The Audible-Ready Sales Podcast

Patrick McLoughlin, seasoned B2B sales leader known as Paddy Mac, draws on field experience in competitive positioning and renewals. He discusses preparing as if rivals will fight, defining and embedding clear differentiation, gathering account intel through trust, asking discovery questions to reveal competitors, and treating renewals like fresh opportunities.

Exploring the proper use of MEDDICC in sales, debunking misconceptions and highlighting its benefits. Emphasizing the importance of utilizing MEDDICC throughout the customer engagement process. Discussing the need for authentic integration and practical application to drive success in sales teams.

Diana Sheley, Force Management facilitator and B2B sales effectiveness expert, shares practical ways to win back prospects who’ve gone silent. She outlines why buyers lose urgency and how to uncover real business pain. Short takes cover engaging the right decision makers, handling shifting priorities and budgets, and a concise re-engagement checklist to restart stalled conversations.

Though training companies tend to lump negotiation skills into one bucket, sales negotiation has its own nuances that make it unique. Today, Tim Caito joins us to explain the elements that differentiate sales negotiation. He discusses:Why negotiation is a process, not an event.Managing a successful ongoing relationship with the customer.The need to negotiate with the individual with the ability to finalize an agreement.Broadening the value of your solution.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/0phz28Anchors and Give-Gets | Podcasthttps://rb.gy/jydio9The Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/7aysitShifting the Negotiation Away From Price | Podcasthttps://rb.gy/i8qtvlNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/66boscHow to Use “Most Likely Alternatives” to Improve Sales Execution | Podcasthttps://rb.gy/gu9n8yVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Learn how to transition from a sales rep to a sales manager, focusing on communication, preparation, and essential managerial qualities. Explore the importance of coaching skills, expressing your desire for a managerial role, and prioritizing your team's needs. Gain insights on effective communication, feedback provision, and conflict resolution for successful leadership in sales.

How to align to pain the customer doesn’t know they have when selling new technology. The challenges of selling in a new category and the need for different selling techniques. Importance of understanding ideal customer profiles and targeting early adopters. Focusing on pain points, aligning with outcomes, and qualifying prospects in a new category.

John Kaplan, a B2B sales leader focused on revenue and business-led selling. He contrasts product pitches with outcome-driven business conversations. He stresses mindset shifts and accountability to attach to customers' real issues. He shares a prioritization anecdote and outlines how to speak finance language and influence decision criteria.

Learn the three essential habits for being an elite seller: commitment to preparation, voracious qualification, and relentless accountability. Discover the power of qualification in sales and the significance of using MEDIC as a guideline. Find out how to hold yourself accountable and take ownership in sales. Master the key habits of preparedness, qualification, and accountability for success in sales.

Diana Sheley, Force Management facilitator and sales effectiveness expert who advises sellers on account strategy. She talks about preparing for leadership change, mapping influencers to avoid single-thread risk, onboarding new leaders as a subject matter expert, validating and activating champions, and reaffirming decision criteria with strong proof points.

John Kaplan, sales leader who helps reps prepare for startup moves. He walks through four key vetting questions. He breaks down MVP and ICP implications. He covers pipeline urgency, the “hundred-pound brain” constraint, and why you must own your enablement. Practical considerations on funding and equity round out the conversation.