.Here are some additional resources:Negotiation Mindset | Ascender CourseMaking QBRs Valuable | PodcastAnchors and Give-Gets | PodcastThe Right Mindset for Sales Negotiations | PodcastShifting the Negotiation Away From Price | PodcastNegotiating Value – Presenting Multiple Options | PodcastHow to Use “Most Likely Alternatives” to Improve Sales Execution | 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

In many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on competing priorities. Topics under discussion include:Aligning your solution with the customer’s challenges.Using your discovery process to answer key questions about the customer.Leveraging MEDDICC to account for competing initiatives.Going against “do nothing.”Here are some additional resources:Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseDealing with the Competition | Ascender VideoRise Above the Noise | Ascender VideoThe Coat of Pain | Ascender VideoMaking Your Competitor Nervous | Ascender ArticleVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

John Kaplan shares insights on asking pertinent discovery questions in sales. Topics include preparing for discovery sessions, earning the right to ask deep questions, aligning differentiation with the buyer, and wrapping up sales calls effectively.