Force Management

Today, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers:The significance of non-verbal communication.Emotional awareness.“The power of the pause”—giving the customer space to think and speak.Her “above the line/below the line” strategy for active listening.Here are some additional resources:Discovery Process | Ascender Coursehttps://rb.gy/16rlaDeepen Your Discovery | Ascender Coursehttps://rb.gy/vw0y6Active Listening | Ascender Coursehttps://rb.gy/n4ky3Showing Empathy | Ascender Videohttps://rb.gy/byntucDifferentiate Your Call Follow ups | Ascender Articlehttps://bit.ly/3EffJogWhat We Heard: Owning the Next Steps | Podcasthttps://bit.ly/3KTPiIxVisit 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: ht

No matter the size of your team, it is important that you lead in a way that motivates action. Today, Brian Walsh explains how to lead with purpose. He discusses:Building active consensus as a leader.The need to provide the ‘why’ and communicate the ‘how’.Leading from the front and holding people accountable.Mistakes that leaders often make when trying to lead with purpose.Here are some additional resources:Five Resources to Help You Lead a Stronger Sales Team | Ascender Articlehttps://rb.gy/rnko4The Team | Ascender Videohttps://rb.gy/33806Visit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Tim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about:Why the right negotiation mindset is so vital.Why negotiation is an ongoing process that doesn’t end once the deal is closed.Approaching internal negotiations versus external negotiations.Keeping the customer focused on value rather than price.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwBusting the Myths of Sales Negotiation | eBookhttps://rb.gy/5wttjNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiVisit 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/P

In this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses:Getting your buyer to rethink the way to address their problems after you’ve entered the account later on in their decision process. (01:34)What to do if you don’t have access to the Economic Buyer. (9:26)How to identify and develop a Champion. (14:12)Here are some additional resources:Getting to the Economic Buyer | Ascender Coursehttps://rb.gy/sqo9aValidating Champions | Ascender Coursehttps://rb.gy/wlanlEssential Questions to Help You Become a Better Salesperson | Ascender Articlehttps://rb.gy/1s69lThe Outcome Conversation | Podcasthttps://rb.gy/sn7qlVisit 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/Subscrib

Regardless of the emphasis you place on value, your customer might fixate on price in the late stages of the deal. Tim Caito joins Rachel to discuss steps you can take to shift the focus away from price and back on the value of your offering. He goes over:Why your customer fixates on price.The three words to refocus your customer on value.The value of presenting multiple options.How a Champion can help you navigate the tricky late stages of a deal.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiVisit 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.as

Even the most elite of reps know they can’t always go it alone. Brian Walsh joins us to discuss the merits of asking for help. He goes over:Bringing in the right resources at the right time.Helping others to help you.Using your company’s documented engagement process.Using the help you receive to level up your own skills.Here are some additional resources:Asking for Help | Ascender Videohttps://rb.gy/6gz4rWhat the Best Salespeople Do | Podcasthttps://rb.gy/ga35nVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Gaining commitments is an important component to moving a deal forward in a timely manner. Antonella O’Day shares best practices to help you obtain buy-in for critical parts of your deal. She discusses:Gaining time commitments.Getting the other party to engage further.Obtaining commitment from a Champion for access to key individuals in the buying company.Here are some additional resources:Gaining Commitments | Ascender Coursehttps://rb.gy/xbak6Preparing for and Engaging in Virtual Meetings | Ascender Coursehttps://rb.gy/l1fs7Earning the Right | Ascender Videohttps://rb.gy/tne47Visit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Po

For this episode we’ve pulled together some of the most helpful insights from our experts at Force Management regarding executing successful sales calls. We feature snippets from Antonella O’Day, Brian Walsh, and John Kaplan.Here are some additional resources:Effective Pre-Call Planning | Ascender Coursehttps://bit.ly/43TKcmXPreparing for and Engaging in Virtual Meetings | Ascender Coursehttps://bit.ly/43nqekxRep Operating Rhythm | Ascender Coursehttps://bit.ly/3M7GdgxShifting Your Sales Mindset | Ascender Coursehttps://bit.ly/3pmHOG4Own the Next Step in Your Sales Meetings | Podcasthttps://bit.ly/3oNgSjbHow to Tell Impactful Stories The Audible-Ready Sales Podcast | Podcasthttps://apple.co/3Bq1UCU5 Things to Do Before Your Next Sales Conversation | Podcasthttps://apple.co/3ajqZB8Visit 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 care

