Force Management

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

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’ve fielded numerous questions from reps seeking a new sales role. Some are dissatisfied with their current role, and some feel primed for a new chapter, an opportunity to advance in their career. Whatever the reason, though, there stands one common obstacle: the interview. John Kaplan shares tips for approaching your next sales job interview. He discusses:What sales leaders look for when hiring reps.What you can do right now to prepare for a sales job interview.Interviewing the interviewer: asking the right questions to ensure that you can be successful in the prospective new role.How to get an understanding of the kind of manager you might end up

Join us for our Ascender LIVE Deal DeskForce Management's Patrick McLoughlin will join us to take on your sales execution questions. Walk us through specific scenarios on deals you're this close to closing, dig into your MEDDICC steps on a deal, or get feedback on an approach you're using. Whatever it is you're looking to work on, we can use this session to help.Here's the link to register: https://www.ascender.co/dealsSubmit questions anonymously by emailing Community@Ascender.co.

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/ When selling technical solutions, it’s easy to get overwhelmed with trying to articulate the features and functions of a solution.How do you demonstrate that you have an informed point of view, without getting bogged down in technical details that steer you away from the value conversations. In today’s episode, John Kaplan explains how you can be successful selling technical, complicated solutions while tying them to overarching business issues. He explains:The importance of understanding the challenges facing the buyer—to sit in the buyer’s seat.How to get the timing right with regards to “getting in the weeds” of technical discussions.How to attach

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 nearly every day on that platform that helps you operate at an elite level. Subscribers also have access to a community and a curriculum where they can earn selling credentials, including a MEDDICC certification.Check out the platform here: https://my.ascender.co/Ascender/ As you try to set yourself up for success in the upcoming year, it is critical that you get your mind right with regards to pipeline generation. Pipeline is directly related to your personal income and is the most reliable way to make sure you are on track as a seller. In this episode, John Kaplan speaks about taking ownership of your pipeline and treating it as a franchise. He discusses:The need to own your pipeline as opposed to relying on marketing or your BDRs solely to drive pipeline for you.Having a franchise mindset about your pi

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, you need to communicate effectively with people throughout an organization - both on the economic and technical levels. That means adjusting your sales conversation to what’s relevant to the individual in front of you. In this episode, John Kaplan shares insights that will allow you to swiftly adapt to any type of sales conversation. He gives advice to help you:Prepare for conversations at the executive table.Manage meetings wherein both technical and business buyers are present.Overcome Seller Deficit Disorder.Use the Mantra framework to narrate a story that every decision-maker involved in your deal can get behind. Here are some additi

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 the end of the year approaches, sellers are preoccupied with many things—their deals, their bonuses, maxing out their accelerators, etc. As a result, reps often neglect to plan for the upcoming year. In the haste to “get deals done,” sellers tend to disregard what matters most: pipeline generation. In this episode, Force Management Senior Director of Facilitation Brian Walsh joins us to share tips on how to take advantage of year’s end to plan for the upcoming year. He discusses: Common mistakes sellers make that cause them to be unprepared for the next year.Making the self-commitment to form an operating rhythm around generating pipeline and se

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. Join our Founders Circle here: https://www.ascender.co/ With cold calling, your aim is to turn strangers into paying customers. Outbound Squad CEO and founder Jason Bay joins us to explain how to get your mindset right around being a great cold caller. He discusses: Taking reps through pattern interruption. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. 

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.Join our Founders Circle here: https://www.ascender.co/  Sellers often find themselves trapped in conversation with one member of the buying company, typically someone involved with technical pain. As a result, reps can lack a fundamental understanding of not only other technical issues, but also overarching business issues, thereby limiting their ability to make their solution relevant in the eyes of the customer. In this episode, John Kaplan explains how to take the next step and move beyond the early stages of a sales conversation. He talks about:The importance of broadening the sales conversation as early as possible.Connecting technical pain to business pain.The need to understand the solution requirements

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.Join our Founders Circle here: https://www.ascender.co/We often speak about MEDDICC on this show, and for good reason. It’s used by several different sales companies, and if you’re selling software, you’re almost certainly at least somewhat familiar with it—perhaps your company uses it! But MEDDICC is just as valuable as an individual toolset for reps. We are joined today by our special guest, Force Management Senior Director of Facilitation Brian Walsh, to discuss ways you can get MEDDICC to work for you. We discuss:What MEDDICC is and what it is not.The need to be a voracious qualifier as a seller.The importance of spending your time on high-value selling activities and how MEDDICC qualification helps you to

Who couldn't use more qualified leads in the pipeline?John Kaplan joins Jason Bay, CEO of Outbound Squad for a discussion on How to turn Account Executives into prospecting machines (backed by 3+ decades of experience)THIS WEDNESDAY - October 26th | 1pm ET | 10am PTRegister Here: https://forc.mx/3VXCLrp

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.Join our Founders Circle here: https://www.ascender.co/Outbound sales is in a state of rapid change. Many companies and reps struggle to keep up with the whirlwind of technological advancements to figure out how best to conduct outbound in the current market. Joining us for today’s episode is Outbound Squad founder and CEO Jason Bay to discuss how to position yourself for success. He talks about:Current industry trendsNovelty weariness and getting back to the basics.Structuring outbound efforts as a small team seeking traction.The benefit in hiring people specifically for outbound.Prioritizing the prospect’s priorities over the value of your solution.  Outbound Squad is a company that teaches reps how to effect

