The Audible-Ready Sales Podcast

Every buyer has a unique personality, which requires a nuanced approach to every sales conversation. Today, Jim “Pouli” Pouliopoulos joins us to highlight the value of discerning different buyer personas and adapting the way you sell accordingly. He discusses: How a familiarity with different types of buyer personalities helps sales professionals. Common patterns in buyer personalities. How DISC a...

In today’s quick discussion, John Kaplan sheds light on a challenging decision for many reps: walking away from a deal. As ever, John shares the no-nonsense approach to sales qualification that has brought value to so many. This episode’s talking points include: The importance of voracious qualification. Signs that you should consider leaving an account. Common gaps in deals that require sellers t...

Finding a true Champion remains one of the biggest stumbling blocks for sales reps, as evidenced by the number of requests we continue to receive on the topic. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, has observed a great deal over the years about how sellers typically go about pursuing Champions, and he would like to share his insights with you. In this episod...

A comprehensive knowledge of sales fundamentals means nothing if you fail to apply it consistently. Today, John Kaplan discusses five areas that demand consistent application of reps looking to be elite. They are: Pipeline generation. Building relationships. Discovery. Qualification. Avoiding excuses. Here are some additional resources: Get MEDDICC Certified on Ascender! John’s LinkedIn Post About...

If you’re trying to exceed your quota this year, you need to make sure you’re spending as much time as possible on high-value sales activities. Elite salespeople execute in a way that helps them efficiently qualify and advance deals. In this episode, Antonella O’Day runs through three key ways you can save time as a rep.  Visit Ascender, a platform designed solely for salespeople who own a quota....

How do you approach an account into which competitors are already firmly ingrained? How do you break a continuous cycle of rejection in favor of your competition? John Kaplan tackles these ever-pertinent questions in this episode. Today’s talking points include: John’s personal experience in surmounting competitors embedded in deals. Why ingrained competition is not a deal-killer. Approaching the...

Regardless of the length of your implementation window in an opportunity, you must show your value. Brian Walsh joins us today for a quick discussion about how to successfully demonstrate value. He discusses: Developing a roadmap with short-term metrics. Helping the customer to see the business-wide benefits of your solution. Setting expectations that are high but realistic. Here are some addition...

Join Force Management's Ascender team for our webinar THIS FRIDAY as we cover "Common Mistakes to Avoid When Trying to Articulate Value" . Hosted by Diana Sheley, Force Management's Director, Facilitation & Consulting, we'll cover common challenges and ways to course correct when it comes to:  Understanding and Articulating Differentiation How to Stack Rank the Required Capabilities Keeping th...

In this episode, we talk through the value of creating Mutual Action Plans with your customer, including:  When you should use MAPs What a good MAP should do for both the seller and the buyer How you get buy-in from the customer to create one How do you use them throughout the sales process and into your negotiations?  Here are some additional resources: Ascender Course: Developing Mutual Action P...

Whether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more experience. He shares lessons he wishes he learned earlier in his sales career.  Here are some additional resources: Selling to More Experienced Professionals...

Sales is a game of inches, and great discovery gives you an edge over the competition. A well-executed discovery process helps not only you, but also your customer. In today’s episode, John Kaplan shares his best insights on leading mutually beneficial sales conversations. Topics under discussion include: The importance of two-sided discovery. On-ramps to customer conversations. The three buckets...

Getting your initiative to stand out in a sea of competing priorities is no small task, but it can be achieved with a proper understanding of the client’s most urgent business needs. Today, Antonella O’Day joins us once more to share strategies that will help you rise above the noise and assert your solution as a must for the customer. She goes over: Ways to continually assess the priority of your...

In this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers: The basics that need to be in place so you can create and capture value after the initial deal. How to stay tethered to the account and multi-thread yourself during the customer success phase. How to app...

In many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on competing priorities. Topics under discussion include: Aligning your solution with the customer’s challenges. Using your discovery process to answer key qu...

A great discovery session requires great questions. In this episode, John Kaplan shares his insights on asking pertinent discovery questions. He discusses: Preparing for a discovery session with an agenda. Earning the right to ask deep discovery questions. Asking questions that allow you to align your differentiation with the buyer. Tips for wrapping up a sales call. Here are some additional resou...

You will inevitably face some form of competition in every deal. In today’s episode, Patrick “Paddy Mac” McLoughlin shares various tips on figuring out who your competitors are and positioning your solution as a top priority in the customer’s mind. Topics under discussion include: Gaining intel about a competitor’s activities within an account. Developing trust with a client over time. Questions t...

In this podcast, we take a lot of the chatter we’ve heard about MEDDICC and break down our point-of-view about the methodology. John Kaplan sets straight some misconceptions and misapplications about the popular qualification framework. He discusses: MEDDICC’s common misuse as a compliance tool. How to properly incorporate MEDDICC as a manager. Using MEDDICC throughout the entire customer engageme...

All salespeople know of the frustration that comes with seeming abandonment by the customer. In today’s episode, Force Management Facilitator Diana Sheley joins us to share the action steps needed to recapture the customer’s interest. She talks about: The most common reasons why customers go dark. The importance of finding the customer’s business pain. Speaking to the right people in the organizat...

Though training companies tend to lump negotiation skills into one bucket, sales negotiation has its own nuances that make it unique. Today, Tim Caito joins us to explain the elements that differentiate sales negotiation. He discusses: Why negotiation is a process, not an event. Managing a successful ongoing relationship with the customer. The need to negotiate with the individual with the ability...

Are you an individual contributor and want to move into a manager role? This podcast is a must-listen. John Kaplan runs through: things you need to make sure you’re aware of before you make the jump how best to communicate your wish to be a manager what you need to be prepared for when you get the role Don’t miss this episode! Visit Ascender, a platform designed solely for salespeople who own a qu...

If you’re selling a new technology, it may be difficult to align to a pain point. How do you align to pain the customer doesn’t even know they have? Many AI startups have this challenge. How do you get the customer to see a new way of doing old things? In this episode, Brian Walsh breaks down ways you can think about your sales conversation so you’re able to drive urgency, even when you’re selling...

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 anecdot...

If you want to be an elite salesperson, you need to put in the work. In this episode, John Kaplan runs through three key habits you need to execute on every deal. They are: A commitment to preparation. Voracious qualification. Relentless accountability. Here are some additional resources: Get MEDDICC Certified on Ascender! https://rb.gy/skge08 Preparation | Ascender Video https://rb.gy/o9awy8 Take...

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/skge08 Dealing W...

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 br...