The Audible-Ready Sales Podcast

Some of you have some big sales goals as we start out the new year – those big whale accounts you’d like to attack. John Kaplan joins us on this episode to give you some motivation to go after accounts with incumbents. He covers: How to target the right accounts. Using your differentiation to position yourself How to use your proof points to tackle incumbent opportunities. Check out this and other...

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...

The most elite salespeople put in the work to get better. The best way you can ensure you have a great 2024, is to take a close look at 2023. What are your regrets? What do you want to get better at? How can you improve your sales career. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, helps folks increase their happiness levels in all facets of life. Join us as he ex...

For our 200th episode, John Kaplan gives a rundown of five habits of elite sellers. Here are some additional resources: Take the Stairs | Ascender Video https://rb.gy/s6qqx Take Ownership of Your Success | Ascender Video https://rb.gy/ijen6 Preparation | Ascender Video https://rb.gy/g7q3r Let Go of the Excuses | Ascender Video https://rb.gy/qxz41 Confidence and Conviction | Ascender Video https://...

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...

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 Ch...

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. Focu...

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...

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 Certification https://rb.gy/i9bp6 Reassess Your Pipeline O...

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...

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...

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 Course https://rb....

For sales leaders, the skills needed to be a successful coach cannot be taken for granted. Today, Brian Walsh describes how sales leaders can help their reps sell to the best of their ability through effective enablement coaching. He discusses: The mindset necessary to be a great coach. Putting your reps in a position to grow independently. Providing your reps a safe space to practice. Here are so...

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 wh...

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...

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 resource...

No matter the size of your team, it is important that you lead in a way that motivates action. Today, Brian Walsh explains how to lead with purpose. He discusses: Building active consensus as a leader. The need to provide the ‘why’ and communicate the ‘how’. Leading from the front and holding people accountable. Mistakes that leaders often make when trying to lead with purpose. Here are some addit...

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 res...

In this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses: Getting your buyer to rethink the way to address their problems after you’ve entered the account later on in their decision process. (01:34) What to do if you don’t have access to the Economic Buyer. (9:26) How to identify and develop a Cha...

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...

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 Video htt...

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: Ga...

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 Course https://bit.ly/43TKcmX Preparing for and Engaging in Virtual Meetings | Ascender Course http...

For this episode, Tim Caito joins us to explain how and why you should present your buyer with multiple options during the sales process. He talks about: The mindset you need to be a great sales negotiator. Keeping the focus on value. How presenting multiple options in the right way can help you avoid falling into Seller Deficit Disorder. Helping your customer feel that they are making the right d...

We receive numerous questions about Champions on our online platform Ascender. Patrick McLoughlin joins us for today’s episode to answer several of them. He goes over: The definition of a Champion. The best time to start building a Champion, and where to look for one. Nurturing your relationship with a Champion. How to turn a Coach into a Champion. Using your Champion to push toward a Collective Y...