Force Management

After elite athletes win champions and gold medals they don’t stop practicing. They continue the work that’s necessary to repeat success and beat their competition.Elite salespeople follow the same playbook. Whether you're at the top of your game or just starting, we break down our best tips to prepare and practice for your sales calls. John Kaplan shares the prepping and practicing tactics he uses and teaches to accomplish critical meeting goals and achieve success in his deals.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on preparing and practicing:- Lessons From a Sales Veteran [Podcast]https://apple.co/3nHKpES- Overcoming the Seller Deficit Disorderhttp://bit.ly/3saAM3w- Align with the Buying Process: The Power of the Mantrahttp://bit.ly/3sd3jFq

If you’re coming off the high of making a great number last year or last quarter, you may be struggling with how to repeat your success. If you’re coming off a year that didn’t pan out as you hoped, how can you clean slate and make this year your best yet? John Kaplan covers the two mindsets he used when coming off either a good year or a year riddled with challenges. He shares tips salespeople can apply immediately to get prepared and plan for a successful quarter, sales cycle or year. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on planning for a successful sales cycle:- The Plan to Make Your Planhttps://bit.ly/3mlUvv9- Crushed Your Number Last Year? Here's What You Should do Nowhttp://bit.ly/2OyrwHO- Create Value for Your Sales Team [Podcast]http://apple.co/3anlBOv

Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. This change may require you to change your selling approach. John Kaplan talks through specific things you want to pay attention to if you’re making this shift in your career. He covers:- How to identify economic buyers in a complex account and leverage them to progress your deals faster and at a higher value- A successful process for working with an economic buyer early on in the deal and during the deal to capture information that leads to better outcomes- How to keep economic buyers engaged after the deal closes to open up new opportunities for cross-sells, up-sells, and proof pointsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on shifting to bigger sales- Lessons from a Sales Veteran Podcasthttp://apple.co/3nHKpES- Champions vs Coaches Podcasthttp://apple.co/3hhDqQ1- Why

Today we are marking our 50th episode! We rebranded the Force Management podcast last March and launched right before the Pandemic hit. To celebrate and share our appreciation for hitting record numbers of listeners, we’re sharing some of our most popular and albeit most valuable episodes. If you're a faithful listener, this episode can serve as a reminder of the episodes you may want to revisit. If you’ve missed some episodes, this is a great way to catch up on some valuable insights. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.All of the podcasts covered in this episode:- Executing Great Discovery w/ Brian Walshhttp://apple.co/2TC1kv5- Improve Your Active Listening Skills w/ Patrick McLoughlinhttp://apple.co/3ojaoTm- Getting into a New Opportunity w/ John Kaplanhttp://apple.co/34n8Y3o- How to Prepare for Buyer Negotiation Tactics w/ Tim Caitohttp://apple.co/3raJtdr- Coaches vs. Champions w/ John Kaplanhttp://apple.co/3hhDqQ1- Lessons From a Sales

What are you doing to ensure you’re creating value for your sales team? It’s hard to be steady as a sales leader or front-line manager when you’re carrying the number. If you’re in an organization that’s struggling or might not have the best leadership above you, this is a must-listen episode. Brian Walsh shares insights on how to overcome organizational challenges and lead your teams in a way that has a positive impact. He covers examples of what to do and what not to do as a leader at the end of a quarter when you’re in a flurry to hit the number. Tune in to hear tips for improving your leadership skills when you don’t have access to support from above you or you’re facing complex challenges that you don’t have the power to solve. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on - How to Help Your Front-line Sales Managers Lead Successful Teamshttp://bit.ly/3opxpnb- Being elite: 3 Lessons Learned as a Revenue Lead

While you’re working your current deals, there are key steps you should take to start the negotiation process early and drive better outcomes for you and your buyers. In this episode, Senior Partner Tim Caito shares how you can set yourself up for success before price conversations begin — and in the end, close for a premium. Tim’s perspective is helpful for anyone who wants to improve their negotiation process and put a stop to closing for a discount. Share with your teams to ensure they’re using these three concepts in their sales conversations in order to start the negotiation process early.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on negotiating early - Negotiation FAQs & Best Practiceshttp://apple.co/369t4OH- Finding Success with Procurement Podcasthttp://apple.co/38WH4wR- Changing Your Conversation with Procurement On-demand Webinarhttp://bit.ly/3nN97V4

We’ve all worked with prospects who drag their feet on making a final decision. You may even have some of these deals in your pipeline right now. If you do, this episode is for you. John Kaplan shares how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do nothing or do it internally option). Hear how you can differentiate your solutions from all other outcomes to close your current and future deals faster.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on reassessing your deals:- How to Reignite Stalled Dealshttp://bit.ly/3i8petF- Predicting No Decisions On-Demand Webinarhttp://bit.ly/2D0dxFa- Executing Great Discoveryhttp://apple.co/2TC1kv5

