The Audible-Ready Sales Podcast

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.

This episode covers how to target the right accounts and use differentiation to tackle incumbent opportunities. It also discusses the importance of understanding the customer's perspective and articulating differentiation. Additionally, it explores strategies for orchestrating pilot projects, validating solutions, and strategically unseating incumbents.

As you begin to prepare for 2024, we bring you one of our most popular episodes - The Franchise Mindset. When it comes to sales planning, we encourage reps to take on what we call the sales franchise mindset. You have to view your territory as your own business. Take accountability for and ownership of your franchise. In this episode, John Kaplan explains the importance of taking on the franchise mindset and how to do so.Here are some additional resources:Three Steps for Your Sales Plan | Podcasthttps://apple.co/3CLUoU8The Mindset You Need to Hit Your Number w/ John Kaplan | Podcasthttps://apple.co/3AAMHNQSet A Results-Driven Sales Planning Mindsethttps://bit.ly/3RdeSJYCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management facilitator Jim Pouliopoulos joins the podcast to discuss how to look back on the past year to improve your sales career. Topics include assessing career satisfaction, setting goals in different areas of life, reflecting on work, and the power of well-being in living a better life.

A rundown of five habits of elite sellers is discussed in the 200th episode, focusing on hard work, ownership, preparation, eliminating excuses, confidence, and conviction in sales. Sales expert insights shed light on what drives success in sales.