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
Oct 15, 2019 • 5min
The End of the Year
For many of you, the 4th quarter is well underway. Now is the time to assess where you're at and decide what changes you want to make for next year. In this episode, John Kaplan shares some motivation he learned from his college days! Fours up! Don't forget to follow Force - LinkedIn: https://www.linkedin.com/company/102429/admin/Twitter: https://twitter.com/forcemgmtIG: https://www.instagram.com/forcemgmt/
Aug 8, 2019 • 7min
Metrics in the Sales Conversation
Why do reps struggle with metrics? It's likely because they're using them in the wrong way during the sales process. John Kaplan breaks down some tips in this short conversation. You can check out the blog referenced in the podcast here: https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation
May 3, 2019 • 26min
Your Sales Motion: Taking it from Excellent to Elite
The people that hire you are not looking for okay, average or even good. They are looking for awesome, exceptional and elite. When salespeople take on a new career opportunity, they have made a conscious decision to pursue a career which is measured daily, weekly, monthly, quarterly and annually on performance. Knowing expectations are high, how do we overcome the hurdles of average and operate at an elite level? Ray de Avila breaks down what it takes to be elite in this podcast.
Apr 16, 2019 • 3min
Don't Miss These Conversations
Sign up for our webinar on selling and negotiating on value with Tim Caito and Joe Marcin here: https://forc.mx/2D9CqvkRead our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEn
Mar 25, 2019 • 12min
Backing Up The Sales Conversation
What do you do if you are in the middle of your sales process and you realize you aren't attached to the right business issue? John Kaplan talks through best practices for backing up the sales process.
Jan 14, 2019 • 12min
The Single Selling Motion
If reps are overwhelmed at combining sales messaging methodologies with qualification and negotiation processes, John Kaplan breaks down a way to simplify it all into one single selling motion.
Jan 2, 2019 • 17min
Aligning with Your Buyer
Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. Senior Partner Paul DeMore shares his best practices for aligning to the buyer in your discovery questions.
Nov 29, 2018 • 8min
Effective Sales Planning
John Kaplan covers the mindset you need to have for effective sales planning.
Nov 20, 2018 • 12min
Best Practices for Driving a Qualification Process
Are your sales reps missing their numbers this year? Qualification may have something to do with it. John Kaplan talks through best practices for driving a qualification process that works for your sales team.
Jun 29, 2018 • 14min
For SDRs/BDRs - Overcoming the Fear Of Rejection
Ivan Gomez from Next Stage joins the Force Management podcast to talk about the best ways to overcome the fear of rejection, particularly when you are in an SDR/BDR role.
