Force Management

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/As a seller, storytelling can be a great asset. More than anything, a well-told story is one of the best ways to get your buyer more emotionally attached to solving a problem. Today, John Kaplan explains the many ways that storytelling, if done properly, can help you. Topics of discussion include:How to hone your storytelling ability.Making a story relevant to the customer—getting them to stand in the story.The benefits of helping the buyer to share their own story.Using stories effectively during various stages of the sales process.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonMethods to Increase Sales: Nailing Your Proof Pointshttps://bit.ly/3Vaflh7How to Tell Impactful Stories | Podcasthttps://apple.co/3Vf0vWpCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Be sure to check out Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/We produce a lot of content on Ascender, our new subscription platform! Twice a month, we hold live events on Ascender. One of those events is Deal Desk, in which sellers like you can ask questions pertaining to deals you're trying to close and any challenges you face with regards to sales execution. Our recent Deal Desk was hosted by Patrick McLoughlin, aka Paddy Mac, Force Management's Senior Director of Consulting & Facilitation. In today's episode, Paddy Mac recaps questions asked in the last Deal Desk, as well as questions frequently asked in Ascender's community section. These questions include:How do I find out who my competition is if my buyer won't tell me?What steps do I take when passed over to procurement?How do I approach selling to younger, less experienced buyers who may be cagey?With company purchases under increased scrutiny, how do I ensure that I am aligned with one of the buying company's top priorities?What if my deal does not close by year's end as intended?Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonEnabling the Internal Sell | Podcasthttps://apple.co/3GS1R5PTwo Sales Negotiation Tactics to Use with Procurementhttps://bit.ly/3vTf9bCWhat to Do When “Do Nothing” is Your Chief Competition in a Sales Opportunityhttps://bit.ly/3Iu0dZgWhat to Do When You're Competing Against Do it Internallyhttps://bit.ly/3VVGEMoCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/In today's difficult sales environment, reeps must ensure that they are aligned with what is most important to their buyers. Force Management Facilitator Marty Mercer walks through ways you may be able to align to a new challenge that your buyers are experiencing, including: Managing disengagement among your customer's employees.Preparing for sales conversations of a nature different from what you are used to.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonHow to Become a Must-Have Solution for Customers in Any Economyhttps://bit.ly/3W0urWKPositioning Value in a Tight Economy | Podcasthttps://apple.co/3jRy3NqCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/We know you're dealing with increased buyer scrutiny in your deals. With tighter budgets, your buyers don't want to purchase a mistake. There's more people looking at where the company is investing its money and that means as a salesperson you need to be audible-ready to position the value of your solution. In this podcast, Tim Caito shares some advice on how to work early to prepare for common sales scenarios that come through when you're facing this challenge, including: How to use the four essential questions to help you with buyer scrutinyHow to prepare for the renewal conversationHow to make sure your internal contacts understand the new process in their own companyHow to make sure you win the decision and the dealHere are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonSelling to Hesitant Customers | Podcasthttps://apple.co/3G1hTKaEssential Questions to Be a Better Salesperson | Articlehttps://bit.ly/3GDPVVbCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/One common scenario that all sellers are likely to face, especially when joining a new company, is inheriting others' accounts. In some cases, you'll follow someone who did a stellar job, and other times, you'll have to pick up the pieces of someone not as successful. Both circumstances pose their own set of unique challenges. John Kaplan shares insights about how to approach joining a new account. He gives advice about:The first steps to take after inheriting an account.The need to be audible-ready to speak to the people already in the account you're inheriting.How to begin developing the relationships you need within the account.What to do when faced with skepticism or hostility from the customer upon your entrance into the account.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonHow to Ensure You're Audible-Ready in Your B2B Sales Conversationshttps://bit.ly/3G3mhIrSelling to Hesitant Customers | Podcasthttps://apple.co/3G1hTKaCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/  Competition comes in varied forms in a sales process and you need to be prepared. When your competition comes knocking, you need to highlight your differentiation. In this episode, John Kaplan discusses ways that you can improve your position in competitive deals. He explains: Why competition is always present in each of your deals. What to do when your buyer tells you that they see value in a competitor's offering. How to equip your Champion to effectively articulate your competitive differentiation.  Here are some additional resources: Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison  Stacking Customer Requirements in Your Favor w/ Marty Mercer | Podcasthttps://apple.co/3FV1w1F  Resources to Help Your Salespeople Enable Champions https://bit.ly/3jdQ0pm  Articulating Differentiation: 5 Ways to Trap the Competition https://bit.ly/3FCDuqC   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/  Outcomes are a critical component to the sales conversation. In a tight economy, people aren't always looking to solve problems—they're looking to drive outcomes. In this podcast, Brian Walsh breaks down the importance of defining outcomes with your customer. He discusses: Why PBOs are critical for each of your deals. Discovering who is responsible for keeping track of PBOs. Moving the conversation from the problems to the outcomes. Building “Positive Business Intent” with your customer to make them realize the value that your relationship adds to their business.  Here are some additional resources: Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison  Three Ways to Improve Your Sales Messaging https://bit.ly/3FS4S5w  Four Ways to Build Positive Business Intent https://bit.ly/3FUue2J   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/  We've fielded numerous questions from reps seeking a new sales role. Some are dissatisfied with their current role, and some feel primed for a new chapter, an opportunity to advance in their career. Whatever the reason, though, there stands one common obstacle: the interview. John Kaplan shares tips for approaching your next sales job interview. He discusses: What sales leaders look for when hiring reps. What you can do right now to prepare for a sales job interview. Interviewing the interviewer: asking the right questions to ensure that you can be successful in the prospective new role. How to get an understanding of the kind of manager you might end up working for.  Here are some additional resources: Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison  How to Use Your Sales Skills in Your Next Job Interview https://bit.ly/3is3L2Y  Interviewing for Your Next Position The Audible-Ready Sales Podcast https://apple.co/3u6IHC1   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Join us for our Ascender LIVE Deal Desk Force Management's Patrick McLoughlin will join us to take on your sales execution questions.  