Today we are going to talk about what you do when you’re selling into an account and their leadership changes. Force Management Facilitator Diana Sheley, talks through how you should maneuver this situation, how you can leverage your Champion and how you can sell in a way that minimizes this risk. Here are some additional resources: Get MEDDICC Certified on Ascender! https://rb.gy/skge08 Dealing With Changes in Leadership | Ascender Article https://rb.gy/n4u94a Thanking Your Champion | Ascender ...
Jan 16, 2024•15 min
Moving to a startup presents many opportunities, but it also poses its fair share of challenges. Today, John Kaplan shares his best insights to help get you prepared for the leap. He discusses: The need to consider the four essential questions. The concepts of minimum viable product (MVP) and the ideal customer profile (ICP). Taking charge of your own enablement at a startup. The “hundred-pound brain effect.” Here are some additional resources: Get MEDDICC Certified on Ascender! https://rb.gy/sk...
Jan 09, 2024•15 min
Some of you have some big sales goals as we start out the new year – those big whale accounts you’d like to attack. John Kaplan joins us on this episode to give you some motivation to go after accounts with incumbents. He covers: How to target the right accounts. Using your differentiation to position yourself How to use your proof points to tackle incumbent opportunities. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website ....
Jan 02, 2024•15 min
As you begin to prepare for 2024, we bring you one of our most popular episodes - The Franchise Mindset. When it comes to sales planning, we encourage reps to take on what we call the sales franchise mindset. You have to view your territory as your own business. Take accountability for and ownership of your franchise. In this episode, John Kaplan explains the importance of taking on the franchise mindset and how to do so. Here are some additional resources: Three Steps for Your Sales Plan | Podc...
Dec 26, 2023•7 min
The most elite salespeople put in the work to get better. The best way you can ensure you have a great 2024, is to take a close look at 2023. What are your regrets? What do you want to get better at? How can you improve your sales career. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, helps folks increase their happiness levels in all facets of life. Join us as he explains how you can look back to move forward in an actionable way. He shares: How to make sure you’r...
Dec 19, 2023•29 min
For our 200th episode, John Kaplan gives a rundown of five habits of elite sellers. Here are some additional resources: Take the Stairs | Ascender Video https://rb.gy/s6qqx Take Ownership of Your Success | Ascender Video https://rb.gy/ijen6 Preparation | Ascender Video https://rb.gy/g7q3r Let Go of the Excuses | Ascender Video https://rb.gy/qxz41 Confidence and Conviction | Ascender Video https://rb.gy/de1e7 Creating a Franchise Mindset | Podcast https://rb.gy/u6btt Visit Ascender, a platform de...
Dec 12, 2023•6 min
Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses: The “balance of consequences” and the traps sellers fall into. How MLAs help support your anchor strategy in your sales negotiations. The impor...
Dec 05, 2023•25 min
With increased scrutiny on spending, we are likely more aware of the influence a CFO has on our opportunities, even if we don't have access to finance in our prospect companies. Force Management's Brian Walsh runs through the key things you need to remember about this important persona as you advance your opportunities. He discusses: A CFO’s role and aligning to their priorities. Equipping your Champion to make the case for your solution. The power of presenting multiple options. Here are some a...
Nov 28, 2023•21 min
MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include: Not getting specific enough with metrics. The budget holder rarely being the Economic Buyer. Trying too late to influence the Decision Criteria. Drifting too far away from the Decision Process. Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause. Champion sin...
Nov 21, 2023•17 min
How you end a call is crucial to the progression of your deal. Today, Patrick “Paddy Mac” McLoughlin explains how to smoothly close sales calls and prepare for the next steps. He discusses: Avoiding common mistakes when closing conversations. The three ‘Ps’ and sending an agenda in advance. Tips to improve your active listening. Determining the breadth and depth of the customer’s problem. Managing the clock. Leveraging the post-call email. Here are some additional resources: Gaining Commitments ...