For this episode, Tim Caito joins us to explain how and why you should present your buyer with multiple options during the sales process. He talks about:The mindset you need to be a great sales negotiator.Keeping the focus on value.How presenting multiple options in the right way can help you avoid falling into Seller Deficit Disorder.Helping your customer feel that they are making the right decision.Here are some additional resources:Managing Negotiation Objections and Tactics | Ascender Coursehttps://rb.gy/vchhrObjection Handling | Ascender Coursehttps://rb.gy/6fdu2Five Takeaways About Your Negotiation Process | Ascender Coursehttps://rb.gy/7zpqfKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Articlehttps://rb.gy/jpdciHow to Move Your Sales Negotiations Away From Price | Ascender Articlehttps://rb.gy/pc73lThe Seller Deficit Disorder | Ascender Articlehttps://rb.gy/itmg6Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales P

We receive numerous questions about Champions on our online platform Ascender. Patrick McLoughlin joins us for today’s episode to answer several of them. He goes over:The definition of a Champion.The best time to start building a Champion, and where to look for one.Nurturing your relationship with a Champion.How to turn a Coach into a Champion.Using your Champion to push toward a Collective Yes.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://rb.gy/hqpksValidating Champions | Ascender Coursehttps://rb.gy/qaw0iAchieving a Collective Yes | Ascender Coursehttps://rb.gy/hgkbsAscender’s Best Content on Champions | Ascender Articlehttps://rb.gy/s05ylCommon Deal Questions | Podcasthttps://rb.gy/h90voVisit 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.ascende

This episode is for those seeking a new sales role. Antonella O’Day joins us to share considerations for your job search. She discusses:How to know when it’s time to leave a company.The importance of communicating problems with your current manager.Considerations when it comes to money.What to look for when assessing a new sales role.Determining if you and a potential new manager will be a good match.Here are some additional resources:Essential Questions for Your Next Job Search | Ascender Coursehttps://bit.ly/3NIMcsLLooking for a New Sales Role After a Layoff | Ascender Articlehttps://bit.ly/3qUcb7IVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sal

Join us for Networking Night hosted by Ascender by Force Management. The aim for this event is to allow job seekers to network with hiring managers who have open roles they're looking to fill right now.Date: Wednesday, July 12thTime: 6-7pm ETRegistration Link: https://www.ascender.co/job-seeker-sign-upsConfirmed companies include: ExtendFigmaBlinkThompson SafetyCorelightShowPadCatchpointSpringboardLogicsourcePaddleAgiloftSingleOpsFill out the form to save your spot in a breakout room. Have questions about the event? Email community@ascender.co.

We frequently discuss identifying, developing and testing Champions. Today, we’re talking about staying aligned with your Champion throughout the sales process. Brian Walsh joins us to share his unique insight. He covers:The need to maintain a low self-orientation.“Big-r” versus “little-r” relationships.Agreeing on a combined timeline with your Champion.The ill-advised “check-in.”Giving your Champion the credit they deserve.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://bit.ly/3qFnXTvValidating Champions | Ascender Coursehttps://bit.ly/43yEUgVAscender’s Best Content on Championshttps://bit.ly/43TMLFnVisit 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/PlanComparisonCheck out this an

The first meeting with a customer is typically hard-won, so you want to get it right. It will lay the foundation of not only your relationship with the individual you speak to, but the balance of your deal. Antonella O’Day shares tips to set you up for a successful first meeting. She covers:The goal of the first meeting and how to prepare.Sending an agenda in advance.Opening up a cagey customer.“Managing the clock” during the meeting.Taking command of the next steps.Here are some additional resources:Effective Pre-Call Planning | Ascender Coursehttps://bit.ly/43TKcmXPreparing for and Engaging in Virtual Meetings | Ascender Coursehttps://bit.ly/43nqekxOwn the Next Step in Your Sales Meetings | Podcasthttps://bit.ly/3oNgSjbVisit 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/Ascen