Walk us through specific scenarios on deals you're this close to closing, dig into your MEDDICC steps on a deal, or get feedback on an approach you're using. Whatever it is you're looking to work on, we can use this session to help. Here's the link to register: https://www.ascender.co/deals Submit questions anonymously by emailing Community@Ascender.co.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/  When selling technical solutions, it's easy to get overwhelmed with trying to articulate the features and functions of a solution.How do you demonstrate that you have an informed point of view, without getting bogged down in technical details that steer you away from the value conversations. In today's episode, John Kaplan explains how you can be successful selling technical, complicated solutions while tying them to overarching business issues. He explains: The importance of understanding the challenges facing the buyer—to sit in the buyer's seat. How to get the timing right with regards to “getting in the weeds” of technical discussions. How to attach to the biggest business issue. The need to use the internal resources available to you.  Here are some additional resources: Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison  Why Sales Reps Struggle with Metrics in the Sales Conversation https://bit.ly/3fE11Pi  Sales Best Practices: Attach to the Biggest Business Problem https://bit.ly/3U7Sbs0   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content nearly every day on that platform that helps you operate at an elite level. Subscribers also have access to a community and a curriculum where they can earn selling credentials, including a MEDDICC certification. Check out the platform here: https://my.ascender.co/Ascender/  As you try to set yourself up for success in the upcoming year, it is critical that you get your mind right with regards to pipeline generation. Pipeline is directly related to your personal income and is the most reliable way to make sure you are on track as a seller. In this episode, John Kaplan speaks about taking ownership of your pipeline and treating it as a franchise. He discusses: The need to own your pipeline as opposed to relying on marketing or your BDRs solely to drive pipeline for you. Having a franchise mindset about your pipeline. Making sure that you work for a company that provides you a territory that's proven and can be successful. Not being afraid to ask for help. Here are some additional resources: Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison The Franchise Mindset | Podcast https://apple.co/3UpAlQZ  Building Your Referral Network | Podcast https://apple.co/3U7vZ0X  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/  As a seller, you need to communicate effectively with people throughout an organization - both on the economic and technical levels. That means adjusting your sales conversation to what's relevant to the individual in front of you. In this episode, John Kaplan shares insights that will allow you to swiftly adapt to any type of sales conversation. He gives advice to help you: Prepare for conversations at the executive table. Manage meetings wherein both technical and business buyers are present. Overcome Seller Deficit Disorder. Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind.  Here are some additional resources: Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison  Ascender Sales Topics - Positioning Yourself against the Competitionhttps://youtu.be/YayJtT22TEg  Ascender Course: Getting to the Economic Buyer https://bit.ly/3U6dObH   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career.  Check out the platform here: https://my.ascender.co/Ascender/   As the end of the year approaches, sellers are preoccupied with many things—their deals, their bonuses, maxing out their accelerators, etc. As a result, reps often neglect to plan for the upcoming year. In the haste to “get deals done,” sellers tend to disregard what matters most: pipeline generation. In this episode, Force Management Senior Director of Facilitation Brian Walsh joins us to share tips on how to take advantage of year's end to plan for the upcoming year. He discusses:  Common mistakes sellers make that cause them to be unprepared for the next year. Making the self-commitment to form an operating rhythm around generating pipeline and servicing accounts. Viewing pipeline generation as a team sport and pulling resources that your company offers. Steps that reps can take today to set themselves up for success in the new year.  Here are some additional resources: The Plan to Make the Plan https://bit.ly/3Bze9vP Creating a Franchise Mindsethttps://forc.mx/3FuvR7k Join Ascender: https://my.ascender.co/Ascender/PlanComparison   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career.  Join our Founders Circle here: https://www.ascender.co/  With cold calling, your aim is to turn strangers into paying customers. Outbound Squad CEO and founder Jason Bay joins us to explain how to get your mindset right around being a great cold caller. He discusses:  Taking reps through pattern interruption.  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/   Sellers often find themselves trapped in conversation with one member of the buying company, typically someone involved with technical pain. As a result, reps can lack a fundamental understanding of not only other technical issues, but also overarching business issues, thereby limiting their ability to make their solution relevant in the eyes of the customer. In this episode, John Kaplan explains how to take the next step and move beyond the early stages of a sales conversation. He talks about: The importance of broadening the sales conversation as early as possible. Connecting technical pain to business pain. The need to understand the solution requirements and metrics that will drive the customer's desired business outcomes. How to access key individuals in the buying organization. Here are some additional resources: Selling to More Decision Makershttps://bit.ly/3FehXpF Remember these Phrases to Sell More Dealshttps://bit.ly/3TPQPl6 Finding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3gG8ZHN Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/ We often speak about MEDDICC on this show, and for good reason. It's used by several different sales companies, and if you're selling software, you're almost certainly at least somewhat familiar with it—perhaps your company uses it! But MEDDICC is just as valuable as an individual toolset for reps. We are joined today by our special guest, Force Management Senior Director of Facilitation Brian Walsh, to discuss ways you can get MEDDICC to work for you. We discuss: What MEDDICC is and what it is not. The need to be a voracious qualifier as a seller. The importance of spending your time on high-value selling activities and how MEDDICC qualification helps you to do so. The most common ways that reps misuse MEDDICC. Here are some additional resources: MEDDICC Certification Course on Ascenderhttps://bit.ly/3dpCiNB Using MEDDICC to Drive Revenue Predictabilityhttps://bit.ly/3f4586D Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Who couldn't use more qualified leads in the pipeline? John Kaplan joins Jason Bay, CEO of Outbound Squad for a discussion on How to turn Account Executives into prospecting machines (backed by 3+ decades of experience) THIS WEDNESDAY - October 26th | 1pm ET | 10am PT Register Here: https://forc.mx/3VXCLrp

