The Audible-Ready Sales Podcast

The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses:The four major mental obstacles that prevent salespeople from properly expanding their deals.Putting the customer first.Using “decision points” to assess who will be impacted by your solution.Differentiating not only what you sell, but how you sell.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://rb.gy/n8x0nThe Foundation Needed to Broaden Your Deal | Ascender Videohttps://rb.gy/qjbvsBeing Audible-Ready to Change Tracks in Sales Conversations | Ascender Articlehttps://rb.gy/nsreaVisit 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.

Finding the customer’s pain is a crucial aspect to successful selling and is one of our most common requests. Today, Patrick McLoughlin joins us for a quick yet meaningful discussion about uncovering business pain. He talks about:Maintaining a high level of curiosity.Determining the breadth and depth of the customer’s problem.Pitfalls to avoid in the pursuit to uncover pain.Knowing whether or not you’ve uncovered enough pain to qualify the deal and move forward.Here are some additional resources:Discovery Process | Ascender Coursehttps://rb.gy/bfo4zDeepen Your Discovery | Ascender Coursehttps://rb.gy/tfuxeActive Listening | Ascender Coursehttps://rb.gy/5aaraThe Coat of Pain | Ascender Videohttps://rb.gy/fwwgwTips for Asking Tough Questions in Your Sales Process | Ascender Articlehttps://rb.gy/54u1kTips for Active Listening | Podcasthttps://rb.gy/4nw10Visit 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.

Today, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers:The significance of non-verbal communication.Emotional awareness.“The power of the pause”—giving the customer space to think and speak.Her “above the line/below the line” strategy for active listening.Here are some additional resources:Discovery Process | Ascender Coursehttps://rb.gy/16rlaDeepen Your Discovery | Ascender Coursehttps://rb.gy/vw0y6Active Listening | Ascender Coursehttps://rb.gy/n4ky3Showing Empathy | Ascender Videohttps://rb.gy/byntucDifferentiate Your Call Follow ups | Ascender Articlehttps://bit.ly/3EffJogWhat We Heard: Owning the Next Steps | Podcasthttps://bit.ly/3KTPiIxVisit 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 lead with purpose by building active consensus, providing a strong 'why', and communicating the 'how'. Discover the importance of identifying gaps in deals, coaching, and leading from the front. Also, explore common mistakes made by leaders in companies.

Tim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about:Why the right negotiation mindset is so vital.Why negotiation is an ongoing process that doesn’t end once the deal is closed.Approaching internal negotiations versus external negotiations.Keeping the customer focused on value rather than price.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwBusting the Myths of Sales Negotiation | eBookhttps://rb.gy/5wttjNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiVisit 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.

Sales expert Brian Walsh discusses three common sales challenges: getting buyers to rethink their approach, gaining access to the economic buyer, and identifying a champion. The importance of reliability, credibility, and relationship-building in sales is emphasized. Addressing these challenges can drive business growth.

Regardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes over:Why your customer fixates on price.The three words to refocus your customer on value.The value of presenting multiple options.How a Champion can help you navigate the tricky late stages of a deal.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiVisit 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.

Even the most elite of reps know they can’t always go it alone. Brian Walsh joins us to discuss the merits of asking for help. He goes over:Bringing in the right resources at the right time.Helping others to help you.Using your company’s documented engagement process.Using the help you receive to level up your own skills.Here are some additional resources:Asking for Help | Ascender Videohttps://rb.gy/6gz4rWhat the Best Salespeople Do | Podcasthttps://rb.gy/ga35nVisit 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.

Gaining commitments is an important component to moving a deal forward in a timely manner. Antonella O’Day shares best practices to help you obtain buy-in for critical parts of your deal. She discusses:Gaining time commitments.Getting the other party to engage further.Obtaining commitment from a Champion for access to key individuals in the buying company.Here are some additional resources:Gaining Commitments | Ascender Coursehttps://rb.gy/xbak6Preparing for and Engaging in Virtual Meetings | Ascender Coursehttps://rb.gy/l1fs7Earning the Right | Ascender Videohttps://rb.gy/tne47Visit 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 this episode we’ve pulled together some of the most helpful insights from our experts at Force Management regarding executing successful sales calls. We feature snippets from Antonella O’Day, Brian Walsh, and John Kaplan.Here are some additional resources:Effective Pre-Call Planning | Ascender Coursehttps://bit.ly/43TKcmXPreparing for and Engaging in Virtual Meetings | Ascender Coursehttps://bit.ly/43nqekxRep Operating Rhythm | Ascender Coursehttps://bit.ly/3M7GdgxShifting Your Sales Mindset | Ascender Coursehttps://bit.ly/3pmHOG4Own the Next Step in Your Sales Meetings | Podcasthttps://bit.ly/3oNgSjbHow to Tell Impactful Stories The Audible-Ready Sales Podcast | Podcasthttps://apple.co/3Bq1UCU5 Things to Do Before Your Next Sales Conversation | Podcasthttps://apple.co/3ajqZB8Visit 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.