Force Management

You want to work for a company that equips its sellers for success. We often speak about Seller Deficit Disorder, with which reps fail to listen to—and understand the problems of—their customers, but in this episode, we discuss the lesser-known Sales Leader Deficit Disorder with our special guest, Force Management Senior Director of Facilitation Brian Walsh. He shares advice about:Picking a great company to work for.What steps to take if you find yourself working for a manager with Sales Leader Deficit Disorder.What to do if you feel you’ve been at a company or in a particular role for too long.How to salvage a relationship with a sales leader.Here are some additional resources:Essential Questions for Your Next Job Search | Ascender Coursehttps://bit.ly/3oJR0nXSales Challenges? Make Your Leadership Part of the Solution | Force Management Articlehttps://bit.ly/3DT8UbxFive Characteristics that Build Successful Sales Leaders | Force Management Articlehttps://bit.ly/3A2H3EQHow to Deal With Changes in Leadership |

Your customer’s decision criteria are great indicators of your chances of success in a deal. Thankfully, you have the power to mold the decision criteria to fit your own unique differentiators. Tim Caito joins us to explain how to influence the decision criteria in a manner that favors you. He discusses:Common mistakes reps make when trying to change the decision criteria.The difference between decision criteria and desired outcomes.The need to identify the customer’s biggest business pain when attempting to influence the decision criteria.Here are some additional resources:MEDDICC Essentials | Ascender Coursehttps://bit.ly/3ostFXIManaging a No Decision Deal | Ascender Coursehttps://bit.ly/3AyAR7vAchieving a Collective Yes | Ascender Coursehttps://bit.ly/3KRVQqAHow to Convince Your Customer to Take Action in Your Sales Process | Ascender Articlehttps://bit.ly/3mLp2aLHow to Compete Against “Do It Internally” in the Sales Process | Ascender Articlehttps://bit.ly/43QsIbJOvercoming Sales Challenges: Change the De

Though you might have incorporated MEDDICC into your sales process, you, like many new adherents of the methodology, may find difficulty figuring out the E: Economic Buyer. A common challenge is determining who exactly the Economic Buyer is and whether or not there is more than one in a deal, particularly a complex one. Force Management Senior Facilitator Brian Walsh joins us to clarify a bit of the mystery that surrounds the Economic Buyer. He covers:Why there is typically only one Economic Buyer in an account.Key traits to look for when trying to identify the Economic Buyer.How to respond if there is a new Economic Buyer in your deal.How to request the help you need as you navigate your deal.Here are some additional resources:Getting to the Economic Buyer | Ascender Coursehttps://bit.ly/3Km50LFMEDDICC Certification on Ascenderhttps://bit.ly/3zGfgJzWhat to Do if You Can’t Gain Access to the Economic Buyer | Ascender Articlehttps://bit.ly/40Q7yIKWhat’s the Best Way to Test My Champion? | Ascender Articlehttps

A negative atmosphere can hinder a sales team’s prospects of success. It is incumbent on leaders to create an environment of openness in which everyone feels free to share their ideas, contributing to the team’s overall benefit. In this episode, Antonella discusses steps that leaders can take to foster a productive team culture through transparency. She covers:The importance of candidness within a sales team.Providing clear expectations for reps.Minimizing distractions so that sellers can execute to the best of their ability.Giving and receiving feedback as a leader.Here are some additional resources:The Team | Ascender Videohttps://bit.ly/3G5usUfThe Crucial Aspects of Leading Sales Teams Today | Force Management Articlehttps://bit.ly/3ZtLB0NVisit 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 pl

You are likely to come across buying organizations with conflicting priorities. It can be a real challenge to get people in different parts of a company to agree on a path on which to move forward. John Kaplan explains how you can set about getting various departments of a company on the same page. He discusses:Keeping people focused on the “why.”The role that Champions play in achieving a “Collective Yes.”Building a “What We Heard” slide with your Champion to fight Seller Deficit Disorder.What to do if you are without a Champion in an account.Here are some additional resources:Achieving a Collective Yes | Ascender Coursehttps://bit.ly/3Z6fcgLBuilding Champions for Life | Ascender Coursehttps://bit.ly/40k9w4dIs Your Champion Really a Coach? | Ascender Articlehttps://bit.ly/40mjvWbThe Seller Deficit Disorder | Ascender Articlehttps://bit.ly/42xLAvpThree Ways to Improve Your Sales Messaging | Force Management Articlehttps://bit.ly/3TB7mubVisit Ascender, a platform designed solely for salespeople who own a quota

