Selling the Platform Solution
John Kaplan talks through best practices for preparing to sell the platform solution to your buyer, getting beyond just selling the smaller point solution.
Dec 12, 2019•7 min
The Audible-Ready Sales Podcast
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.
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Episodes
Aligning Differentiation to Your Buyer
You may know what makes your solution different than others in the market, but aligning that differentiation to the customers is how elite salespeople move the needle. In this podcast, John Kaplan runs through best practices for aligning differentiation to a customer's decision criteria. Learn more about Project Welcome Home Troops here: http://www.projectwelcomehometroops.org/ Read why John is so passionate about this organization here: https://www.linkedin.com/pulse/special-mission-helping-vet...
Nov 26, 2019•19 min
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/forcemgmt IG: https://www.instagram.com/forcemgmt/...
Oct 15, 2019•5 min
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
Aug 08, 2019•7 min
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.
May 03, 2019•26 min
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/2D9Cqvk Read our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEn
Apr 16, 2019•3 min
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.
Mar 25, 2019•12 min
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 14, 2019•12 min
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.
Jan 02, 2019•17 min
Effective Sales Planning
John Kaplan covers the mindset you need to have for effective sales planning.
Nov 29, 2018•8 min
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.
Nov 20, 2018•12 min
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.
Jun 29, 2018•14 min
How to Summarize a Great Discovery Meeting
How do you summarize a great discovery session in a way that moves the sales opportunity forward? Senior Director Ray de Avila discusses best practices.
Apr 02, 2018•14 min
Purpose Process Payoff
Senior Director Ray de Avila breaks down key tips for outlining the purpose, process and payoff for your sales conversations
Mar 22, 2018•14 min
Plan to Make the Plan
Great tips for managers and reps on building an effective sales plan
Dec 15, 2017•10 min
The Force Management Process
Casey Jacox, Kforce President of Client Strategy & Partnerships, talks through best practices for applying Force Management methodologies in your sales organization.
Sep 05, 2017•21 min
Best Practices for Enabling Your Front-Line Managers
In this podcast, John Kaplan runs through best practices for enabling your front-line managers to inspect, motivate and reinforce.
Aug 30, 2017•6 min
Curious Storytelling Podcast
Two traits that will help your boost sales? Curiosity and the ability to tell great stories. Kforce President of Client Strategy and Partnerships Casey Jacox tells us why developing those skills are critical to being a great salesperson.
Jun 28, 2017•15 min
Why the Best Salespeople Demonstrate Vulnerability
Casey Jacox, President of Client Strategy & Partnerships at Kforce talks about why the concept of vulnerability can be an asset to a salesperson
May 30, 2017•13 min
Essential Questions
Senior Delivery Partner Brian Walsh breaks down the importance of building alignment within your company around these key essential questions
Mar 03, 2017•10 min
Building Positive Business Intent
How do you build positive business intent in your sales process? Senior Delivery Partner Brian Walsh walks through best practices for gaining trusted adviser status with your prospects and customers.
Aug 26, 2016•15 min
The Uncommon Story - Who's Doing This?
John Kaplan shares a motivational story about being uncommon.
Aug 11, 2016•10 min
Digging Deep in Discovery
Senior Delivery Partner Brian Walsh runs through best practices for effective discovery. This podcast is a great listen for reps who are looking for a question flow that helps uncover business pain.
Aug 09, 2016•13 min
How to Enable Your Front-Line Managers
This podcast features best practices for enabling your front-line managers to reinforce a sales methodology
Aug 04, 2016•5 min
Reinforcing A Sales Initiative
Best practices for reinforcing a sales initiative, including steps sales leaders and sales enablement teams can take before, during and after the training event.
Jul 25, 2016•8 min
Insights On Effective Discovery
Delivery Partner Patrick McLoughlin reviews his best tips for executing effective discovery.
Mar 24, 2016•13 min
Enabling The Internal Sell
John Kaplan discusses ways you can enable key contacts to sell for you within their own organizations.
Feb 18, 2016•7 min
Effective Role Plays
John Kaplan discusses best practices for conducting effective role plays
Jan 19, 2016•7 min
Sales Curmudgeon - Time, Scope and Resources
The Sales Curmudgeon wraps up his latest series discussing the three things you need to make your sales initiative a success.
Jan 12, 2016•6 min
Sales Curmudgeon - Betting on the Wrong Horse
Our Sales Curmudgeon talks through why sales executives tend to "bet on the wrong horse" when it comes to their sales initiatives.
Dec 21, 2015•6 min
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