The Audible-Ready Sales Podcast

Our own John Kaplan tells his own story of a time when he had to decide what it meant to be uncommon. It’s the story that brought the often-heard phrase, “Who’s doing this?!” that many of you have heard in our Command of the Message® training. This episode is meant to bring you some motivation and inspiration as you focus on this month, this quarter and this year. Feel free to share with your team...

Every company needs to have alignment around the answers to the Essential Questions: What problems do you solve? How do you solve those problems? How do you solve them differently and/or better than the competition? And, where have you done it before?  In this episode, John Kaplan talks through how you can use our concept of the Essential Questions to align with your buyer and address your custome...

Deals are won or lost in discovery. A key part to successful discovery is the salesperson’s ability to articulate what they learned in discovery back to the customer. We call it playing back “What We Heard”. In this podcast, John Kaplan runs through best practices for using this information to your advantage, including: How it helps you overcome seller deficit disorder How to deal with sounding to...

We took a break from our typical podcast topics and talked about how salespeople and sales leaders can best use this time, even in the face of unprecedented circumstances.  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

NOTE: This episode was recorded last month, prior to the Coronavirus shut down. Although the episode provides some good tips that apply to the situation many of us find ourselves in now, please listen with the understanding that Brian's comments were recorded without the current context. There’s not a sales leader out there that doesn’t want to make an immediate impact when they take on a new role...

Even the most veteran sales reps can fall victim to lazy sales practices when they’re selling to someone they know. We think we can skip steps or cut corners in our sales process. These opportunities can fool us into thinking they’re a sure thing. In this episode, John Kaplan breaks down key triggers to watch out for and ways to hold yourself accountable.  We cover: Key steps to take when a former...

We’ve all been frustrated by a pipeline full of slow-moving deals. The cause typically goes back to a few key areas where we as salespeople or sales coaches lacked focus. It goes back to basic sales fundamentals, but they’re things even veteran salespeople need to remember.  In this podcast, John Kaplan breaks down three key areas to assess if you have a pipeline full of deals that just won’t clos...

Force Management continues to be a leader in building company alignment and equipping sales teams as we bring listeners an all-new weekly podcast series.  The Audible-Ready Podcast will feature 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. We’ll...

John Kaplan talks through best practices for preparing to sell the platform solution to your buyer, getting beyond just selling the smaller point solution.

You may know what makes your solution different than others in the market, but aligning that differentiation to the customers is how elite salespeople move the needle. In this podcast, John Kaplan runs through best practices for aligning differentiation to a customer's decision criteria. Learn more about Project Welcome Home Troops here: http://www.projectwelcomehometroops.org/ Read why John is so...

For many of you, the 4th quarter is well underway. Now is the time to assess where you're at and decide what changes you want to make for next year. In this episode, John Kaplan shares some motivation he learned from his college days! Fours up! Don't forget to follow Force - LinkedIn: https://www.linkedin.com/company/102429/admin/ Twitter: https://twitter.com/forcemgmt IG: https://www.instagram.co...

Why do reps struggle with metrics? It's likely because they're using them in the wrong way during the sales process. John Kaplan breaks down some tips in this short conversation. You can check out the blog referenced in the podcast here: https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation

The people that hire you are not looking for okay, average or even good. They are looking for awesome, exceptional and elite. When salespeople take on a new career opportunity, they have made a conscious decision to pursue a career which is measured daily, weekly, monthly, quarterly and annually on performance. Knowing expectations are high, how do we overcome the hurdles of average and operate at...

Sign up for our webinar on selling and negotiating on value with Tim Caito and Joe Marcin here: https://forc.mx/2D9Cqvk Read our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEn

What do you do if you are in the middle of your sales process and you realize you aren't attached to the right business issue? John Kaplan talks through best practices for backing up the sales process.

If reps are overwhelmed at combining sales messaging methodologies with qualification and negotiation processes, John Kaplan breaks down a way to simplify it all into one single selling motion.

Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. Senior Partner Paul DeMore shares his best practices for aligning to the buyer in your discovery questions.

John Kaplan covers the mindset you need to have for effective sales planning.

Are your sales reps missing their numbers this year? Qualification may have something to do with it. John Kaplan talks through best practices for driving a qualification process that works for your sales team.

Ivan Gomez from Next Stage joins the Force Management podcast to talk about the best ways to overcome the fear of rejection, particularly when you are in an SDR/BDR role.

How do you summarize a great discovery session in a way that moves the sales opportunity forward? Senior Director Ray de Avila discusses best practices.

Senior Director Ray de Avila breaks down key tips for outlining the purpose, process and payoff for your sales conversations

Great tips for managers and reps on building an effective sales plan

Casey Jacox, Kforce President of Client Strategy & Partnerships, talks through best practices for applying Force Management methodologies in your sales organization.

In this podcast, John Kaplan runs through best practices for enabling your front-line managers to inspect, motivate and reinforce.