Here’s a great episode for both reps and sales leaders.Salespeople are typically unenthused by the prospect of deal reviews, but they are a great opportunity for leaders to help their sellers identify strengths and weaknesses in their opportunities and get deals over the line. Antonella O’Day joins us to discuss what sales managers can do to help themselves and their reps maximize the benefit of deal review sessions. She provides guidance about:How managers can get reps to see the value in deal reviews.Ways that managers can educate themselves on an account in preparation for a deal review.How reps can equip their manager with the information they need for a deal review.Looking at a deal review as a collaboration rather than an inspection.Here are some additional resources:Progressing Deals to Close | Ascender Coursehttps://bit.ly/3ZWa67UMEDDICC Deal Confidence Self-Assessment | Ascender Coursehttps://bit.ly/3loFBsePreparing for and Engaging in Virtual Meetings | Ascender Coursehttps://bit.ly/3FyZYtzDig Deep

Changes are inevitable, and, in particular, changes in leadership occur quite frequently. John Kaplan explains how to adjust to a new sales leader. He discusses:Maintaining your focus when teams around you are being restructured.Adapting to a new sales style imposed by new leadership while still making it your own.Handling leadership changes in departments outside of your own that still affect you.The responsibility of sales leaders to help their teams understand a change.Here are some additional resources:The Top 3 Signs Your Sales Organization is Ready for Change | Force Management Articlehttps://bit.ly/3ZW9VJcSales Challenges: Four Ways to Keep Your Sales Team Focused on Sellinghttps://bit.ly/3ZBOihxVisit 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/Asce

Salespeople must be multi-threaded with their opportunities. Make an effort to connect to as many relevant stakeholders in the buying company as possible. John Kaplan explains steps you can take to reach key individuals in other departments of your prospect’s organization. He gives advice about:Connecting technical capabilities to business outcomes.Landing meetings with key stakeholders of other departments.Using the Three Ps—Purpose, Process and Payoff—to maximize conversations with high-ranking individuals in the buying organization.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://bit.ly/3YnPSlRHow to Get Higher in Your Prospect's Organization | Force Management Articlehttps://bit.ly/3JgWH4pGet Beyond the Technical Buyer | Force Management Articlehttps://bit.ly/4208wn0Sales Best Practices: 5 Ways to Prepare for Your Next Sales Meeting | Force Management Articlehttps://bit.ly/41PEyBVVisit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy

Many sellers are feeling strain from the current state of the economy. Many reps are struggling to figure out the proper action steps to take in the midst of the challenges of the current environment. John Kaplan discusses ways to prevail through today’s economic headwinds. He talks about:The need to focus on what you can control.Staying committed to the fundamentals.Finding resilience during tough times.Here are some additional resources:Essential Questions to Help You Be a Better Salesperson | Ascender Articlehttps://bit.ly/3YIMH9xWhy You Keep Losing Deals | Ascender Articlehttps://bit.ly/3kcNaBD5 Actions That Increase Sales Performance | Force Management Articlehttps://bit.ly/3Z6QoW4Overcoming Sales Challenges: Change the Decision Criteria | Force Management Articlehttps://bit.ly/3lQHIF6Visit 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 y

In a tight economy, buyers will try all means necessary to minimize superfluous spending. That means you’re going to get the discount question.. Force Management Facilitator Antonella O’Day joins us to talk through some best practices for dealing with price objections from your buyer. She covers:The ideal initial response to hearing a price objection.Getting to understand the reason(s) behind the objection.How to respond if the objection persists after having painted a detailed picture of the value and ROI of your solution.What to do early so you can prepare for the late-stage price objection Here are some additional resources:Changing the Conversation with Procurement | Ascender Coursehttps://bit.ly/3k6IT2uHow to Become a Must-Have Solution for Customers in Any Economy | Force Management Articlehttps://bit.ly/3k3d8YfPositioning Value in a Tight Economy | Podcasthttps://bit.ly/3YPA9wpHow to Manage Increased Buyer Scrutiny | Podcasthttps://bit.ly/3xpBgatVisit Ascender, a platform designed solely for salespeopl

“Do It Internally” might be the most frequent competitor you come across. In this economy, you’re probably competing against it more than you are used to with more and more customers l considering a solution in their own company rather than making another purchase. In this episode, John Kaplan discusses how you can fight this increasing tendency. He explains how to:Prepare for discovery sessions to ensure you get all the information necessary to differentiate against “Do It Internally.”Prepare trap-setting questions.Obtain an understanding of the buying company’s political landscape.Explain the merits of your solution without coming off as superior.Here are some additional resources:What to Do When You're Competing Against Do It Internallyhttps://bit.ly/3HTUdXCHow to Ask the Right Questions in Your Sales Conversationhttps://bit.ly/3K8yCNXArticulating Differentiation: 5 Ways to Trap the Competitionhttps://bit.ly/3I0CI8iAlign with the Buying Process: The Power of the Mantrahttps://bit.ly/3lsawn0Visit Ascender,