Turning over a potential deal from an SDR/BDR to an AE is a critical step in the sales process. We often say there’s as much differentiation in what you sell as there is in how you sell. When you create a good customer experience for the buyer, before and throughout the handoff process, you can separate your organization early on from competition, including “do nothings”. Patrick McLoughlin joins us to share what SDRs and AEs can do to establish a handoff process that ensures your buyers feel heard and interested in continuing to move the deal forward. Note: If you’ve been through CoM, hear ways you, as an SDR, can leverage your mantra to grab prospect interest or prepare great notes for your handoff to the AE.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on the handoff from SDR to AE:Aligning Your SDR Team with the Broader Sales Organizationhttp://bit.ly/2GaN1KyImprove Your Active Listening Skills Podcasthttp://app

Plan for a successful year and understand why some companies were able to turn the corner faster than others during the pandemic.One thing we often emphasize at the end of each year is coming up with a plan to make the plan. This year, that planning process may look a little different. What are you going to change next year?John Kaplan joins us to share spirit around how your entire sales organization can keep the focus on your buyer’s evolving business problems and drive great results because of it.Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on the great teacher, 2020:2020 The Great Teacherhttp://bit.ly/2M8PCrn Aligning With Your Buyer’s Changing Needs Podcasthttp://apple.co/31spJrV The Plan to Make the Planhttp://bit.ly/3mlUvv9 Four Reasons Your Sales Messaging Framework Needs a Refreshhttp://bit.ly/2M6hxIw

You may have had to sell virtually before the pandemic, but now it’s perhaps the only way you can connect with a prospect. Now more than ever, you want to make sure you’re bringing your “A” game, accounting for the challenges remote selling brings (does video fatigue ring a bell?). Marty Mercer, Force Management Facilitator, joins us for the first time to share insights and tips for differentiating yourself from the competition in the remote environment.- How to adjust your own preparation cadence to ensure better success in the remote environment- Why people check out or leave virtual conversations early and how to avoid this challenge- How to immediately grab the attention of your virtual audience and manage the conversation in a positive and memorable wayCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.Here are some additional resources on virtual selling tips & tricksVirtual Selling is Here to Stay: Maximize Your ResultsJoining Remotely: 7 Tips

As part 2 to last week’s episode “Leveraging the technical mind”... we’re covering how to conduct demos in a way that is value-based and improves your ability to win.    All too often, companies push for a demo too early and this can take away from key value-based conversations and discovery that leads to higher margins at close.    John Kaplan joins us to explain why timing is everything. He shares the process their sales teams used at PTC to execute great discovery and ensure they had the right people in the room before moving forward with a demo. Tune in to hear how this process helped them improve their win rates dramatically.   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on demos:   Leveraging the Technical Mind [Podcast]  https://apple.co/3gPafnG Playing Back Your Sales Discovery Sessions [Podcast] https://apple.co/2E4HFQD Executing Great Discovery [Podcast] https://apple.co/2TC1kv5

Being able to align the technical capabilities of a solution with the business outcomes that solution can provide is a key attribute of elite sellers. Conversations around technical requirements and decision criteria can either propel a deal forward or cause big problems that are difficult to overcome.   John Kaplan covers the ways elite sellers leverage the technical mind. He’ll share:   - Where the technical and business worlds intersect   - How elite sellers leverage the technical mind to progress their deals at high values   - What needs to be in place for salespeople to connect features and functions to real business problems and solutions   - How Segment shifted their mindset   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on technical buyers   - Segment’s Webinar on Aligning Product With Sales https://bit.ly/2JAs0el - Maximize the Effectiveness of Proof Points [Podcast] https://apple.co/3iEMrTa

Frank Azzolino, Force Management Senior Partner, has sold for years. He’s been there - done that. He also is a great teacher.   He makes his first appearance on the show and talks about how he ensures he has an elite selling motion. His tips will help you make an immediate impact on your critical deals (in all stages of the sales process).   He covers it all, making this a must-listen episode for any salesperson or manager out there. Plus, he shares his favorite discovery question, and the one question he wishes he knew 30 years ago.    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on building sales skills   - How to Test Your Champions [Podcast] https://apple.co/2BJNul4 - Remember These Phrases. Sell More Deals [Podcast] https://apple.co/33vC8vG - Improve Your Active Listening Skills Podcast [Podcast] https://apple.co/2Vi98D4