Many reps struggle with metrics. The challenge usually comes from not knowing the proper way to apply metrics to their sales conversations. In this quick episode, John Kaplan shares pointers on how to make effective use of metrics. He discusses:What metrics are and why they matter.How to speak about metrics in a way that is relevant to the higher-ups of an organization.The value in visualizing the buying organization as a house.Here are some additional resources:MEDDICC Certification on Ascenderhttps://bit.ly/3IVZmQpDigging Deep: Why Metrics Can Hurt You in Your Sales Conversations | Ascender Articlehttps://bit.ly/3MV0IwaVisit 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/PlanComparisonCheck out this and other episodes of

When you’re trying to close your pipeline, you don’t want a competitor to derail your deal. How do you stay on top of your differentiation and what the competition is doing? How much should you focus on your competition?Antonella O’Day joins Rachel Clapp Miller for a conversation on competitors. She talks about: How to best understand your competitorThe must-have information you need to know and the nice-to-know informationHow to avoid providing “air time” for your competitor in the sales conversationsVisit 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/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

It is critical for reps to take command of the next step in sales conversations. Today, Brian Walsh walks us through best practices when it comes to transitioning to the next stage of a sales process.He talks about:How best to prepare for the next step.Positioning yourself before your prospect as a partner as you embark upon the next stage of your journey.The benefit of briefing your customer prior to meetings.Being able to adjust on the fly in case things do not go as intended.Here are some additional resources:Rep Operating Rhythm | Ascender Coursehttps://bit.ly/3M7GdgxShifting Your Sales Mindset | Ascender Coursehttps://bit.ly/3pmHOG4Preparing for and Engaging in Virtual Meetings | Ascender Coursehttps://bit.ly/41eBwpoTips for Active Listening | Podcasthttps://bit.ly/42e78ghVisit 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.

In a discovery session, there comes an inevitable point when the customer asks you to talk about yourself or your solution. When this happens, the last thing you want to do is say too much. Brian Walsh discusses the need to minimize your own input and connect everything you say to issues relevant to the customer. He covers:The basic principles to follow when it comes to talking about yourself in a deal.Determining and conveying the problems you solve and the outcomes you drive toward.Pointing the conversation back to the direction of the customer.The importance of confidence.Here are some additional resources:Active Listening | Ascender Coursehttps://bit.ly/427t6RPAchieving a Collective Yes | Ascender Coursehttps://bit.ly/3nHv8ZUTips for Active Listening | Podcasthttps://bit.ly/3nxE5VIVisit 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 of a similar nature every day with insights to help you le

Ever had a customer ask you to consider a pilot project? Perhaps they don’t want to sign up for the full investment or they want to prove success before they move forward. Should you sell it? How should you handle it? Brian Walsh gives you a few things to consider. He talks about:Why pilot projects pop up.When it is beneficial to take on a pilot project.Ways to increase the likelihood that a pilot project will lead to a permanent solution.Getting your customer to see the benefits of the metrics.Here are some additional resources:Selling “Pilot Projects” | Ascender Videohttps://bit.ly/425YzUwWhat the Best Salespeople Do | Podcasthttps://bit.ly/3Vyf1utVisit 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 of a similar nature 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/P

Clients are often reluctant to open up to reps, but our special guest Rob Stenberg explains how you can use storytelling to break through that barrier. He discusses:Why storytelling is so effective.When in your sales process to incorporate stories.How to practice and prepare stories that resonateHow to use stories to encourage your customer to “stay in discovery”Here are some additional resources:Storytelling in the Sales Process | Ascender Coursehttps://bit.ly/3nfL4CNDiscovery Process | Ascender Coursehttps://bit.ly/4229BdtFive Ways Stories Can Help You Create Urgency in the Sales Process | Ascender Articlehttps://bit.ly/42dlI7eSharing Stories in Your Sales Process | Podcasthttps://bit.ly/42flEnjVisit 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 of a similar nature every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/S