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/ Outbound sales is in a state of rapid change. Many companies and reps struggle to keep up with the whirlwind of technological advancements to figure out how best to conduct outbound in the current market. Joining us for today's episode is Outbound Squad founder and CEO Jason Bay to discuss how to position yourself for success. He talks about: Current industry trends Novelty weariness and getting back to the basics. Structuring outbound efforts as a small team seeking traction. The benefit in hiring people specifically for outbound. Prioritizing the prospect's priorities over the value of your solution. Outbound Squad is a company that teaches reps how to effectively build pipeline and nail their sales messaging. To connect with Jason, follow this link: Jason Bay - Founder & CEO - Outbound Squad (formerly Blissful Prospecting) | LinkedIn https://bit.ly/3ed0u64 Here are some additional resources: Outbound Squad Podcast Effective Sales Communication: 5 Key Actionshttps://bit.ly/3rzjOxo Tips for Getting Prospects to Take a Meetinghttps://bit.ly/3rE2ozC Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/ Reps like you are always looking for ways to break into a new account. Trying to get into a new account can be stressful for many, but in today's episode, John Kaplan shares valuable insight about how to do so with confidence. He speaks in-depth about: Common mistakes sellers make when pursuing new accounts. The need to question the “why” and “who” when it comes to a prospective company. Using the three Ps—Purpose, Process and Payoff—to persuade the prospect. The value of building your referral network. Here are some additional resources: Your Most Critical Accounts: 4 Questions to Ask  Develop Proof Points That Make an Impact Building Your Referral Network | Podcast Building up Your Referral Business | Ascender Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify , or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/ How do you prepare for your next role, be it in your current sales organization or a different one? This is a question that sales professionals face throughout their careers. In this episode, John Kaplan explains how to be purposeful as you prepare for your next step. He gives advice about: Making the transition to management. Going from a BDR or SDR to an account executive. Preparing for an interview for a job that you haven't done before. Additional steps you can take to progress your career in sales. Here are some additional resources: Essential Questions for Your Next Job Search | Ascender Course   How to Use Your Sales Skills in Your Next Job Interview Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

