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 sal...
Salespeople frequently find themselves stuck with a single contact in a buying company, unable to engage departments necessary to a successful close, locked at a standstill. In today’s episode, John Kaplan explains how to multi-thread in a way that enlarges a company-wide understanding of the gravity and relevance of a technical issue and convinces all people involved of their responsibility and capability to work toward a successful solution.Here are some additional resources:Get MEDDICC Certified on Ascender!Creating a Compelling Business Case | Ascender CourseGetting to the Economic Buyer | Ascender CourseChanging Your Approach with Procurement | Ascender CourseThe Importance of Multi-Threaded Selling | Ascender ArticleSell Solutions, Not Products | Ascender ArticleGetting to “We Need to Fix This Now” | Ascender ArticleUsing Empathy in Your Sales Conversations | Ascender ArticleExpanding the Sales Conversation | PodcastBeing Confident in Your Selling Process | PodcastMaking the Case to the CFO | 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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13:14
Selling to More Experienced Professionals
Enjoy this replay of a great episode with John Kaplan.If you’re finding yourself new to a selling role and trying to sell to more experienced executives and professionals - this is a podcast for you. If you’re leading a team of greener reps, share this one with them. John Kaplan shares how to prepare for conversations with experienced buyers in a way that will drive success and help you feel less intimidated going in. Great selling, is great selling, no matter your experience or background. Tune into this episode to hear tips and actions you can take right now. Here are some additional resourcesFinding Success with Procurement [Podcast]https://apple.co/3ARsxO0Overcoming the Seller Deficit Disorder [Article]https://bit.ly/3k2HwhlWhy are you talking? [Podcast]https://apple.co/3CVvgrOFour Essential Questionshttps://bit.ly/3maU5d3Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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18:53
You Told Me
Negotiating power is an invaluable currency in sales, one that gives you the leverage to move toward achieving a desirable outcome. As you approach the end of a sales process, the work you’ve done previously to establish yourself in a solid negotiating position determines the quality of the deal you’ll eventually land. Today, Tim Caito joins Rachel to discuss the importance of taking the right steps throughout the lifetime of the deal to set yourself up for a successful close.Here are some additional resources:Get MEDDICC Certified on Ascender!Negotiation Mindset | Ascender CourseAchieving a Collective Yes | Ascender CourseCreating a Political Advantage | Ascender CourseOur Best Content on Decision Criteria | Ascender ArticleUsing Multiple Options in Your Sales Negotiations | Ascender ArticleKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender ArticleAnchors and Give-Gets | PodcastThe Right Mindset for Sales Negotiations | 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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31:11
Responding to an RFP
Enjoy this replay of a great episode with Brian Walsh.Responding to RFPs is often inevitable in many selling organizations. How do you respond in a way that gives you an edge? Brian Walsh joins us to share the importance of assessing your position and details how to determine an impactful response. He covers what to ask yourself as you qualify the opportunity, define your competitive position, and strategize around the right next steps.Here are some additional resources:Differentiate How You Sellhttps://apple.co/3qFc11EGetting Comfortable with Uncomfortable Conversations [Podcast]https://apple.co/3HerprLExecuting Great Discoveryhttps://apple.co/3dSpXi6Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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36:57
How to Stand Out as a Seller
There’s as much differentiation in how you sell as in what you sell, and standing out as a sales rep requires you to exhibit those special characteristics uncommon amongst your peers. Establishing differentiation is a tricky task, however, so today John Kaplan teaches how to simplify the process with ideas enactable by a mindset of open-mindedness, empathy for the customer and their needs, and conviction in the importance of what you have to offer.Here are some additional resources:• Get MEDDICC Certified on Ascender!• Solution Mapping to Create Strong Value Propositions | Ascender Course• Preparing for and Engaging in Virtual Meetings | Ascender Course• Making Sure the Customer Understands Your Differentiation | Ascender Video• Rise Above the Noise | Ascender Video• Overcoming Seller Deficit Disorder | Ascender Video• Preparing for Sales Conversations | Ascender Video• Tips for Active Listening | Podcast• Articulating Value and Differentiation After the Sale | 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
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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