Though we often speak about the need to sell based on value, keeping the customer focused on value throughout the sales process is a challenging, elite skill. Joining Rachel in today’s episode to share his deep insights on this important topic is Force Management facilitator John Boney. He discusses: The buyer-focused mindset necessary to successfully sell on value. The relevance of the customer’s Decision Criteria to how you build your value proposition. Handling changes in the customer’s prior...
Aug 06, 2024•18 min
We’ve all worked for someone who we didn’t think was that great as a manager. How do you, a seller, handle the scenario in which you’re working for a bad manager but aren’t quite ready to leave? John Kaplan shares some advice on how to improve your work experience when in such a situation and what to look for in your next company. Here are some additional resources How to Ensure You're Selling For A Great Company Signs You're Working for a Company That's Staged for Growth Check out this and othe...
Jul 30, 2024•23 min
Today, Jim “Pouli” Pouliopoulos joins Rachel for a conversation on the uncertainties reps often face in trying to discuss metrics with prospects. Pouli’s advice provides clarity on when and how to discuss the finer details of the deal with the customer. He talks about: Getting past the fear of disrupting the flow of a conversation. Remaining curious throughout a sales cycle. Coaching reps to embrace the uncomfortable conversations. Viewing different individuals in the prospect company as rungs o...
Jul 23, 2024•19 min
As we move into Q3, some of you may find yourselves struggling to get deals over the line. In today’s episode, John Kaplan gets you refocused on the fundamentals in order to reopen closed doors and get deals moving. He discusses: Getting the buyer to understand how your solution increases revenue, decreases cost and mitigates risk. Connecting technical pain to business pain to create urgency. The importance of multi-threading. Here are some additional resources: Get MEDDICC Certified on Ascender...
Jul 16, 2024•11 min
Do you have customers delaying their signature? Do you have deals that are moving forward, but then stall right before the finish line? Force Management’s Tim Caito walks through action steps to reignite the stalled deal, including: What areas to assess to determine how you can reignite the deal The people you should be using to help you drive urgency How to prevent the situation next quarter. Other Assets with Tim Caito Making QBRs Valuable | Podcast Anchors and Give-Gets | Podcast The Right Mi...
Jul 09, 2024•17 min
Though we have many tools and strategies to help us qualify deals, sometimes the simple questions are enough to steer us in the right direction. Today, John Kaplan covers three key questions to ask yourself in every deal. They are: “Do we belong in the deal?” “What are our strong and weak points in the deal?” “What are the necessary steps to move the deal forward more efficiently?” Here are some additional resources: Get MEDDICC Certified on Ascender! Watch: MEDDICC Maturity Model Prospecting Ce...
Jul 02, 2024•13 min
Understanding the needs of the buyer is the critical component of any sales process, and successfully doing so encompasses a wide spectrum of sales best practices. Joining us to shed light on this topic is Force Management Facilitator John Boney. In his first appearance on the Audible-Ready Sales Podcast, John hammers home the strategies necessary to get to the root of a customer’s pain. He discusses: The importance of active listening. Identifying patterns while refraining from assumption-makin...
Jun 25, 2024•21 min
Every buyer has a unique personality, which requires a nuanced approach to every sales conversation. Today, Jim “Pouli” Pouliopoulos joins us to highlight the value of discerning different buyer personas and adapting the way you sell accordingly. He discusses: How a familiarity with different types of buyer personalities helps sales professionals. Common patterns in buyer personalities. How DISC assessments can be beneficial to reps. Adapting to the buyer’s personality during conversation. The s...
Jun 18, 2024•27 min
In today’s quick discussion, John Kaplan sheds light on a challenging decision for many reps: walking away from a deal. As ever, John shares the no-nonsense approach to sales qualification that has brought value to so many. This episode’s talking points include: The importance of voracious qualification. Signs that you should consider leaving an account. Common gaps in deals that require sellers to take action. Generating a significant enough pipeline to prevent the need to cling to a lost cause...
