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
12 snips
May 14, 2024 • 20min
Pursuing a Competitive Account
John Kaplan, an expert in overcoming competitors in deals, discusses approaching accounts with embedded competition, honest discovery processes, strategic discounts, building champions in competitive accounts for an edge. Topics include navigating challenges, effective outreach strategies, competitive pricing strategies, enhancing relationships with champions, and strategic approaches to pursuing competitive accounts and new logos.
May 7, 2024 • 13min
Time to Value: How to Sell When You Need to Show Value Quickly
Brian Walsh, B2B sales leader who helps teams demonstrate time-to-value. He talks about defining finish-line metrics and building roadmaps with short-term milestones. He covers setting leading indicators before purchase and planning access to implementers and economic buyers. He stresses realistic short-term impact and agreeing on timeframes and benchmarks.
Apr 30, 2024 • 40sec
Join Us! Common Mistakes When Articulating Value
Join Force Management's Ascender team for our webinar THIS FRIDAY as we cover "Common Mistakes to Avoid When Trying to Articulate Value". Hosted by Diana Sheley, Force Management's Director, Facilitation & Consulting, we'll cover common challenges and ways to course correct when it comes to: Understanding and Articulating DifferentiationHow to Stack Rank the Required CapabilitiesKeeping the Focus on ValueAligning your Proof Points to Your BuyerThe session will be recorded. Click Here to Register
7 snips
Apr 30, 2024 • 18min
Developing Mutual Action Plans
Learn about the value of Mutual Action Plans in sales, including strategic mindset, documentation, customer buy-in, and goal alignment. Explore how MAPs drive collaboration, uncover disconnects, and counter competitors, emphasizing their role in complex sales processes.
7 snips
Apr 23, 2024 • 16min
Selling to People with More Experience
Experienced sales professional John Kaplan shares best practices for green reps in sales, emphasizing customer-centric approach, value-based selling, empathy, understanding customer pain points, overcoming experience differences in pitch, and the power of preparation in sales success.
15 snips
Apr 16, 2024 • 27min
How Discovery Helps the Customer
Sales expert John Kaplan discusses the importance of two-sided discovery in sales conversations, emphasizing the need to meet customers where they are. Key topics include on-ramps to customer conversations, filling three buckets in every conversation, and observing customer engagement levels. The episode highlights the value of effective discovery for both salespeople and customers.
7 snips
Apr 9, 2024 • 15min
Competing Against Other Priorities
Antonella O'Day shares strategies to make your initiative stand out in a sea of competing priorities. Topics include assessing priority as a deal progresses, asking key questions to understand standing among priorities, maintaining relationships for buy-in, and recognizing red flags of an unvalued solution.
Apr 2, 2024 • 27min
Capturing Value After the Initial Sale
Tim Caito, a sales and revenue leader who helps companies create and capture customer value, walks through keeping value visible after the sale. He covers customer-defined value, mindset versus practices, tracking outcomes during implementation, multi-threading across accounts, running short quarterly value reviews, and staying tethered to executive sponsors to get credit for delivered value.
Mar 26, 2024 • 12min
Handling Competing Initiatives
John Kaplan, a sales and revenue growth expert, shares practical tactics for discovery and prioritization. He explains how to uncover competing priorities with targeted questions. He discusses using MEDDICC to map decision criteria and measure impact. He shows ways to create urgency by helping customers own their pain and when to pause while staying engaged.
12 snips
Mar 19, 2024 • 26min
Tips for Asking Great Questions
John Kaplan shares insights on asking pertinent discovery questions in sales. Topics include preparing for discovery sessions, earning the right to ask deep questions, aligning differentiation with the buyer, and wrapping up sales calls effectively.