No one can be everywhere at once and sometimes you can't be in the room where decisions are being made. That's why it's so important that your buyer understands the benefits of your solution. In today's episode, John Kaplan explains how to empower your buyer to be the hero of your sales story. This episode touches on a number of topics, including: Starting your sales story with the end in mind so your buyer is excited for the desired outcome. Attaching the sale to the issue you're trying to solve. Equipping your buyer to sell your solution to others in their organization. Here are some additional resources: How to Tell Impactful Stories The Audible-Ready Sales Podcast | Podcast  Finding the Business Pain w/ John Kaplan | Podcast  Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/ Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/ People with confidence and conviction truly believe that what they do matters, no matter their line of work. For that confidence to translate into success, there must be passion and a sense of purpose for what you do. John Kaplan explains why sellers like you need to tap into the belief that your job matters, and he shares what you can do to have the confidence and conviction to be elite. Here are some additional resources: Sales Best Practices: Attach to the Biggest Business Problem Overcoming Sales Challenges: Change the Decision Criteria How to Improve Qualification in Your Sales Organization Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management has launched our new product: Ascender. It is a platform 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 similar nature every day with insights that will help you to level up in your sales career. Join our Founders Circle here: https://www.ascender.co/ 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 | Podcast The Mindset You Need to Hit Your Number w/ John Kaplan | Podcast  Set A Results-Driven Sales Planning Mindset Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Solution requirements are a critical component of every deal you sell. These are things that must be in place in order for a buyer to achieve their desired outcomes, and they exist with or without your solution. In today's episode, John Kaplan explains the importance of recognizing your customer's solution requirements and what to do with that knowledge. You will learn how to: Bridge the customer's current state to their desired future state. Position your value in a way that influences the customer's requirements. Ask great discovery questions that show your customer how your solution is needed to solve their business issues. Here are some additional resources: How to Stack Customer Requirements in Your Favor The Missing Link Between Your Differentiation and Your Buyers  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