Jun 11, 2024•10 min
Finding a true Champion remains one of the biggest stumbling blocks for sales reps, as evidenced by the number of requests we continue to receive on the topic. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, has observed a great deal over the years about how sellers typically go about pursuing Champions, and he would like to share his insights with you. In this episode, Pouli clarifies a number of misconceptions commonly held by reps related to Champions, and he off...
Jun 04, 2024•18 min
A comprehensive knowledge of sales fundamentals means nothing if you fail to apply it consistently. Today, John Kaplan discusses five areas that demand consistent application of reps looking to be elite. They are: Pipeline generation. Building relationships. Discovery. Qualification. Avoiding excuses. Here are some additional resources: Get MEDDICC Certified on Ascender! John’s LinkedIn Post About Commitment and Consistency Building Rapport Through Virtual Channels | Ascender Course Executing Yo...
May 28, 2024•18 min
If you’re trying to exceed your quota this year, you need to make sure you’re spending as much time as possible on high-value sales activities. Elite salespeople execute in a way that helps them efficiently qualify and advance deals. In this episode, Antonella O’Day runs through three key ways you can save time as a rep. Visit 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 of a si...
May 21, 2024•17 min
How do you approach an account into which competitors are already firmly ingrained? How do you break a continuous cycle of rejection in favor of your competition? John Kaplan tackles these ever-pertinent questions in this episode. Today’s talking points include: John’s personal experience in surmounting competitors embedded in deals. Why ingrained competition is not a deal-killer. Approaching the buyer with an honest and patient discovery process. Offering the customer a strategic discount. Buil...
May 14, 2024•20 min
Regardless of the length of your implementation window in an opportunity, you must show your value. Brian Walsh joins us today for a quick discussion about how to successfully demonstrate value. He discusses: Developing a roadmap with short-term metrics. Helping the customer to see the business-wide benefits of your solution. Setting expectations that are high but realistic. Here are some additional resources: Get MEDDICC Certified on Ascender! The Currency of Value | Ascender Article Articulati...
May 07, 2024•13 min
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 Differentiation How to Stack Rank the Required Capabilities Keeping the Focus on Value Aligning your Proof Points to Your Buyer The session will be recorded. Click Here to...
Apr 30, 2024•40 sec
In this episode, we talk through the value of creating Mutual Action Plans with your customer, including: When you should use MAPs What a good MAP should do for both the seller and the buyer How you get buy-in from the customer to create one How do you use them throughout the sales process and into your negotiations? Here are some additional resources: Ascender Course: Developing Mutual Action Plans Other Assets with Tim Caito Making QBRs Valuable | Podcast Anchors and Give-Gets | Podcast The Ri...
Apr 30, 2024•18 min
Whether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more experience. He shares lessons he wishes he learned earlier in his sales career. Here are some additional resources: Selling to More Experienced Professionals Overcoming the Seller Deficit Disorder Getting Comfortable with Uncomfortable Conversations Check ou...
Apr 23, 2024•16 min
Sales is a game of inches, and great discovery gives you an edge over the competition. A well-executed discovery process helps not only you, but also your customer. In today’s episode, John Kaplan shares his best insights on leading mutually beneficial sales conversations. Topics under discussion include: The importance of two-sided discovery. On-ramps to customer conversations. The three buckets that salespeople must fill in every customer conversation. The need to meet customers where they are...
Apr 16, 2024•27 min
Getting your initiative to stand out in a sea of competing priorities is no small task, but it can be achieved with a proper understanding of the client’s most urgent business needs. Today, Antonella O’Day joins us once more to share strategies that will help you rise above the noise and assert your solution as a must for the customer. She goes over: Ways to continually assess the priority of your initiative as a deal progresses. Questions to ask your customer that will give you a sense of the s...
Apr 09, 2024•15 min
In this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers: The basics that need to be in place so you can create and capture value after the initial deal. How to stay tethered to the account and multi-thread yourself during the customer success phase. How to approach conversations in implementation and ongoing use to make sure value is top of mind. The importa...
