Go High, Go Low – Adjusting Your Sales Conversation
Enjoy this replay of a great episode with John Kaplan. 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/PlanComparisonAscender Sales Topics - Positioning Yourself against the Competitionhttps://youtu.be/YayJtT22TEgAscender Course: Getting to the Economic Buyerhttps://bit.ly/3U6dObHCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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Selling in a New Category
Enjoy this replay of a great episode with Brian Walsh. 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.
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Building an Accountable Culture
Becoming elite as a sales organization demands a culture of accountability. A great sales planning process combined with a voracious qualification process builds an ecosystem of accountability across large-scale sales organizations. John Kaplan shares what these companies implement to foster a culture of accountability, detailing key steps for leaders and reps to take. Here are some additional resources:Set A Results-Driven Sales Planning MindsetDevelop a Sales Franchise MindsetHow to Improve Qualification in Your Sales OrganizationCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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Tips for Managing Your Time
In today’s episode, John Boney joins Rachel to share his best advice on time management as a sales rep. He highlights the importance of operating with a mindset of ownership over your territory, discusses the calendar management habits of elite sellers, explains how to balance current deals with pipeline generation, and urges reps to sell proactively rather than reactively. He also advises managers on adding value to teams while avoiding micromanagement.Here are some additional resources:Get MEDDICC Certified on Ascender!Actionable Account Planning | Ascender CourseEffective Opportunity Coaching Sessions | Ascender CourseFive Things to Help You Uncover New Business Opportunities | Ascender ArticleSales Managers: Test Your Reps’ Ability to Compete in Deals | Ascender ArticleAre You Owning Your Success As a Salesperson? | Ascender VideoThe Franchise Mindset | PodcastBuilding a Rhythm Around Pipeline Generation | PodcastHow to Uncover Buyer Needs | PodcastVisit 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
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Action Steps When You Inherit Accounts
Enjoy this replay of a great episode with John Kaplan. 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.
The Audible-Ready Sales Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies increase revenue, improve sales margins and gain market share. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
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