Today, Force Management facilitator Jim “Pouli” Pouliopoulos joins Rachel to talk about finding the right mindset as a new sales rep. He advises prioritizing process over outcome when starting out, maintaining a growth mindset, and staying focused on trying to help prospects personally and professionally. Pouli also shares tips on overcoming common struggles faced by new sellers, such as a lack of clarity and fear of rejection.Check out Pouli’s book, How to Be a Well Being, and connect with him on LinkedIn.Here are some additional resources:Get MEDDICC Certified on Ascender!Active Listening | Ascender CourseObjection Handling | Ascender CourseDeepen Your Discovery | Ascender CourseTraining the Seller’s Brain for Positivity | Ascender ArticleAsking for Help | Ascender VideoDealing with Rejection in Sales | PodcastCarefrontation | 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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20:59
Competing initiatives: Moving Your Deal Forward
Enjoy this replay of a great episode with John Kaplan. 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-internallyCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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8:12
Questions to Ask About Your Deal
Today, Antonella O’Day joins Rachel to discuss questions that reps can ask themselves to maximize their ability to qualify deals. These questions, among other benefits, will provide reps with clarity on whether you understand the customer’s business problem, whether the customer understands your solution’s differentiation, and how best to make use of your Champion in the qualification process.Here are some additional resources:Get MEDDICC Certified on Ascender!Lead Qualification | Ascender CourseAchieving a Collective Yes | Ascender CourseHow to Ask Questions that Highlight Your Solution’s Differentiation | Ascender ArticleHow to Convince Your Customer to Take Action in Your Sales Process | Ascender ArticleHow to Compete Against “Do It Internally” in the Sales Process | Ascender ArticleHow Do I Get My Customer to See the Importance of My Differentiation? | Ascender VideoWhen Customers Want to Do It Themselves | Podcast• Competing Against Other Priorities | 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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15:11
Differentiation
Enjoy this replay of a great episode with John Kaplan. 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 FavorHelping Buyers Reach Their Own ConclusionsThe Missing Link Between Your Differentiation and Your BuyersCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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15:44
Communicating Customer Needs Internally
Today, Tim Caito joins Rachel to discuss how to communicate the needs of the customer internally, centering the conversation around three high-level concepts: the external sale, the internal sale, and achieving an ideal outcome using two-way guidance. In the course of the episode, he shares best practices on gathering necessary customer and internal requirements, finding the right balance between the customer’s view of a great outcome and that of your company, aligning with the customer’s Decision Criteria, and overcoming common internal bottlenecks.Here are some additional resources:Get MEDDICC Certified on Ascender!Aligning Sales Planning and Execution Disciplines | Ascender CourseCreating a Political Advantage | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseNegotiation Foundation & Mindset | Ascender CourseKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender ArticleAligning to Win | Ascender ArticleHesitant Buyers? Aligning Your Solution to Corporate Initiatives | Ascender ArticleOur Best Content on Decision Criteria | Ascender ArticleEnabling the Internal Sell | PodcastNavigating Anchors and Trades in Sales Negotiation | PodcastAligning with Corporate Initiatives | 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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