Apr 02, 2024•27 min
In many cases, your biggest competitors are not those trying to solve the same problem, but those geared toward the customer’s other initiatives. In today’s episode, John Kaplan explains how to set your own solution above competitors focused on competing priorities. Topics under discussion include: Aligning your solution with the customer’s challenges. Using your discovery process to answer key questions about the customer. Leveraging MEDDICC to account for competing initiatives. Going against “...
Mar 26, 2024•12 min
A great discovery session requires great questions. In this episode, John Kaplan shares his insights on asking pertinent discovery questions. He discusses: Preparing for a discovery session with an agenda. Earning the right to ask deep discovery questions. Asking questions that allow you to align your differentiation with the buyer. Tips for wrapping up a sales call. Here are some additional resources: A list of the questions John shared in the podcast: https://bit.ly/42AXxAZ Get MEDDICC Certifi...
Mar 19, 2024•26 min
You will inevitably face some form of competition in every deal. In today’s episode, Patrick “Paddy Mac” McLoughlin shares various tips on figuring out who your competitors are and positioning your solution as a top priority in the customer’s mind. Topics under discussion include: Gaining intel about a competitor’s activities within an account. Developing trust with a client over time. Questions to help you define your differentiation. Talking to the customer about renewals. Addressing solution ...
Mar 12, 2024•18 min
In this podcast, we take a lot of the chatter we’ve heard about MEDDICC and break down our point-of-view about the methodology. John Kaplan sets straight some misconceptions and misapplications about the popular qualification framework. He discusses: MEDDICC’s common misuse as a compliance tool. How to properly incorporate MEDDICC as a manager. Using MEDDICC throughout the entire customer engagement process. Here are some additional resources: Get MEDDICC Certified on Ascender! Avoiding MEDDICC ...
Mar 05, 2024•17 min
All salespeople know of the frustration that comes with seeming abandonment by the customer. In today’s episode, Force Management Facilitator Diana Sheley joins us to share the action steps needed to recapture the customer’s interest. She talks about: The most common reasons why customers go dark. The importance of finding the customer’s business pain. Speaking to the right people in the organization. Keeping track of the customer’s shifting priorities. Here are some additional resources: Expand...
Feb 27, 2024•10 min
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...
Feb 20, 2024•21 min
Are you an individual contributor and want to move into a manager role? This podcast is a must-listen. John Kaplan runs through: things you need to make sure you’re aware of before you make the jump how best to communicate your wish to be a manager what you need to be prepared for when you get the role Don’t miss this episode! Visit 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 e...
Feb 13, 2024•19 min
If you’re selling a new technology, it may be difficult to align to a pain point. How do you align to pain the customer doesn’t even know they have? Many AI startups have this challenge. How do you get the customer to see a new way of doing old things? In this episode, Brian Walsh breaks down ways you can think about your sales conversation so you’re able to drive urgency, even when you’re selling in a new category. He also runs through how to set up a test project, in order to build credibility...
Feb 06, 2024•22 min
In this episode, John Kaplan highlights the importance of business conversations as opposed to sales conversations when trying to navigate a landscape of heightened buyer scrutiny. He discusses: The mindset you need for successful business conversations. Ways to hold yourself accountable for having business conversations. Tips for adjusting the business conversation for finance. A personal anecdote to demonstrate the importance of differentiation and influencing the Decision Criteria. Here are s...
Jan 30, 2024•21 min
If you want to be an elite salesperson, you need to put in the work. In this episode, John Kaplan runs through three key habits you need to execute on every deal. They are: A commitment to preparation. Voracious qualification. Relentless accountability. Here are some additional resources: Get MEDDICC Certified on Ascender! https://rb.gy/skge08 Preparation | Ascender Video https://rb.gy/o9awy8 Take the Stairs | Ascender Video https://rb.gy/uyncsl Check out this and other episodes of The Audible-R...
Jan 23, 2024•15 min