Are you considering a new opportunity? Do you feel good about the company you’re working for? Are you working for a company that’s set up for growth or are you on a sinking ship?   John Kaplan goes through key things to look for in your company that will determine the likelihood it will be successful.   Are there things in place that indicate future success (for you and the company), or an unavoidable iceberg ahead (aka. don’t hop on that ship…)   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on assessing company growth   - From Good to Great Webinar: critical factors of successful sales organizations https://bit.ly/3lXaU8E - What Every Elite Sales Organization Does https://bit.ly/3kYoRld - Is Your Company Staged for Growth? https://bit.ly/2UTZ03o

How well do you prepare to listen?   We know how important asking great questions is to uncovering business pain. However, having great questions will only get you so far, if you don’t know how to listen to the answers.    Patrick McLoughlin talks through the concept of active listening and the fundamentals elite sellers execute flawlessly. Skills like:   - How to prepare for the answers you’ll get from customers in a way that enables you to dig deeper or pivot decisively   - What you need to listen for if you want to map what you hear (negative consequences, before scenarios) to your solutions effectively   - How to follow up what you’ve uncovered to get your customer to feel heard & understood   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on Active Listening   Playing Back Your Sales Discovery Sessions [Podcast] https://apple.co/2E4HFQD Approaching Your Sales Conversations with Empathy [Podcast] https

We often find ourselves explaining how our sales messaging initiatives intersect with our sales qualification initiatives. When wondering what should come first, sales leaders often have to critically analyze their organization’s sales challenges and prioritize next steps accordingly. Easier said than done ...   Brian Walsh covers how you can assess gaps in your sales messaging and qualification processes to chart an efficient path to scalable, revenue growth. He covers:   - Key questions to consider when prioritizing the best initiative to drive sales impact   - An analysis of the PBOs and benefits from each initiative as they relate to top sales effectiveness concerns (forecasting, margins, etc.)   - How sales messaging and qualification initiatives work together to power predictable revenue growth   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on Sales Messaging & Qualification :    - How MEDDICC Helps

We say these phrases so often, we decided to make a whole podcast about them. Today, we explore what they really mean and why we encourage every salesperson to remember them. Put them on your mirror, write them down in your journal, Instagram them… we recite them over and over. Take a listen and use them to motivate you to sell more.   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources related to John’s top 4 phrases  :  Be Uncommon [Podcast] https://apple.co/3bX7IWo Why Your Deals Are Taking So Long [Podcast] https://apple.co/31V8z6c Executing Great Discovery [Podcast] https://apple.co/2TC1kv5

When it comes to launching strategic change initiatives, big or small, how can you ensure that they not only stick but don't become yet another compliance exercise?   In this podcast, Brian Walsh talks through how sales leaders and managers can make sure their strategic initiatives provide value for their sales organization, including:   - Key ways to get sales teams to put strategic changes to work in a way that drives repeatable execution and results   - How to articulate the value behind the specific business change to breed action from sales teams   - The three mindsets you’ll face from your salespeople when pushing for result-driven adoption   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on Compliance Exercises:    - How MEDDICC Helps Drive Predictable Revenue | Webinar https://bit.ly/2HjEcyJ - Don’t Let Your Sales Initiative Fail: Lead from the Front https://bit.ly/3m79oAo - How to Convert Skeptics at

If your pipeline deals are at risk because your buyers choose to “do nothing” rather than move forward, this is the podcast episode for you.    “Do Nothing” is often a key competitor as we maneuver through the sales process and there are key things salespeople can do to win against this option.   In this episode, John Kaplan breaks down three fundamentals elite salespeople use to sell and win against a “do nothing” buyer mindset.   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on selling against “do nothing”:    Predicting No Decisions | On-Demand Webinar https://bit.ly/2D0dxFa Five Things That Will Help You Uncover New Business Opportunities https://bit.ly/2IzNZBq What to Do When “Do Nothing” is Your Chief Competition in a Sales Opportunity https://bit.ly/355oShg

How do you work with procurement to ensure you close a great deal? How can you make that conversation easier on yourself and the professional buyers you’re working with?   Tim Caito, Force Management Senior Partner and resident negotiation expert, joins us to chat through what your sales teams can do to win more when they’re up against professional buyers. He’ll cover:   - How to help procurement minimize the risk of choosing your solutions   - How getting to procurement early can help differentiate your solutions and improve your ability to win   - The common mistakes and misconceptions reps have about procurement, and how to circumvent them   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on the Finding Success with Procurement:    - Five Essential Questions That Drive Success with Professional Buyers https://bit.ly/2Igj2Su - Change Your Conversation With Procurement [Webinar] https://bit.ly/3nN97V4 - Selli