The Audible-Ready Sales Podcast
Force Management
The Audible-Ready Sales Podcast is a weekly show featuring 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. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
Episodes
Mentioned books
6 snips
Jan 2, 2024 • 15min
Going After Incumbent Solutions
This episode covers how to target the right accounts and use differentiation to tackle incumbent opportunities. It also discusses the importance of understanding the customer's perspective and articulating differentiation. Additionally, it explores strategies for orchestrating pilot projects, validating solutions, and strategically unseating incumbents.
6 snips
Dec 26, 2023 • 7min
The Franchise Mindset
In this engaging discussion, sales leader John Kaplan shares insights on adopting a franchise mindset for effective sales planning. He emphasizes viewing territories as personal businesses, which fosters accountability and ownership. Kaplan delves into the importance of proactive pipeline management over simply maintaining existing opportunities. Listeners will learn key pipeline questions to enhance territory coverage and how a strong mindset creates a foundation for consistent execution and results-driven habits. Elevate your sales strategy with Kaplan's expert advice!
13 snips
Dec 19, 2023 • 29min
Looking Back to Move Forward
Force Management facilitator Jim Pouliopoulos joins the podcast to discuss how to look back on the past year to improve your sales career. Topics include assessing career satisfaction, setting goals in different areas of life, reflecting on work, and the power of well-being in living a better life.
Dec 12, 2023 • 6min
Our 200th Episode: Five Habits of Elite Sellers
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.
11 snips
Dec 5, 2023 • 25min
How to Use “Most Likely Alternatives” to Improve Sales Execution
Tim Caito, a negotiation expert at Force Management, dives into the concept of Most Likely Alternatives (MLAs) in sales negotiations. He explains how understanding both customer and seller MLAs can enhance sales strategies and preserve margins. Tim shares techniques to reframe price objections by asking 'Compared to what?' and discusses the importance of guiding customers through consultative questioning. He highlights how properly anchoring MLAs can significantly influence negotiation outcomes and help steer deals toward success.
Nov 28, 2023 • 21min
Selling to the CFO
Brian Walsh, sales effectiveness and revenue strategy expert who coaches sellers on engaging finance leaders. He breaks down why CFOs now shape deals and what they prioritize. Short, direct proposals that answer timing, payback, and confidence are key. Learn how to equip internal champions, map decision teams, and present multiple options so finance can decide quickly.
9 snips
Nov 21, 2023 • 17min
Avoiding Common MEDDICC Traps
Antonella O'Day, a seasoned sales leader and MEDDICC practitioner, shares her expert insights on avoiding common pitfalls in the MEDDICC process. She emphasizes the importance of getting specific with metrics and warns that the budget holder isn't always the economic buyer. Antonella also highlights the necessity of influencing decision criteria early and staying close to the decision process. Additionally, she discusses the significance of understanding root causes of pain, nurturing multiple champions, and assessing all forms of competition, including the risk of doing nothing.
Nov 14, 2023 • 17min
Closing the Sales Conversation
Patrick McLoughlin, a sales leader and practitioner, shares practical tactics for moving deals forward. He explains sending a pre-call agenda with purpose, process, payoff. He covers asking buyers how to proceed and probing breadth and depth through active listening. He also talks about managing call time and scripting post-call emails to align stakeholders and advance the next step.
10 snips
Nov 7, 2023 • 15min
Building a Rhythm Around Pipeline Generation
Join Paul DeMore, Senior Partner at Force Management, as he shares insights on sales effectiveness and pipeline generation. He emphasizes the importance of a franchise mindset, treating territories like valuable assets. Learn how to identify key decision-makers and leverage customer success stories for effective prospecting. Paul also advocates for multithreading accounts to improve win rates and highlights the power of accountability in sourcing opportunities. Don't miss his tips on establishing a daily prospecting rhythm and the mindset of making 'one more' call.
Oct 31, 2023 • 38min
Navigating Anchors and Trades in Sales Negotiation
Tim Caito, a B2B sales negotiations practitioner and trainer, shares how the right negotiation mindset turns anchors into opportunities. He explains acknowledging anchors without conceding, questions that reveal interests, and how to craft trades that expand value. Practical tips on preparing, socializing, and presenting branded trade options round out the conversation.
