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
Oct 24, 2023 • 22min
Finding Your Motivation as a Seller
Jim Pouliopolis, a Force Management facilitator and former founding director of Bentley’s professional sales program who coaches on mindset and wellbeing. He talks about why caring for yourself matters, how to fight negativity bias, the “happiness pie chart,” and the three drivers of motivation. Practical habits for sustained positivity and motivation are explored in short, actionable conversation.
Oct 17, 2023 • 16min
How to Resist Customer Pressure for the Demo
Brian Walsh, a B2B sales leader who gives tactical advice on discovery and demo strategy. He explains why discovery matters before a demo. He walks through assessing who requested the demo and its strategic value. He shares ways to require context, run a short discovery at the demo start, leverage other account relationships, and know when to walk away.
14 snips
Oct 10, 2023 • 15min
Being an Effective Sales Coach
Discover the mindset needed for effective sales coaching and creating space for reps to grow independently. Dive into the importance of providing a safe practice environment and explore strategies for continuous improvement. Learn about transitioning from salesperson to coach, emphasizing teachable moments and team collaboration. Explore the impact of coachability, two-way coaching relationships, and leadership mindset in driving organizational growth.
Oct 3, 2023 • 15min
Expanding the Sales Conversation
Antonella O'Day, a sales effectiveness and revenue growth practitioner, shares practical ways to expand deal value through stakeholder engagement. She covers mindset blockers, following the customer's agenda, mapping decision points to find impacted stakeholders, and engaging implementation owners early. Short, actionable ideas on planning, confidence, and differentiating by how you sell.
12 snips
Sep 26, 2023 • 16min
Uncovering Business Pain
In this engaging discussion, Patrick McLoughlin, a sales leader and Force Management contributor known as 'Patty Mac', dives into the art of uncovering business pain. He emphasizes the importance of curiosity and asking the right follow-up questions. Patrick warns against shallow discovery that can derail sales efforts and highlights the need to understand the breadth and depth of customer issues. He also shares strategies for validating pain with champions and stresses the significance of framing conversations in financial terms, especially in challenging economic climates.
Sep 19, 2023 • 17min
The Small Things that Make a Difference in Sales
Diana Sheley, a Force Management facilitator who trains sellers in communication and emotional awareness. She discusses why soft communication skills matter. She explains reading nonverbal cues and emotional awareness. She highlights the power of pausing and a note-taking method to prioritize discovery. She covers virtual meeting cues, structured recaps, and owning clear next steps.
14 snips
Sep 12, 2023 • 15min
Leading With Purpose
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.
Sep 5, 2023 • 27min
The Right Mindset for Sales Negotiations
Tim Caito, a sales negotiation expert focused on value-based selling and mindset. He explains why negotiation is a mindset-driven, continuous process and how discovery builds leverage. Tim covers aligning internal approvals early, keeping buyers anchored to value rather than price, and a three-word mantra to frame outcomes, capabilities, and metrics.
14 snips
Aug 29, 2023 • 24min
Three Common Sales Challenges
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.
12 snips
Aug 22, 2023 • 30min
Shifting the Negotiation Away From Price
Tim Caito, a sales and negotiation expert in B2B environments, joins Rachel to reveal tactics for steering conversations away from price and towards value. He discusses why customers often fixate on price late in the sales process and introduces a strategic mindset for negotiators. Listeners learn how to effectively use phrases like 'You told me' to link price back to value, the importance of presenting multiple options, and how to leverage internal champions to strengthen negotiating positions. Tim emphasizes the need to anticipate price talks and maintain negotiation leverage.
