
The Audible-Ready Sales Podcast
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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. We'll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and..
The Audible-Ready Sales Podcast
8h ago
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 Sell
https://apple.co/3qFc11E
Getting Comfortable with Uncomfortable Conversations [Podcast]
h ..read more
The Audible-Ready Sales Podcast
6d ago
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 ..read more
The Audible-Ready Sales Podcast
2w ago
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
Pre ..read more
The Audible-Ready Sales Podcast
3w ago
As with all aspects of selling, sufficient preparation is a prerequisite to successful negotiation. In today’s episode, Tim Caito shares the key points of negotiation prep for reps to focus on. He discusses:
Starting your negotiation process early.
Recognizing and dealing with customer anchors, and laying anchors of your own.
Establishing your give–get strategy.
Providing the customer with multiple options.
Here are some additional resources:
Get MEDDICC Certified on Ascender!
Negotiation Foundation & Mindset | Ascender Course
Preparing for and Engaging in Virtual Meetings | Ascender C ..read more
The Audible-Ready Sales Podcast
3w ago
Whether you're the top rep looking for even greater heights or someone looking to improve, you need a plan for success. And, you need to put it in motion now.What is your plan to make your plan this year?
Force Management’s Co-Founder John Kaplan has been on all sides of this journey as a rep, sales leader, and top-tier trainer. He joins our Ascender team for a practical conversation on how to improve your sales execution right now. We'll cover how you can gather and analyze, plan and strategize, and then organize and execute your way to your best year yet.
We're giving away a one-hour coach ..read more
The Audible-Ready Sales Podcast
1M ago
With the extensive attention from leadership directed toward the planning of sales kickoffs, the need to focus on what’s to follow too often gets lost. Today, John Kaplan joins Rachel for a discussion on the incumbency of managers leading SKOs to dispense the knowledge, skills and cultural spirit to spark enthusiasm and a drive for success amongst employees in attendance. In the process, he also insists upon the need for sales reps to have a gameplan, as he puts it, “after the hoopla” of the SKO.
Speaking of John Kaplan, you don’t want to miss our upcoming live Ascender Insights special, “The ..read more
The Audible-Ready Sales Podcast
1M ago
There often comes a point in deals when it’s best for all parties to go their separate ways. Today, Antonella O’Day joins Rachel to discuss the key indicators that you should walk away from a deal and how to do so tactfully. She talks about:
Evaluating whether or not you can be successful in solving the customer’s problems.
The number one reason why deals stall.
The importance of tangible Customer Verifiable Outcomes to indicate the customer’s interest throughout the deal.
Using the letters of MEDDICC to gauge your progress in a deal.
Walking away from a deal on terms that leave the door open ..read more
The Audible-Ready Sales Podcast
1M ago
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 yourself
How 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 ..read more
The Audible-Ready Sales Podcast
1M ago
Are you set up for success this year? Antonella O’Day walks through some key areas of focus as you come up with your own plan to make your plan this year. She covers ways to:
Analyze trends from the past year and the competitive landscape.
Set personal targets for 2025 based on data and personal experiences from 2024.
Identify ideal customers and new growth opportunities.
Reflect on past mistakes and successes to inform future strategies.
Upcoming Webinar: Join John Kaplan for a webinar on "The Plan to Make the Plan" on Thursday, January 23rd. One lucky attendee will win a one-on-one ..read more
The Audible-Ready Sales Podcast
1M ago
Our own John Kaplan tells his own story of a time when he had to decide what it meant to be uncommon. It’s the story that brought the often-heard phrase, “Who’s doing this?!” that many of you have heard in our Command of the Message® training. This episode is meant to bring you some motivation and inspiration as you focus on this month, this quarter and this year.
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 car ..read more