Episódios
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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.Keeping abreast of your standing with the customer and observing their level of engagement in conversations.
Here are some additional resources:
Get MEDDICC Certified on Ascender!Discovery Process | Ascender CourseDeepen Your Discovery | Ascender CourseThe Currency of Value | Ascender ArticleArticulating Value and Differentiation After the Sale | PodcastOwn the Next Step in Your Sales Meetings | PodcastClosing the Sales Conversation | Podcast
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 standing of your deal among the customer’s other priorities.Maintaining relationships with key individuals in an account to achieve broader buy-in.Remaining on the lookout for red flags indicative of an unvalued solution.
Here are some additional resources:
Get MEDDICC Certified on Ascender!Achieving a Collective Yes | Ascender CourseAscender’s Best Content on Champions | Ascender ArticleRise Above the Noise | Ascender VideoHandling Competing Initiatives | Podcast
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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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 importance of a quarterly value review.
Here are some additional resources:
Negotiation Mindset | Ascender CourseMaking QBRs Valuable | PodcastAnchors and Give-Gets | PodcastThe Right Mindset for Sales Negotiations | PodcastShifting the Negotiation Away From Price | PodcastNegotiating Value – Presenting Multiple Options | PodcastHow to Use “Most Likely Alternatives” to Improve Sales Execution | Podcast
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 “do nothing.”
Here are some additional resources:
Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseDealing with the Competition | Ascender VideoRise Above the Noise | Ascender VideoThe Coat of Pain | Ascender VideoMaking Your Competitor Nervous | Ascender Article
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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/42AXxAZGet MEDDICC Certified on Ascender!https://rb.gy/skge08Deepen Your Discovery | Ascender Coursehttps://rb.gy/k1ygvpEarning the Right | Ascender Videohttps://rb.gy/bk2tcwTwo Questions That Will Improve Your Sales Conversation | Ascender Articlehttps://rb.gy/58dyg1Ascender’s Best Content on Decision Criteriahttps://rb.gy/daait9
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 requirements that a competitor is better equipped to fulfill.
Here are some additional resources:
Get MEDDICC Certified on Ascender!Navigating the Competitive Landscape | Ascender CourseExpand Your Understanding of the Competition | Ascender CourseAscender’s Best Content on Decision CriteriaMaking Sure the Customer Understands Your Differentiation | Ascender VideoStacking Customer Requirements in Your Favor w/ Marty Mercer | Podcast
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 Traps | Ascender LiveKey Things to Remember About MEDDICC | Ascender ArticleMaximizing MEDDICC Results | Force Management eBook
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 Your Understanding of the Competition | Ascender Coursehttps://rb.gy/pckpr1Moving Buyers to Action | Ascender Articlehttps://rb.gy/353bvjWhen Leadership Changes in Your Prospect Account | Podcasthttps://rb.gy/hjuvep
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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/gu9n8y
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 jumphow best to communicate your wish to be a managerwhat 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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 with the customer.
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. -
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 some additional resources:
Get MEDDICC Certified on Ascender!https://rb.gy/skge08Rise Above the Noise | Ascender Videohttps://rb.gy/3iq0v1Dealing with Hesitant Buyers | Ascender Videohttps://rb.gy/2qi7ebSelling to the CFO w/ Jim Kelliher | Ascender Insightshttps://rb.gy/0ne41jLeading Through Economic Challenges with Murray Demo | Revenue Buildershttps://rb.gy/kow7b2
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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/skge08Preparation | Ascender Videohttps://rb.gy/o9awy8Take the Stairs | Ascender Videohttps://rb.gy/uyncsl
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. -
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/skge08Dealing With Changes in Leadership | Ascender Articlehttps://rb.gy/n4u94aThanking Your Champion | Ascender Articlehttps://rb.gy/yom5uu
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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/skge08Essential Questions for Your Next Job Search | Ascender Coursehttps://rb.gy/l24m3hFive Resources to Help You Find the Right Sales Job | Ascender Articlehttps://rb.gy/j7x0jzBuilding a Rhythm Around Pipeline Generation | Podcasthttps://rb.gy/91w6c4
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 yourselfHow 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. -
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 | Podcasthttps://apple.co/3CLUoU8The Mindset You Need to Hit Your Number w/ John Kaplan | Podcasthttps://apple.co/3AAMHNQSet A Results-Driven Sales Planning Mindsethttps://bit.ly/3RdeSJY
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. -
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’re crafting the career that makes you the happiestHow you can assess your current career path in a way that drives changeWhy you should ditch New Year’s ResolutionsHow to balance money and motivation
Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867X
Connect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/
Here are some additional resources:
Training the Seller’s Brain for Positivity | Ascender Articlehttps://rb.gy/kv3k7Five Ways to Find Positivity in a Challenging Sales Environment | Ascender Articlehttps://rb.gy/lxatf
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
For our 200th episode, John Kaplan gives a rundown of five habits of elite sellers.
Here are some additional resources:
Take the Stairs | Ascender Videohttps://rb.gy/s6qqxTake Ownership of Your Success | Ascender Videohttps://rb.gy/ijen6Preparation | Ascender Videohttps://rb.gy/g7q3rLet Go of the Excuses | Ascender Videohttps://rb.gy/qxz41Confidence and Conviction | Ascender Videohttps://rb.gy/de1e7Creating a Franchise Mindset | Podcasthttps://rb.gy/u6btt
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. -
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 importance of distinguishing the customer’s MLAs from the seller’s MLAs.How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.
Here are some additional resources:
Get MEDDICC Certified on Ascender!https://rb.gy/jbilm1Negotiation 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/66boscPreserving Margin When Budgets are Tight | Force Management Articlehttps://rb.gy/neehic
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 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/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website. - Mostrar mais