Nov 14, 2023•17 min
For today’s episode, Force Management Senior Partner Paul DeMore joins us to share best practices for prospecting and driving pipeline. He discusses: Having a franchise mindset. Becoming multithreaded. Taking accountability for your own success. Getting a rhythm around prospecting. Here are some additional resources: Ascender’s Prospecting Certification https://rb.gy/i9bp6 Reassess Your Pipeline Opportunities | Ascender Article https://rb.gy/j15v3 It’s Time to Build Pipeline | Ascender Article h...
Nov 07, 2023•15 min
Contrary to their reputation as obstacles to the progress of deals, anchors are a great opportunity to expand value, but you must know how to respond when the opportunity arises. Today, Tim Caito speaks about the benefits anchors can bring when properly handled and how they tie into successful trading with customers. He goes into detail about: The importance of having the right negotiation mindset. Why anchoring can be a double-edged sword. How to recognize an anchor and steps to take when you h...
Oct 31, 2023•38 min•Ep. 194
The never-ending grind and numerous pressures of work life can take their toll, particularly when you’re chasing after a revenue number quarter after quarter. If this resonates with you, you’re in luck. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopolis, helps folks increase their happiness levels in all facets of life. Join us as he explains why a positive mindset is key to being a well-rounded salesperson. Pouli discusses: The need to care for yourself before caring fo...
Oct 24, 2023•22 min
How do you respond when your customer is eager for a demo? Brian Walsh shares some tips to help you navigate this scenario. He covers: Evaluating the strategic value of an opportunity. How to tactfully begin a demo with discovery. Making use of your other relationships in the account. Knowing when to walk away. Here are some additional resources: Deepen Your Discovery | Ascender Course https://rb.gy/9mfdh What Do I Do When My Customer Pushes for a Demo? | Ascender Article https://rb.gy/3rlih Own...
Oct 17, 2023•16 min
For sales leaders, the skills needed to be a successful coach cannot be taken for granted. Today, Brian Walsh describes how sales leaders can help their reps sell to the best of their ability through effective enablement coaching. He discusses: The mindset necessary to be a great coach. Putting your reps in a position to grow independently. Providing your reps a safe space to practice. Here are some additional resources: Coaching Model Essentials | Ascender Course https://rb.gy/xq4ao Effective O...
Oct 10, 2023•15 min
The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses: The four major mental obstacles that prevent salespeople from properly expanding their deals. Putting the customer first. Using “decision points” to assess who will be impacted by your solution. Differentiating not only what you sell, but how you sell. Here are some additional resources: Building Champions for Life | Asc...
Oct 03, 2023•15 min
Finding the customer’s pain is a crucial aspect to successful selling and is one of our most common requests. Today, Patrick McLoughlin joins us for a quick yet meaningful discussion about uncovering business pain. He talks about: Maintaining a high level of curiosity. Determining the breadth and depth of the customer’s problem. Pitfalls to avoid in the pursuit to uncover pain. Knowing whether or not you’ve uncovered enough pain to qualify the deal and move forward. Here are some additional reso...
Sep 26, 2023•16 min
Today, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers: The significance of non-verbal communication. Emotional awareness. “The power of the pause”—giving the customer space to think and speak. Her “above the line/below the line” strategy for active listening. Here are some additional resources: Discovery Process | Ascender Course https://rb.gy/16rla Deepen Your Discovery | Ascender Course h...
Sep 19, 2023•17 min
No matter the size of your team, it is important that you lead in a way that motivates action. Today, Brian Walsh explains how to lead with purpose. He discusses: Building active consensus as a leader. The need to provide the ‘why’ and communicate the ‘how’. Leading from the front and holding people accountable. Mistakes that leaders often make when trying to lead with purpose. Here are some additional resources: Five Resources to Help You Lead a Stronger Sales Team | Ascender Article https://rb...
Sep 12, 2023•15 min
Tim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about: Why the right negotiation mindset is so vital. Why negotiation is an ongoing process that doesn’t end once the deal is closed. Approaching internal negotiations versus external negotiations. Keeping the customer focused on value rather than price. Here are some additional resources: Negotiation Mindset | Ascender Course https://rb.gy/dom3f Changing the Conversation with Pro...
Sep 05, 2023•27 min
In this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses: Getting your buyer to rethink the way to address their problems after you’ve entered the account later on in their decision process. (01:34) What to do if you don’t have access to the Economic Buyer. (9:26) How to identify and develop a Champion. (14:12) Here are some additional resources: Getting to the Economic Buyer | Ascender Course h...
