The Audible-Ready Sales Podcast

Joining the discussion is Antonella O'Day, a sales effectiveness and coaching expert. She explores the often-disliked deal review sessions, shedding light on why they matter for revenue improvement. Antonella shares strategies for managers to communicate intent clearly, transforming anxiety into strategic collaboration. She emphasizes the importance of preparation for both managers and reps, urging transparency and proactive updates. With a focus on asking better questions and defining actionable next steps, Antonella empowers teams to make deal reviews more effective and engaging.

John Kaplan, a sales leader and advisor who helps sellers and managers navigate change. He talks about recognizing your reaction to leadership shifts. He explains how to learn the why and expected outcomes. He covers staying focused on what you control and building early trust with new leaders. He discusses handling changes in other departments and deciding if a change is right for you.

Salespeople must be multi-threaded with their opportunities. Make an effort to connect to as many relevant stakeholders in the buying company as possible. John Kaplan explains steps you can take to reach key individuals in other departments of your prospect’s organization. He gives advice about:Connecting technical capabilities to business outcomes.Landing meetings with key stakeholders of other departments.Using the Three Ps—Purpose, Process and Payoff—to maximize conversations with high-ranking individuals in the buying organization.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://bit.ly/3YnPSlRHow to Get Higher in Your Prospect's Organization | Force Management Articlehttps://bit.ly/3JgWH4pGet Beyond the Technical Buyer | Force Management Articlehttps://bit.ly/4208wn0Sales Best Practices: 5 Ways to Prepare for Your Next Sales Meeting | Force Management Articlehttps://bit.ly/41PEyBVVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparisonCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

John Kaplan, a sales leader and advisor who helps teams stay buyer-focused, shares practical strategies for winning in a slow market. He talks about focusing on what you can control. He stresses committing to sales fundamentals. He outlines buyer-centric questions, rigorous qualification, differentiation, and building resilience during tough times.

Antonella O'Day, a sales facilitator and Force Management practitioner who helps teams win by positioning value. She explains how to stay calm and prepared when price is questioned. She shows how to uncover why buyers ask for discounts. She outlines ways to reinforce value and prepare for late-stage price pushback.

John Kaplan, a sales effectiveness expert, explains how to beat the common rival of internal builds. He walks through prepping discovery with trap-setting questions. He shows how to embed differentiation into requirements and influence decision criteria. He covers reading the customer’s political landscape and staying persuasive without sounding superior.

John Kaplan, sales and leadership advisor who helps people navigate career transitions. He frames layoffs as chances for growth. He guides listeners to reflect on what energizes them and set clear job criteria. He explains how to ask your network for targeted help and how to pitch yourself like a salesperson. He highlights resilience-building resources and the importance of elite-minded communities.

A special episode featuring project44, discussing their sales transformation initiative with a 53% deal size increase. They address supply chain challenges through network connectivity, focus on a customer-centric sales approach, and enhance sales performance through culture and collaboration. Implementing revenue charters for accountability and fostering a collaborative and customer-centric culture for success are also highlighted.

John Kaplan, seasoned sales effectiveness leader and storytelling expert, shows how narrative builds emotional connection and urgency. He explains making proof points into vivid stories and getting buyers to stand inside the tale. Short, practical tactics cover preparation, vulnerability to invite buyer sharing, and quick “ho-hum” reengagers to revive stalled conversations.

Patrick McLoughlin, Force Management’s Senior Director of Consulting & Facilitation, recaps questions asked in the last Deal Desk and answers frequently asked questions from Ascender’s community section. Topics discussed include finding out competition when the buyer won't disclose, navigating the procurement process, selling to younger, less experienced buyers, aligning with buyer priorities, dealing with year-end challenges, and testing for urgency and impact in sales.