The Audible-Ready Sales Podcast

Jim “Pouli” Pouliopoulos discusses the importance of recognizing different buyer personas in sales and adapting communication styles accordingly. He highlights using DISC assessments, adapting to buyer personalities, and understanding the motivations of various persona types.

In today’s quick discussion, John Kaplan sheds light on a challenging decision for many reps: walking away from a deal. As ever, John shares the no-nonsense approach to sales qualification that has brought value to so many. This episode’s talking points include:The importance of voracious qualification.Signs that you should consider leaving an account.Common gaps in deals that require sellers to take action.Generating a significant enough pipeline to prevent the need to cling to a lost cause.Here are some additional resources:Get MEDDICC Certified on Ascender!Prospecting Certification | Ascender Course SeriesImprove Sales Qualification: Know When to Walk Away | Ascender ArticleThe Sales Conversations You Need for Great Qualification | Ascender ArticleAscender’s Best Content on Decision Criteria | Ascender ArticleBuilding a Rhythm Around Pipeline Generation | PodcastBeing Confident in Your Selling Process | 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.

Jim Pouliopoulos, Force Management facilitator, discusses the challenges of finding a true Champion in sales. He clarifies common misconceptions, provides indicators of a true Champion, and talks about 'Champions Amnesty.' The podcast explores strategies for identifying, nurturing, and developing Champions for successful sales deals.

A comprehensive knowledge of sales fundamentals means nothing if you fail to apply it consistently. Today, John Kaplan discusses five areas that demand consistent application of reps looking to be elite. They are:Pipeline generation.Building relationships.Discovery.Qualification.Avoiding excuses.Here are some additional resources:Get MEDDICC Certified on Ascender!John’s LinkedIn Post About Commitment and ConsistencyBuilding Rapport Through Virtual Channels | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticleThe Sales Conversations You Need for Great Qualification | Ascender ArticleMerchants of Change: The Excuse Department is Closed | Ascender VideoBuilding a Rhythm Around Pipeline Generation | 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.

If you’re trying to exceed your quota this year, you need to make sure you’re spending as much time as possible on high-value sales activities. Elite salespeople execute in a way that helps them efficiently qualify and advance deals. In this episode, Antonella O’Day runs through three key ways you can save time as a rep. 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 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.

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.