Aug 29, 2023•24 min
Regardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes over: Why your customer fixates on price. The three words to refocus your customer on value. The value of presenting multiple options. How a Champion can help you navigate the tricky late stages of a deal. Here are some additional resources: Negotia...
Aug 22, 2023•30 min
Even the most elite of reps know they can’t always go it alone. Brian Walsh joins us to discuss the merits of asking for help. He goes over: Bringing in the right resources at the right time. Helping others to help you. Using your company’s documented engagement process. Using the help you receive to level up your own skills. Here are some additional resources: Asking for Help | Ascender Video https://rb.gy/6gz4r What the Best Salespeople Do | Podcast https://rb.gy/ga35n Visit Ascender, a platfo...
Aug 15, 2023•14 min
Gaining commitments is an important component to moving a deal forward in a timely manner. Antonella O’Day shares best practices to help you obtain buy-in for critical parts of your deal. She discusses: Gaining time commitments. Getting the other party to engage further. Obtaining commitment from a Champion for access to key individuals in the buying company. Here are some additional resources: Gaining Commitments | Ascender Course https://rb.gy/xbak6 Preparing for and Engaging in Virtual Meetin...
Aug 08, 2023•16 min
For this episode we’ve pulled together some of the most helpful insights from our experts at Force Management regarding executing successful sales calls. We feature snippets from Antonella O’Day, Brian Walsh, and John Kaplan. Here are some additional resources: Effective Pre-Call Planning | Ascender Course https://bit.ly/43TKcmX Preparing for and Engaging in Virtual Meetings | Ascender Course https://bit.ly/43nqekx Rep Operating Rhythm | Ascender Course https://bit.ly/3M7Gdgx Shifting Your Sales...
Aug 01, 2023•34 min
For this episode, Tim Caito joins us to explain how and why you should present your buyer with multiple options during the sales process. He talks about: The mindset you need to be a great sales negotiator. Keeping the focus on value. How presenting multiple options in the right way can help you avoid falling into Seller Deficit Disorder. Helping your customer feel that they are making the right decision. Here are some additional resources: Managing Negotiation Objections and Tactics | Ascender ...
Jul 25, 2023•35 min
We receive numerous questions about Champions on our online platform Ascender. Patrick McLoughlin joins us for today’s episode to answer several of them. He goes over: The definition of a Champion. The best time to start building a Champion, and where to look for one. Nurturing your relationship with a Champion. How to turn a Coach into a Champion. Using your Champion to push toward a Collective Yes. Here are some additional resources: Building Champions for Life | Ascender Course https://rb.gy/...
Jul 18, 2023•16 min
This episode is for those seeking a new sales role. Antonella O’Day joins us to share considerations for your job search. She discusses: How to know when it’s time to leave a company. The importance of communicating problems with your current manager. Considerations when it comes to money. What to look for when assessing a new sales role. Determining if you and a potential new manager will be a good match. Here are some additional resources: Essential Questions for Your Next Job Search | Ascende...
Jul 11, 2023•21 min
Join us for Networking Night hosted by Ascender by Force Management. The aim for this event is to allow job seekers to network with hiring managers who have open roles they're looking to fill right now. Date: Wednesday, July 12th Time: 6-7pm ET Registration Link: https://www.ascender.co/job-seeker-sign-ups Confirmed companies include: Extend Figma Blink Thompson Safety Corelight ShowPad Catchpoint Springboard Logicsource Paddle Agiloft SingleOps Fill out the form to save your spot in a breakout ...
Jul 07, 2023•59 sec
We frequently discuss identifying, developing and testing Champions. Today, we’re talking about staying aligned with your Champion throughout the sales process. Brian Walsh joins us to share his unique insight. He covers: The need to maintain a low self-orientation. “Big-r” versus “little-r” relationships. Agreeing on a combined timeline with your Champion. The ill-advised “check-in.” Giving your Champion the credit they deserve. Here are some additional resources: Building Champions for Life | ...
Jun 27, 2023•24 min
