The Audible-Ready Sales Podcast

Please note this episode was recorded prior to the Covid-19 Pandemic.   Front-line sales managers typically have one of the toughest jobs in the entire sales organization.    Equipping them effectively takes a concerted effort. In this podcast, John Kaplan runs through best practices for helping them be successful, including:    - How to help them develop an operating rhythm   - How to get beyond measuring success at the deal level   - The type of environment you need to foster   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Additional Resources:  Blog: How to give effective feedback

This episode is just for people who are new to a head of sales role or for those people who are looking to jump ship.    John Kaplan outlines the key areas you need to assess for your success plan, including key questions to ask around:    - The sales message   - Sales execution and qualification   - Sales planning processes and management operating rhythm   - Sales talent   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Additional Resources:  Blog: New to the VP of Sales Role A Conversation on your next sales role with John McMahon, pt 1 A Conversation on your next sales role with John McMahon, pt 2

Why do buyers use tricky tactics in negotiations?    Because they work!    In this podcast, Tim Caito shares how to best prepare yourself (and your teams) for those popular buyer tactics.   He’ll cover:   - The 4 main reasons buyer tactics work and when they originate during the process   - The key 5 tips for managing the negotiation process and preparing for success (to the best of your ability!)   - How to expand the conversation and avoid pain points that narrow the negotiation too early   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Additional Resources: Sales negotiation training resources Sale negotiation balancing act webinar

Keeping sales teams focused is an area many sales leaders are trying to excel in right now.   In this episode, John Kaplan walks through simple things you can do as a sales leader or manager to keep your teams motivated and disciplined.    He’ll discuss:   - How sales teams can use the ‘purpose, process, payoff’ call agenda to make sales conversations empathetic and relevant for buyers.   - How leaders and managers can work with their reps to make sure they’re prepared for every valuable sales conversation.   - The most critical fundamentals and tactics leaders must focus reps on right now to build pipeline and make revenue numbers.   Here are some additional resources focused on the importance of empathy right now : Purpose Process Payoff | Podcast Episode Top Resources for Maintaining Rep Productivity   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

This episode covers how to approach sales conversations right now to mitigate stalled deals and communicate with purpose and empathy.  Many sales professionals and leaders within their organizations are wondering what’s working in sales conversations right, what isn’t, and who’s doing it well.  In this episode, John Kaplan covers how you can focus your sales teams on having purposeful conversations right now, including: How salespeople can focus on the buyer and be effective in their conversations to grab onto interest and opportunities How to use conversations to uncover changing needs and the specific challenges buyers are facing to approach them with viable solutions How to navigate what other organizations are dealing with to mitigate potential stalls and delayed in their deals Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. Here are some additional resources focused on the importance of empathy right now :  Reframing Your Buyer Message for What’s Happening Right Now Get Busy: Responding to the Crazy Week That Was

Please note this episode was recorded prior to the Covid-19 Pandemic. It takes a lot of “hands on deck” when trying to close a large opportunity.  Often, it’s up to the salesperson to ensure that he/she has the resources needed to get the deal done.  Whether it’s on one deal or to make your yearly goal, you need a plan in place to ensure everyone knows their role in moving the opportunity forward.  In this episode, John Kaplan talks through how to ensure you get the resources you need to close the deal and make your number.  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Additional resources:  The Plan to Make the Plan

Growing companies are often challenged with translating the founder’s vision and story into sales conversations that highlight the value and differentiation of the solution.  In many of these companies, no one can sell as well as the founder.  In this podcast, John Kaplan talks through key steps companies take to scale that message and get an entire sales organization equipped to sell as well as the founder, including:  The key questions every person needs to answer the same in your company The test you can run right now in your own company to start building alignment How Force Management ensures they have a great pipeline of proof points.  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

You know how important Champions can be to your sales process. But, how do you test them?  How do you ensure that your Champions are really able to articulate your value and differentiation?  We define Champions as:  people who actively sell on your behalf have a vested interest in getting the deal done  have power and influence within the company  In this podcast, John Kaplan breaks down key ways to test your Champions, including:  Key things to watch out for that may signal trouble in your deal The three things you need to enable them on How to find the gaps in your Champions understanding of your solution Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Additional Resources;  How to write a Champion letter

NOTE: This episode was recorded prior to the Covid-19 Pandemic. John’s advice is still applicable, but please understand we didn’t have the current context when recording.  In this podcast, John Kaplan talks through key areas to assess in your own organization after a less-than-stellar quarter, including:  How to make sure you have the right people to achieve your yearly goals How to build more accountability into the planning process as you move forward in the year The cadence with which you use to manage your teams   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Additional Resources  Skill/Will Model

Elite leaders make the choice to work at their craft.  In this episode, John Kaplan shares a few lessons he’s learned as a sales leader, the mantra he follows and the one new hire that became an example of what not to do as a sales leader.  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.