The Audible-Ready Sales Podcast

You will inevitably face some form of competition in every deal. In today’s episode, Patrick “Paddy Mac” McLoughlin shares various tips on figuring out who your competitors are and positioning your solution as a top priority in the customer’s mind. Topics under discussion include:Gaining intel about a competitor’s activities within an account.Developing trust with a client over time.Questions to help you define your differentiation.Talking to the customer about renewals.Addressing solution requirements that a competitor is better equipped to fulfill.Here are some additional resources:Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseAscender’s Best Content on Decision CriteriaMaking Sure the Customer Understands Your Differentiation | Ascender VideoStacking Customer Requirements in Your Favor w/ Marty Mercer | 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.

Exploring the proper use of MEDDICC in sales, debunking misconceptions and highlighting its benefits. Emphasizing the importance of utilizing MEDDICC throughout the customer engagement process. Discussing the need for authentic integration and practical application to drive success in sales teams.

All salespeople know of the frustration that comes with seeming abandonment by the customer. In today’s episode, Force Management Facilitator Diana Sheley joins us to share the action steps needed to recapture the customer’s interest. She talks about:The most common reasons why customers go dark.The importance of finding the customer’s business pain.Speaking to the right people in the organization.Keeping track of the customer’s shifting priorities.Here are some additional resources:Expand Your Understanding of the Competition | Ascender Coursehttps://rb.gy/pckpr1Moving Buyers to Action | Ascender Articlehttps://rb.gy/353bvjWhen Leadership Changes in Your Prospect Account | Podcasthttps://rb.gy/hjuvepVisit 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.

Though training companies tend to lump negotiation skills into one bucket, sales negotiation has its own nuances that make it unique. Today, Tim Caito joins us to explain the elements that differentiate sales negotiation. He discusses:Why negotiation is a process, not an event.Managing a successful ongoing relationship with the customer.The need to negotiate with the individual with the ability to finalize an agreement.Broadening the value of your solution.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/0phz28Anchors and Give-Gets | Podcasthttps://rb.gy/jydio9The Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/7aysitShifting the Negotiation Away From Price | Podcasthttps://rb.gy/i8qtvlNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/66boscHow to Use “Most Likely Alternatives” to Improve Sales Execution | Podcasthttps://rb.gy/gu9n8yVisit 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.

Learn how to transition from a sales rep to a sales manager, focusing on communication, preparation, and essential managerial qualities. Explore the importance of coaching skills, expressing your desire for a managerial role, and prioritizing your team's needs. Gain insights on effective communication, feedback provision, and conflict resolution for successful leadership in sales.

How to align to pain the customer doesn’t know they have when selling new technology. The challenges of selling in a new category and the need for different selling techniques. Importance of understanding ideal customer profiles and targeting early adopters. Focusing on pain points, aligning with outcomes, and qualifying prospects in a new category.

In this episode, John Kaplan highlights the importance of business conversations as opposed to sales conversations when trying to navigate a landscape of heightened buyer scrutiny. He discusses:The mindset you need for successful business conversations.Ways to hold yourself accountable for having business conversations.Tips for adjusting the business conversation for finance.A personal anecdote to demonstrate the importance of differentiation and influencing the Decision Criteria.Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/skge08Rise Above the Noise | Ascender Videohttps://rb.gy/3iq0v1Dealing with Hesitant Buyers | Ascender Videohttps://rb.gy/2qi7ebSelling to the CFO w/ Jim Kelliher | Ascender Insightshttps://rb.gy/0ne41jLeading Through Economic Challenges with Murray Demo | Revenue Buildershttps://rb.gy/kow7b2Visit 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.

Learn the three essential habits for being an elite seller: commitment to preparation, voracious qualification, and relentless accountability. Discover the power of qualification in sales and the significance of using MEDIC as a guideline. Find out how to hold yourself accountable and take ownership in sales. Master the key habits of preparedness, qualification, and accountability for success in sales.

Today we are going to talk about what you do when you’re selling into an account and their leadership changes. Force Management Facilitator Diana Sheley, talks through how you should maneuver this situation, how you can leverage your Champion and how you can sell in a way that minimizes this risk. Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/skge08Dealing With Changes in Leadership | Ascender Articlehttps://rb.gy/n4u94aThanking Your Champion | Ascender Articlehttps://rb.gy/yom5uuVisit 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.

Moving to a startup presents many opportunities, but it also poses its fair share of challenges. Today, John Kaplan shares his best insights to help get you prepared for the leap. He discusses:The need to consider the four essential questions.The concepts of minimum viable product (MVP) and the ideal customer profile (ICP).Taking charge of your own enablement at a startup.The “hundred-pound brain effect.”Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/skge08Essential Questions for Your Next Job Search | Ascender Coursehttps://rb.gy/l24m3hFive Resources to Help You Find the Right Sales Job | Ascender Articlehttps://rb.gy/j7x0jzBuilding a Rhythm Around Pipeline Generation | Podcasthttps://rb.gy/91w6c4Visit 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.