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
7 snips
Aug 15, 2023 • 14min
Asking for Help
Join Brian Walsh, a seasoned sales leader and advisor, as he emphasizes the power of asking for help in sales. He discusses overcoming the fear of weakness and shifting the mindset that sellers must go it alone. Brian shares strategies for leveraging company resources effectively and using the documented engagement process to involve the right experts at the right time. Discover how seeking assistance not only enhances deal-making but also helps elevate your own skills for future success.
8 snips
Aug 8, 2023 • 16min
Gaining Commitments
Join sales effectiveness expert Antonella O'Day as she dives into the art of gaining micro-commitments in B2B sales. She shares strategies for securing time on buyers' calendars, emphasizing the importance of compelling openings and personalized approaches. Learn how to gauge buyer engagement using thoughtful questions and feedback techniques. Antonella also discusses leveraging champions within organizations to access key stakeholders and using commitments to quickly assess deal viability.
14 snips
Aug 1, 2023 • 34min
Tips for More Valuable Sales Meetings
Join B2B sales leader Antonella O'Day, sales effectiveness expert Brian Walsh, and value-based selling specialist John Kaplan as they share essential insights for impactful sales meetings. Antonella emphasizes the importance of setting clear agendas and using tailored questions to build rapport. Brian discusses the significance of owning next steps while ensuring pre-meeting alignment. John introduces the MEDIC framework for post-call qualification, encouraging a team-oriented, customer-focused storytelling approach to drive sales success.
17 snips
Jul 25, 2023 • 35min
Negotiating Value: Presenting Multiple Options
Tim Caito, a sales negotiation expert, shares valuable strategies for presenting multiple options during sales processes. He emphasizes the importance of a mindset focused on creating value for customers. Tim discusses how to align presentations with customer outcomes rather than just sales pitches and warns against manipulative option menus. He highlights the advantage of using outcome-based options to facilitate value trading instead of one-way concessions. Listeners will gain insights into changing the negotiation conversation to enhance customer buy-in and internal advocacy.
7 snips
Jul 18, 2023 • 16min
Commonly Asked Questions About Champions
In this talk, Patrick McLoughlin, a sales leader and expert in champion development, shares invaluable insights on building and nurturing champions in B2B deals. He defines a champion as someone influential within an organization who can advocate for your cause. Patrick emphasizes the importance of starting relationship-building early and highlights how to identify potential champions even during times of change. He discusses turning coaches into champions and stresses the necessity of service-minded selling to deepen connections and ultimately close large deals.
12 snips
Jul 11, 2023 • 21min
Finding Your Next Sales Job
Antonella O'Day, a seasoned sales and career advisor, shares her expert insights for navigating job transitions. She emphasizes the importance of identifying when to leave a company and how to communicate your concerns with management. Antonella discusses evaluating new roles through frameworks of people, culture, and financial stability. She warns against the allure of startups and stresses the value of thorough due diligence—researching potential managers and trusting your instincts. Her practical advice ensures listeners are well-prepared for their next career move.
Jul 7, 2023 • 59sec
Looking for a New Sales Role? Join us at our Networking Night
Excited about a new sales role? Discover key insights on an upcoming Networking Night designed for job seekers. Connect directly with hiring managers from top companies like Figma and Paddle. Learn how to stand out in the crowd and secure that dream position. Get tips on how to prepare for breakout sessions and make meaningful connections. Don't miss your chance to network and advance your career!
9 snips
Jun 27, 2023 • 24min
Aligning With Your Champion
Brian Walsh, a seasoned sales leader and champion development expert, shares critical insights on aligning with your sales champion. He explains the importance of distinguishing between ‘big-R’ and ‘little-R’ relationships for effective champion support. Walsh argues against vague check-in emails, recommending more purposeful outreach. He emphasizes the need for shared timelines and actionable next steps in meetings. Finally, he advocates for authentic recognition of champions to elevate their status, ensuring they're valued throughout the sales process.
12 snips
Jun 20, 2023 • 19min
The First Meeting
Antonella O'Day, a seasoned sales leader and coach, shares invaluable insights on mastering the crucial first meeting with customers. She emphasizes the importance of preparation, recommending a tailored agenda to clarify goals. With tips on crafting open questions, she encourages listeners to foster rapport with cautious clients. Antonella also highlights effective time management during discussions and the significance of clearly defining next steps, ensuring everyone is on the same page for a successful partnership.
6 snips
Jun 13, 2023 • 8min
Using Metrics Effectively in Your Sales Conversations
John Kaplan, a sales effectiveness practitioner, shares his expertise on leveraging metrics in sales conversations. He explains why understanding and applying metrics is crucial for engaging higher-level executives. Kaplan highlights the importance of visualizing the buying organization through a house analogy, connecting technical buyers to broader stakeholders. He emphasizes translating technical metrics into relatable business outcomes to secure executive buy-in, and offers advice on tailoring conversations to align with decision-makers' priorities.