Be sure to check out Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Sadly, several reps are falling victim to the increasing number of layoffs and cutbacks occurring in tech companies. If you happen to be one of them, John Kaplan gives you some spirit regarding your job hunt moving forward. He talks about:Using a layoff as an opportunity for self-reflection and change.Establishing your personal criteria in the hunt for your new role.How to effectively ask for help in the search for your next job opportunity.Personally recommended readings about building resilience.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonHow to Ensure You're Selling For A Great Companyhttps://bit.ly/3wZ4Nb7Intervie

In today’s special episode, we feature the work of project44, a company that provides real-time supply chain visibility for its customers. They track one billion unique shipments every year for more than 1,200 of the world’s leading brands. With the company having recently completed a Force Management initiative, John Kaplan sits down with two of project44’s leaders—President of Worldwide Field Operations Tim Bertrand and Chief Sales Officer Craig Lewis—to talk through their successes in taking on a sales transformation measure, including seeing a 53% deal size increase over the last year. Enjoy this incredibly insightful conversation with the leaders of a company at the forefront of an industry that has experienced unprecedented challenges.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonproject44 job openings: https://www.linkedin.com/company/project-44/jobs/Force Management has launched our new product: Ascender. It is a platform solely for salespeople

Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/As a seller, storytelling can be a great asset. More than anything, a well-told story is one of the best ways to get your buyer more emotionally attached to solving a problem. Today, John Kaplan explains the many ways that storytelling, if done properly, can help you. Topics of discussion include:How to hone your storytelling ability.Making a story relevant to the customer—getting them to stand in the story.The benefits of helping the buyer to share their own story.Using stories effectively during various stages of the sales process.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonMethods to Incre

Be sure to check out Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/We produce a lot of content on Ascender, our new subscription platform! Twice a month, we hold live events on Ascender. One of those events is Deal Desk, in which sellers like you can ask questions pertaining to deals you’re trying to close and any challenges you face with regards to sales execution. Our recent Deal Desk was hosted by Patrick McLoughlin, aka Paddy Mac, Force Management’s Senior Director of Consulting & Facilitation. In today’s episode, Paddy Mac recaps questions asked in the last Deal Desk, as well as questions frequently asked in Ascender’s community section. These questions include:How do I find out who my competition is if my buyer won’t tell me?What st

Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/In today’s difficult sales environment, reeps must ensure that they are aligned with what is most important to their buyers. Force Management Facilitator Marty Mercer walks through ways you may be able to align to a new challenge that your buyers are experiencing, including: Managing disengagement among your customer’s employees.Preparing for sales conversations of a nature different from what you are used to.Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonHow to Become a Must-Have Solution for Customers in Any Economyhttps://bit.ly/3W0urWKPositioning Value in a Tight Economy | Podcasthttps://app

Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/We know you’re dealing with increased buyer scrutiny in your deals. With tighter budgets, your buyers don’t want to purchase a mistake. There’s more people looking at where the company is investing its money and that means as a salesperson you need to be audible-ready to position the value of your solution. In this podcast, Tim Caito shares some advice on how to work early to prepare for common sales scenarios that come through when you’re facing this challenge, including: How to use the four essential questions to help you with buyer scrutinyHow to prepare for the renewal conversationHow to make sure your internal contacts understand the new process

Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/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 face

Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/  Competition comes in varied forms in a sales process and you need to be prepared. When your competition comes knocking, you need to highlight your differentiation. In this episode, John Kaplan discusses ways that you can improve your position in competitive deals. He explains: Why competition is always present in each of your deals.What to do when your buyer tells you that they see value in a competitor’s offering.How to equip your Champion to effectively articulate your competitive differentiation.  Here are some additional resources: Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison Stacking Customer Requirements in Your Favo

Force Management has launched our new product: Ascender. It is a platform 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 that will help you to level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/ Outcomes are a critical component to the sales conversation. In a tight economy, people aren’t always looking to solve problems—they’re looking to drive outcomes. In this podcast, Brian Walsh breaks down the importance of defining outcomes with your customer.He discusses:Why PBOs are critical for each of your deals.Discovering who is responsible for keeping track of PBOs.Moving the conversation from the problems to the outcomes.Building “Positive Business Intent” with your customer to make them realize the value that your relationship adds to their business. Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/Pla