We've done a number of episodes about what to do in a tightening economy and how to overcome economic headwinds. In this episode, we focus specifically on the need to position value early on in the sales process and how doing so can help you in more challenging sales cycles where companies are increasingly reluctant to spend. Force Management Senior Partner Tim Caito gives several helpful pointers on how to reframe your value, particularly during periods of economic turbulence. Tim's advice covers: The importance of viewing difficult economic times from the perspective of customers Emphasizing the value of your expertise rather than that of your solution Uncovering a buyer's strategic priorities and reframing your solution's value accordingly Four critical questions about the customer's decision process to ask yourself as you move deals forward Here are some additional resources: Reframing Your Buyer Message for What's Happening Right Now The Most Powerful Tool for Your Sales Organization: What is a Value Framework? Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

With the distractions present in today's world, making an effort to maintain buyer focus is more important than ever. Keeping your customers engaged is particularly crucial during economic downturns, when businesses and individuals alike are hesitant to spend the way they normally would. In this episode, John Kaplan sheds light on how to keep your customers focused when they may be wavering. John shares insight about: The importance of having an outside-in mentality Articulating your solution's value in alignment with your customer's needs Getting your customer emotionally connected to their mission-critical problems Reengaging a prospect after they've gone dark Here are some additional resources: Keep the Focus on Your Buyer in Your Sales Process Strike A Balance – Align to the Buyer Without Losing Control of Your Deal  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

There is a motor that all great salespeople possess. It comes down to the tenacity they have to do the job well, a focus on their customer's success and an overall accountability. The great thing about sales is it's something you can work at. With sales as a profession, we're often only limited by the amount of work we are able to put in. That's why Force Management is launching our new product - a platform solely for salespeople who own a quota. Anyone can subscribe. In this episode, John Kaplan and Rachel Clapp Miller talk through Force's new product.  Get on the waitlist to join our Founders Circle: https://www.ascender.co  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Maybe you've hit a bit of a slump. Perhaps you've been down on your luck lately. You are not alone—as sellers, it's disheartening when nothing seems to be going our way. It comes with the territory. How do you counteract a slide in fortune? John Kaplan shares some spirit and insight regarding steps to take to get out of a slump. Here are some additional resources How to Determine Where Your Sales Team is Struggling the Most Overcoming Sales Challenges: Change the Decision Criteria Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

There is always the possibility of a recession or financial downturn. During such times, companies are inclined to tighten their budgets, which may make salespeople like you nervous, to say the least. How do you sell effectively when your customers are focused on minimizing unnecessary costs and reevaluating their current budget line items? Get customer focused. People buy for three reasons: your solution will increase revenue, decrease cost, or mitigate risks. In this episode, John Kaplan shares how to align your solution with big business issues that will drive urgency from buyers. Here are some additional resources Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative Get Busy: Advice for Salespeople w/ John Kaplan | Podcast Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Sellers must understand the more detail-oriented technical pains as well as the wider-ranging business pains of a customer's organization. Elite salespeople are able to balance both worlds. You should be able to speak with those involved with the operational aspects of a company, learn their pain through effective discovery, and then move up and tie those technical pains with business issues that will catch the attention of C-level executives. In this episode, John Kaplan explains in depth the differences between technical and business pains, how elite sellers connect the two, and the importance of getting customers to put on their coat of pain. Here are some additional resources Enable Your Salespeople to Help Buyers Stand in the Moment of Pain https://bit.ly/2ZEoRgI Finding the Business Pain w/ John Kaplan | Podcast https://apple.co/3IjzrRb Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

All sellers occasionally go through rough periods. Maybe you've had some bad breaks or customer shake-ups. John Kaplan explains why you might be losing and offers suggestions for how to move forward after low periods, including attaching to the prospect's biggest business issues, influencing decision criteria with your differentiation, and having reliable Champions and Coaches to support your opportunities. Here are some additional resources Enable Managers to Make an Impact on Future Deals Using Win/Loss Insights  Sales Best Practices: Attach to the Biggest Business Problem  Overcoming Sales Challenges: Change the Decision Criteria  Beyond the Win/Loss Data with Tim Caito | Video   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Both sellers and buyers today recognize the power of testimonials when it comes to influencing customers to purchase a product or service—it's ingrained in our society. However, it may be difficult for reps to determine where exactly they fit in when it comes to testimonials. What is your role? John Kaplan explains how to effectively leverage testimonials in a sales process to maximize the success and size of your deals. Here are some additional resources Four Ways to Use Customer Testimonials in Your Sales Process Maximize the Effectiveness of Proof Points in Your Sales Conversations Develop Proof Points That Make an Impact Methods to Increase Sales: Nailing Your Proof Points  Maximize the Effectiveness of Proof Points w/ John Kaplan | Podcast Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .

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 other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Hear the practices that the most elite salespeople exhibit. John Kaplan joins us to highlight must-execute action steps for sellers including: expanding your referral networks, defining buyer metrics, influencing decision criteria, getting multi-threaded in your sales approach, and asking for help. Take your sales career to the next level. Use these action steps. Here are some additional resources Why Sales Reps Struggle with Metrics in the Sales Conversation Your Most Critical Accounts: 4 Questions to Ask Sales Best Practices: 5 Ways to Prepare for Your Next Sales Meeting Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

When you work for someone else, much of your day to day can be out of your control and power. So, how do you take ownership of that which you can control? In this episode, John Kaplan explains the importance of owning your success and shares tips on how to put yourself in a position to succeed as a sales rep. Plus, as promised, here is the definition of a floppy disk for our younger listeners: a thin plastic disk coated with magnetic material on which data for a computer can be stored (Merriam-Webster). If you have any ideas for future episodes, send them to Rachel at rclapp@forcemanagement.com. Here are some additional resources How to Ensure You're Selling for a Great Company (forcemanagement.com) How to Make Sure You're Working for Great Companies | Podcast Building an Accountable Culture | Podcast Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Changes in leadership commonly take place during the sales process. Although disruptive, they are an occurrence for which preparation is key. How do you ensure that new leadership recognizes the value of your solution and gets behind it? John Kaplan shares how to respond to changes in leadership depending on where you are in the sales process. Here are some additional resources: Articulating Differentiation: 5 Ways to Trap the Competition Aligning Differentiation to Your Buyer | Podcast Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Everybody knows about the need to build their referral network, but very few people talk specifically about how best to do so. Many sellers are uncomfortable asking for referrals. How do you request a referral without coming off as pushy, or even desperate? Force Management Facilitator Antonella O'Day joins us to share tips for building your referral network, including how and when to ask for referrals. Here are some additional resources: Don't Forget These Key Steps to a Value-Based Sales Conversation Valuable Customer Meetings | Podcast Getting into a new opportunity | Podcast Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As a seller, it's not uncommon to feel overwhelmed by the numerous methodologies, tactics and processes that you are given to follow. How do you pull everything together fluidly without feeling as though you're mindlessly piling on process after process? John Kaplan breaks down how to simplify all of these tools into a single, swift selling motion. Here are some additional resources: The Audible-Ready Sales Podcast: How to Make Sure You're Working for Great Companies w/ John Kaplan on Apple Podcasts Four Questions Every Sales Organization Needs to Answer Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

We often focus on asking two-sided, open-ended discovery questions to learn about prospective customers. However, there is little value in asking these questions if you are unable to listen effectively. How can you improve your listening in sales conversations? Force Management Facilitator Marty Mercer joins us to share insight on how to follow up great questions with active listening. Here are some additional resources: 3 Skills to Improve Your Sales Conversations Effective Sales Communication: 5 Key Actions Why Your Active Listening Skills Are Crucial to Hitting Your Number How to Ensure You're Audible-Ready in Your B2B Sales Conversations Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

When selling a solution, you want to align with wide-ranging corporate initiatives and not just departmental one-offs. Many reps struggle to not only identify, but also align with company-wide initiatives that buyers are navigating with inside of their organization. John Kaplan explains how to recognize a corporate buyer and align your business outcomes with their pain points and other business issues. Here are some additional resources: Three Common Sales Challenges and What to Do About Them How to Get Higher in Your Prospect's Organization  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Sellers often hear from prospective customers that they have too much going on and thereby cannot take on a solution. When you've got numbers to hit, how do you get a prospect to prioritize your solution over the other initiatives they are considering? John Kaplan joins us to share how best to align your solution with the business issues that matter most to a customer. Here are some additional resources: https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internally  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Join the Force Management Team! Opportunities at all levels and in various departments. If you're interested email Rachel at: rclapp@forcemanagement.com See all of our open positions here: https://www.forcemanagement.com/careers

