The Audible-Ready Sales Podcast

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.

Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses:The “balance of consequences” and the traps sellers fall into.How MLAs help support your anchor strategy in your sales negotiations.The importance of distinguishing the customer’s MLAs from the seller’s MLAs.How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/jbilm1Negotiation 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/66boscPreserving Margin When Budgets are Tight | Force Management Articlehttps://rb.gy/neehicVisit 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.

With increased scrutiny on spending, we are likely more aware of the influence a CFO has on our opportunities, even if we don't have access to finance in our prospect companies. Force Management's Brian Walsh runs through the key things you need to remember about this important persona as you advance your opportunities. He discusses:A CFO’s role and aligning to their priorities.Equipping your Champion to make the case for your solution.The power of presenting multiple options.Here are some additional resources:Engaging the CFO | Ascender Articlehttps://rb.gy/qn87vtSelling to the CFO w/ Jim Kelliher | Ascender Insightshttps://rb.gy/o6ut0jNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/y6vuodVisit 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.

MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include:Not getting specific enough with metrics.The budget holder rarely being the Economic Buyer.Trying too late to influence the Decision Criteria.Drifting too far away from the Decision Process.Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause.Champion single-threading.Not considering all potential competition.Here are some additional resources:MEDDICC Certification on Ascenderhttps://rb.gy/we8rzyAvoiding MEDDICC Traps | Ascender Livehttps://rb.gy/p1h4lrVisit 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.

How you end a call is crucial to the progression of your deal. Today, Patrick “Paddy Mac” McLoughlin explains how to smoothly close sales calls and prepare for the next steps. He discusses:Avoiding common mistakes when closing conversations.The three ‘Ps’ and sending an agenda in advance.Tips to improve your active listening.Determining the breadth and depth of the customer’s problem.Managing the clock.Leveraging the post-call email.Here are some additional resources:Gaining Commitments | Ascender Coursehttps://rb.gy/hf9edOwn the Next Step in Your Sales Meetings | Podcasthttps://rb.gy/ah1nnTips for Active Listening | Podcasthttps://rb.gy/f53whVisit 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.

For today’s episode, Force Management Senior Partner Paul DeMore joins us to share best practices for prospecting and driving pipeline. He discusses:Having a franchise mindset.Becoming multithreaded.Taking accountability for your own success.Getting a rhythm around prospecting.Here are some additional resources:Ascender’s Prospecting Certificationhttps://rb.gy/i9bp6Reassess Your Pipeline Opportunities | Ascender Articlehttps://rb.gy/j15v3It’s Time to Build Pipeline | Ascender Articlehttps://rb.gy/k7zeiCreating a Franchise Mindset | Podcasthttps://rb.gy/1xd7yPlan to Make the Plan | Podcasthttps://rb.gy/nibgvBuilding an Accountable Culture | Podcasthttps://rb.gy/uontxVisit 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.

Contrary to their reputation as obstacles to the progress of deals, anchors are a great opportunity to expand value, but you must know how to respond when the opportunity arises. Today, Tim Caito speaks about the benefits anchors can bring when properly handled and how they tie into successful trading with customers. He goes into detail about:The importance of having the right negotiation mindset.Why anchoring can be a double-edged sword.How to recognize an anchor and steps to take when you hear one.Using anchors as opportunities to expand value.Practicing your negotiation and trading strategy with your Champion.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Articlehttps://rb.gy/9jiusNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiThe Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/wr38dShifting the Negotiation Away From Price | Podcasthttps://rb.gy/lc6haVisit 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.

The never-ending grind and numerous pressures of work life can take their toll, particularly when you’re chasing after a revenue number quarter after quarter. If this resonates with you, you’re in luck. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopolis, helps folks increase their happiness levels in all facets of life. Join us as he explains why a positive mindset is key to being a well-rounded salesperson. Pouli discusses:The need to care for yourself before caring for others.Combating negativity bias with uplifting thoughts.Focusing on what you can control.The “happiness pie chart” and the three science-backed components of motivation.Ways to increase your happiness and motivation over time.Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867XConnect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/Here are some additional resources:Training the Seller’s Brain for Positivity | Ascender Articlehttps://rb.gy/kv3k7Five Ways to Find Positivity in a Challenging Sales Environment | Ascender Articlehttps://rb.gy/lxatfVisit 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.

How do you respond when your customer is eager for a demo? Brian Walsh shares some tips to help you navigate this scenario. He covers:Evaluating the strategic value of an opportunity.How to tactfully begin a demo with discovery.Making use of your other relationships in the account.Knowing when to walk away.Here are some additional resources:Deepen Your Discovery | Ascender Coursehttps://rb.gy/9mfdhWhat Do I Do When My Customer Pushes for a Demo? | Ascender Articlehttps://rb.gy/3rlihOwn the Next Step in Your Sales Meetings | Podcasthttps://rb.gy/5wcfdVisit 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.

Discover the mindset needed for effective sales coaching and creating space for reps to grow independently. Dive into the importance of providing a safe practice environment and explore strategies for continuous improvement. Learn about transitioning from salesperson to coach, emphasizing teachable moments and team collaboration. Explore the impact of coachability, two-way coaching relationships, and leadership mindset in driving organizational growth.