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.Join our Founders Circle here: https://www.ascender.co/Reps like you are always looking for ways to break into a new account. Trying to get into a new account can be stressful for many, but in today’s episode, John Kaplan shares valuable insight about how to do so with confidence. He speaks in-depth about:Common mistakes sellers make when pursuing new accounts.The need to question the “why” and “who” when it comes to a prospective company.Using the three Ps—Purpose, Process and Payoff—to persuade the prospect.The value of building your referral network.Here are some additional resources:Your Most Critical Accounts: 4 Questions to Ask Develop Proof Points That Make an Impact Building Your Referral Network | Podc

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.Join our Founders Circle here: https://www.ascender.co/How do you prepare for your next role, be it in your current sales organization or a different one? This is a question that sales professionals face throughout their careers. In this episode, John Kaplan explains how to be purposeful as you prepare for your next step. He gives advice about:Making the transition to management.Going from a BDR or SDR to an account executive.Preparing for an interview for a job that you haven’t done before.Additional steps you can take to progress your career in sales.Here are some additional resources:Essential Questions for Your Next Job Search | Ascender Course  How to Use Your Sales Skills in Your Next Job InterviewCheck

No one can be everywhere at once and sometimes you can’t be in the room where decisions are being made. That’s why it’s so important that your buyer understands the benefits of your solution. In today’s episode, John Kaplan explains how to empower your buyer to be the hero of your sales story. This episode touches on a number of topics, including:Starting your sales story with the end in mind so your buyer is excited for the desired outcome.Attaching the sale to the issue you’re trying to solve.Equipping your buyer to sell your solution to others in their organization.Here are some additional resources:How to Tell Impactful Stories The Audible-Ready Sales Podcast | Podcast Finding the Business Pain w/ John Kaplan | Podcast 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

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.Join our Founders Circle here: https://www.ascender.co/People with confidence and conviction truly believe that what they do matters, no matter their line of work. For that confidence to translate into success, there must be passion and a sense of purpose for what you do. John Kaplan explains why sellers like you need to tap into the belief that your job matters, and he shares what you can do to have the confidence and conviction to be elite.Here are some additional resources:Sales Best Practices: Attach to the Biggest Business ProblemOvercoming Sales Challenges: Change the Decision CriteriaHow to Improve Qualification in Your Sales OrganizationCheck out this and other episodes of The Audible-Ready Podcast at A

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.Join our Founders Circle here: https://www.ascender.co/When it comes to sales planning, we encourage reps to take on what we call the sales franchise mindset. You have to view your territory as your own business. Take accountability for and ownership of your franchise. In this episode, John Kaplan explains the importance of taking on the franchise mindset and how to do so.Here are some additional resources:Three Steps for Your Sales Plan | PodcastThe Mindset You Need to Hit Your Number w/ John Kaplan | Podcast Set A Results-Driven Sales Planning MindsetCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Solution requirements are a critical component of every deal you sell. These are things that must be in place in order for a buyer to achieve their desired outcomes, and they exist with or without your solution. In today’s episode, John Kaplan explains the importance of recognizing your customer’s solution requirements and what to do with that knowledge. You will learn how to:Bridge the customer’s current state to their desired future state.Position your value in a way that influences the customer’s requirements.Ask great discovery questions that show your customer how your solution is needed to solve their business issues.Here are some additional resources:How to Stack Customer Requirements in Your FavorThe Missing Link Between Your Differentiation and Your Buyers Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

We’ve done a number of episodes about what to do in a tightening economy and how to overcome economic headwinds. In this episode, we focus specifically on the need to position value early on in the sales process and how doing so can help you in more challenging sales cycles where companies are increasingly reluctant to spend. Force Management Senior Partner Tim Caito gives several helpful pointers on how to reframe your value, particularly during periods of economic turbulence. Tim’s advice covers:The importance of viewing difficult economic times from the perspective of customersEmphasizing the value of your expertise rather than that of your solutionUncovering a buyer’s strategic priorities and reframing your solution’s value accordinglyFour critical questions about the customer’s decision process to ask yourself as you move deals forwardHere are some additional resources:Reframing Your Buyer Message for What’s Happening Right NowThe Most Powerful Tool for Your Sales Organization: What is a Value Framework?

With the distractions present in today’s world, making an effort to maintain buyer focus is more important than ever. Keeping your customers engaged is particularly crucial during economic downturns, when businesses and individuals alike are hesitant to spend the way they normally would. In this episode, John Kaplan sheds light on how to keep your customers focused when they may be wavering. John shares insight about:The importance of having an outside-in mentalityArticulating your solution’s value in alignment with your customer’s needsGetting your customer emotionally connected to their mission-critical problemsReengaging a prospect after they’ve gone darkHere are some additional resources:Keep the Focus on Your Buyer in Your Sales ProcessStrike A Balance – Align to the Buyer Without Losing Control of Your Deal Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.