It takes conviction to lead a sales organization to the next level. What can you focus on to help your sales organization deliver results? Dig deep into the mind of the Chief Commercial Officer (CCO). John Kaplan goes one-on-one with Paul "PK" Kleinschnitz, CCO at BlueVoyant, an end-to-end internal and external cyber defense platform. PK digs into key areas of focus for leaders around: How leaders are driving alignment with their buyers today Building a sales culture that's focused on individual and company growth Key factors to incorporate into your sales transformation initiative How to Lead From the Front to achieve critical company objectives   BlueVoyant is hiring, more here: https://www.bluevoyant.com/careers/ Here are some additional resources: More about PK More about BlueVoyant New to the VP of Sales role: Road Map for Sales Success   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As you navigate sales conversations with multiple stakeholders in an organization, understanding the internal, political landscape is critical. One move can make or break your deal. How do you do it without appearing like you're going around someone or above their head? John Kaplan shares best practices to implement into your approach. Here are some additional resources: Why Sales Reps Struggle with Metrics in the Sales Conversation (the M & the W) How to Get Higher in Your Prospect's Organization Navigating the Decision Process With Multiple Buyers  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

In the quest to hit the number, sellers can find themselves challenged with knowing when to walk away from a deal. Save this episode as a reminder when you need it. John Kaplan joins us to detail how to ensure you're spending your time on the right opportunities for your business and your buyer's business. Here are some additional resources: How to Reignite Stalled Deals Why Your Deals Are Taking Too Long Finding the Business Pain  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

There's not a salesperson out there who doesn't want more wins and bigger deals. The most elite salespeople are strategic about how they align their solution's differentiation to their buyer's needs and as a result, they're able to win more, high-value accounts. John Kaplan shares, where most reps are challenged when it comes to differentiating their solutions and the skills these reps can focus on to significantly improve their bottom line.  Here are some additional resources: Stacking Customer Requirements in Your Favor  Helping Buyers Reach Their Own Conclusions  The Missing Link Between Your Differentiation and Your Buyers   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

The idea of persuasion can give salespeople a bad rap. Instead, flip the script. The best sellers don't persuade customers, they let customers persuade themselves. John Kaplan joins us to detail how you can get your buyer to come to their own conclusions in a way that steers the opportunity in your favor. Here are some additional resources: Improve Your Active Listening Skills Helping Buyers Reach Their Own Conclusions Getting Comfortable with Uncomfortable Conversations Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

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 out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Much like progressing a deal, as you progress in your sales career, being able to position your sales skills in those interviews can help you differentiate yourself, and win the role. John Kaplan explains how to position yourself as a buyer-focused salesperson and what to look for in the company that you're interviewing for to ensure you can be successful. After the conversation, leave us a comment on LinkedIn. Share with us, “What was that one thing that made you qualify out a company you were interviewing for?” Here are some additional resources: How to Use Your Sales Skills in Your Next Job Interview How to Ensure You're Selling For A Great Company Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management is launching a new podcast. Revenue Builders is hosted by John McMahon and John Kaplan. They'll interview C-suite leaders, PE/VC leaders and executives who've been there, done that and delivered results. It's coming to you every Thursday and today we're giving you a sneak peek of what to expect. Subscribe here: https://www.forcemanagement.com/revenue-builders-podcast  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

If you want to be a great manager, it takes a different skillset than what it takes to be a great seller. After all, being a great player of the game doesn't guarantee you'll be a great coach. Our own Patrick McLoughlin is passionate about building valuable sales coaches. His “Manager Tip of the Day'' gets a lot of attention on LinkedIn so we decided to have him share his most popular tips for sales managers in this podcast. Here are some additional resources: Leadership Insights to Share With Your Front-line Managers Coaching Your Teams [Podcast] Meet the Facilitator: Patrick McLoughlin Connect with Patrick McLoughlin on LinkedIn  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.