The Audible-Ready Sales Podcast
Force Management
The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies increase revenue, improve sales margins and gain market share. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
Episodes
Mentioned books
Oct 8, 2024 • 9min
Technical and Business Pain
In this discussion, John Kaplan, a seasoned sales leader and consultant, shares insights on bridging the gap between technical and business pain. He highlights the need for sellers to master detailed operational issues while also focusing on broader business impacts. John emphasizes the use of strategic discovery questions to create urgency and engage C-level executives. He intriguingly likens customer pain to a 'coat' that they must acknowledge, showcasing a unique approach to understanding and addressing client needs.
Oct 1, 2024 • 15min
Three Tactics for Handling Objections
Antonella O'Day, a renowned sales expert, shares her insights on objection handling. She emphasizes viewing objections as opportunities to build trust rather than hurdles. Antonella presents a three-step approach: First, actively listen to acknowledge customer concerns. Second, ask discovery questions to uncover the underlying motivations behind objections. Finally, she teaches how to reframe the conversation to highlight value, especially when addressing price-related issues. Tune in for practical tactics to enhance your sales conversations!
6 snips
Sep 24, 2024 • 17min
Attaching to the Biggest Business Problem
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.
Sep 12, 2024 • 2min
Upcoming Force Management Live Events
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!
8 snips
Sep 10, 2024 • 15min
The Single Selling Motion
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.
13 snips
Sep 3, 2024 • 20min
Answering Common Sales Rep Questions
John Kaplan, a sales leader at Force Management, shares valuable insights for sales professionals navigating common challenges. He addresses how to engage reluctant customers and encourages the use of authenticity to build trust. Kaplan highlights techniques for overcoming gatekeepers and emphasizes the importance of a structured discovery process. He discusses measuring sales excellence through feedback and strategic questioning, providing practical advice to enhance client relationships and drive successful engagements.
Aug 27, 2024 • 11min
Why You Aren’t Winning
In this engaging discussion, John Kaplan, a seasoned sales practitioner and advisor, shares valuable insights for sellers facing challenging times. He emphasizes the importance of connecting business issues with measurable impacts and identifying key players in the sales process. Kaplan urges early qualification of deals while maintaining value throughout. By sharing daily checks for belief and pipeline management, he encourages sellers to take control of their outcomes and rebound from setbacks. This practical advice is a must-listen for any sales professional!
Aug 20, 2024 • 11min
5 Things to Do Before Your Next Sales Conversation
Get back to the basic sales fundamentals that help ensure great sales conversations. John Kaplan provides five things you can practice before you jump into that next prospect call. Here are some additional resources:Purpose Process Payoff [Article]https://bit.ly/3spMjgAImprove Your Active Listening Skills [Podcast]https://apple.co/3md3HUOMaximize the Effectiveness of Proof Points [Podcast]https://apple.co/2XAxEE5Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
7 snips
Aug 6, 2024 • 18min
Articulating Value Throughout the Sales Process
John Boney, a facilitator with Force Management, dives into what it takes to sell based on value. He emphasizes the importance of a buyer-focused mindset and understanding the customer's Decision Criteria. Boney highlights the challenges of adapting to shifting customer priorities and the significance of engaging multiple stakeholders through multithreading. He also discusses how to navigate the political landscape within organizations to effectively communicate value propositions, ensuring sellers stay aligned with buyer needs.
13 snips
Jul 30, 2024 • 23min
Working for a Bad Manager
John Kaplan, a management consultant and career strategist, shares valuable insights on dealing with ineffective bosses. He discusses the importance of personal accountability and proactive improvement in challenging work environments. Kaplan emphasizes building supportive networks and viewing oneself as a hero in adversity. He offers practical advice on assessing company culture during job interviews to ensure a better management fit for future opportunities. Listen in for strategies to turn challenges into career growth!
