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
Nov 15, 2022 • 15min
How to Prepare for Next Year
Brian Walsh, Senior Director of Facilitation at Force Management with deep B2B sales coaching experience, shares practical year-end planning advice. He explains why sellers neglect planning, how to set a territory operating rhythm, and tips for selecting accounts with runway. He also covers making a personal commitment to pipeline work and using current wins as proof points.
Nov 8, 2022 • 30min
Cold Calling: Moving from Reluctant to Confident w/ Jason Bay
Jason Bay, founder and CEO of Outbound Squad who trains reps to turn strangers into customers. He breaks down deconditioning reluctance with pattern interruption and physical tactics to reduce call anxiety. He shares a simple call structure — intro, hook, close — and teaches permission-based openers, using customer voice and multichannel touches to earn conversations.
Nov 1, 2022 • 14min
Broadening Your Sales Conversations
John Kaplan, a sales leader who helps reps connect technical pain to business outcomes. He explains why widening conversations early matters. He shows how to translate technical issues into measurable business impact. He shares metaphors and practical ways to reach other decision makers and align requirements with success metrics.
Oct 25, 2022 • 18min
Making MEDDICC Work for You
Brian Walsh, Senior Director of Facilitation at Force Management, is a MEDDICC expert who helps sellers qualify smarter. He explains what MEDDICC truly captures and how it scales across deals. Short, frequent qualification and exiting unwinnable deals get airtime. He also warns against treating MEDDICC as linear and urges sellers to use it early and often.
Oct 24, 2022 • 1min
Creating an Outbound Machine - Don't Miss our Webinar This Week!
Practical tactics to turn account executives into consistent prospectors. A focus on building a repeatable outbound pipeline and a franchise mindset. Discussion of emotional commitment to goals and leader-level strategies to boost lead generation.
Oct 18, 2022 • 32min
Mastering Outbound with Jason Bay
Jason Bay, founder and CEO of Outbound Squad who trains reps to build pipeline and craft messaging. He explains why novelty in outbound has faded and why teams must return to basics. He breaks outbound into volume versus quality and shows how to segment targets for fit. He outlines how small teams should experiment, hire specifically for outbound, and use multi-channel persistence to get traction.
Oct 11, 2022 • 18min
Breaking Into New Accounts
John Kaplan, a sales leader and revenue-driving executive, shares how to confidently break into new accounts. He discusses preparation and targeting the right companies and personas. He explains using the three Ps — Purpose, Process, Payoff — to structure outreach. He highlights making proof points relevant and building referral networks for warm introductions.
Oct 4, 2022 • 18min
Interviewing for Your Next Position
John Kaplan, a sales leader who guides B2B reps into management and higher-impact roles. He discusses preparing purposefully for promotions. He explains how to act like you already have the job. He frames interviews as sales calls with four essential questions. He covers moving from BDR/SDR to AE and the knowledge, skills, and character that drive career progress.
Sep 27, 2022 • 10min
Enabling the Internal Sell
John Kaplan, a sales and revenue growth practitioner who advises on storytelling and buyer enablement. He explains how to make your buyer the internal champion by starting with the end, attaching the sale to real business pain, and giving communicators the stories, decks, templates, and rehearsal they need to sell your solution inside their organization.
Sep 20, 2022 • 11min
Confidence and Conviction
John Kaplan, a sales leader and speaker who coaches on performance and motivation, shares why belief in your work fuels confidence. He explores linking purpose to selling and turning conviction into concrete selling skills. Topics include attaching offers to big business problems, influencing decision criteria, and ruthless qualification to focus on the right opportunities.
