The Audible-Ready Sales Podcast

Marty Mercer, a Force Management facilitator who coaches B2B sellers on aligning solutions to buyer needs, discusses aligning to shifting buyer priorities. He explores slower decisions, more stakeholders, and reframing value around revenue, cost, risk and employee engagement. He highlights why HR and people leaders matter and offers practical prep and outreach tactics.

Tim Caito, a sales effectiveness practitioner and Force Management expert who helps reps win under scrutiny, shares strategies for tight-budget deals. He discusses reframing four essential questions, proving relative value with tailored proof, preparing renewals and expansions, and mapping stakeholders and approval processes. Short, practical guidance on showing intent and reducing perceived risk.

John Kaplan, founder and seasoned B2B sales leader, shares practical tactics for taking over existing accounts. He explains how to prepare and research before meeting, build credibility by showing knowledge, and create a customer-focused operating rhythm. He covers asking vulnerability-driven questions, handling skepticism with listening and accountability, and winning trust through fast follow-up and easy wins.

John Kaplan, a sales leader and practitioner who coaches sellers on winning competitive deals. He explains why competition is always present. He shares a calm probing approach when buyers mention rivals. He tells a real closing story about superficial preferences. He outlines decision criteria, stack-ranking, and creating concise champion decks with proof points.

Brian Walsh, a sales and revenue leader specializing in value-based selling, explains why defining positive business outcomes matters. He talks about turning problems into measurable outcomes. He covers who owns outcomes, how outcomes reveal organizational risks, and using outcomes to anchor value and guide better deal decisions.

Key tips for job interviews in the sales industry, including showcasing how you will sell for the hiring company and identifying red flags. Treating interviews like a sales process, conducting thorough research, asking value-based questions, and demonstrating knowledge about the company. Understanding the sales role, being a pipeline generator, and influencing marketing qualified leads. Knowing the manager and coaching culture before accepting a job. Treating the recruitment process like a sales process, selling yourself, and closing the job offer. Ascender and Force Management.

A live deal clinic tackling deal tactics and real-world closing scenarios. Practical walkthroughs of MEDDICC steps and sales execution strategies. An open invitation to submit questions and get direct feedback on approaches. Focused on helping listeners push stalled deals across the finish line.

John Kaplan, a sales leader and enablement expert who helps teams sell technical solutions, shares strategies for selling complex products. He explains when to dive into technical details and when to stay business-focused. He talks about using internal experts and tying technical points to the buyer’s biggest business problem. Short, practical guidance on navigating technical conversations without losing the value thread.

John Kaplan, an experienced enterprise sales leader and strategist, shares practical tactics for owning your pipeline. He compares your territory to a franchise. He explains verifying territory viability, building a repeatable plan, inviting collaborators, qualifying leads, and using customers for referrals.

Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/ As a seller, you need to communicate effectively with people throughout an organization - both on the economic and technical levels. That means adjusting your sales conversation to what’s relevant to the individual in front of you. In this episode, John Kaplan shares insights that will allow you to swiftly adapt to any type of sales conversation. He gives advice to help you:Prepare for conversations at the executive table.Manage meetings wherein both technical and business buyers are present.Overcome Seller Deficit Disorder.Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind. Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison Ascender Sales Topics - Positioning Yourself against the Competitionhttps://youtu.be/YayJtT22TEg Ascender Course: Getting to the Economic Buyer https://bit.ly/3U6dObH  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.