Force Management: Recent Episodes
Force Management
The Audible-Ready 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. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.
We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
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 Organization
http://bit.ly/2GaN1Ky
Improve Your Active Listening Skills Podcast
http://apple.co/3ojaoTm
Getting your SDR process right
http://apple.co/2LplcAI
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 , , or our . Here are some additional resources on the great teacher, 2020: http://bit.ly/2M8PCrn http://apple.co/31spJrV http://bit.ly/3mlUvv9 http://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?). , 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 way Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources on virtual selling tips & tricks http://bit.ly/3rmLN2e http://bit.ly/2KGlJ0Z http://apple.co/3nHKpES
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 , , or our . Here are some additional resources on demos: https://apple.co/3gPafnG https://apple.co/2E4HFQD 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 , , or our . Here are some additional resources on technical buyers - Segment Case Study Page or Merger Page https://bit.ly/2JAs0el 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 , , or our . Here are some additional resources on building sales skills https://apple.co/2BJNul4 https://apple.co/33vC8vG 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 , , or our Here are some additional resources on assessing company growth https://bit.ly/3lXaU8E https://bit.ly/3kYoRld 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 , , or our . Here are some additional resources on Active Listening https://apple.co/2E4HFQD https://apple.co/2YDHX8b https://apple.co/36Kyu1I
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 , , or our . Here are some additional resources on Sales Messaging & Qualification : https://bit.ly/2HjEcyJ https://bit.ly/2UbZHVe https://bit.ly/3kix1pH
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 , , or our . Here are some additional resources related to John’s top 4 phrases : https://apple.co/3bX7IWo https://apple.co/31V8z6c 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 , , or our . Here are some additional resources on Compliance Exercises: https://bit.ly/2HjEcyJ https://bit.ly/3m79oAo https://bit.ly/3m6vTp2
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 , , or our . Here are some additional resources on selling against “do nothing”: https://bit.ly/2D0dxFa https://bit.ly/2IzNZBq 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 , , or our . Here are some additional resources on the Finding Success with Procurement: https://bit.ly/2Igj2Su https://bit.ly/3nN97V4 https://bit.ly/34T0U8P https://bit.ly/33Sz8dn
Deals are won or lost in discovery. The more your sales teams can carry out discovery in a way that builds prospect interest and opens doors to high-level business stakeholders, the more they’ll be able to hit their numbers repeatedly. In this episode, Brian Walsh shares personal experiences and tips on the art of great discovery and how your sales teams can earn the right to ask the hard questions and move opportunities forward. He’ll cover: - The three things your sales teams should have prepared before every sales discovery conversation - Why preparing prospects before a call is critical to landing the ask, plus insights on how to do it - Tips for expanding sales conversations in a way that opens up the opportunity to get in front of other stakeholders in the business Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources on executing great discovery: https://apple.co/2E4HFQD https://apple.co/3iEMrTa https://bit.ly/2HYgKHI
We’re diving into the one area of negotiation that many companies fail to pay attention to — the internal process behind every sales negotiation. In this episode, Force Management Senior Partner, Tim Caito explains how refining the internal process can enable your sales organization to increase deal velocity and achieve better outcomes. He’ll cover: - Internal bottlenecks that hinder healthy pipelines, and how to course correct - How to make negotiation and company-wide competency to ensure sales teams can move deals forward efficiently - The essential questions you can use to evaluate your own, internal negotiation process Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources on the Internal Negotiation Process: https://bit.ly/2S3oKZP https://bit.ly/3lmNeug https://bit.ly/338yvfq
Sometimes inspiration can hit you at the most unexpected times. For Senior Director of Consulting and Facilitation Patrick McLoughlin, it was during a Command of the Message training when he noticed the difference between two basketballs in his office. What are the key differences between mediocrity and greatness? What separates the best salespeople from the rest? Patrick shares his thoughts while running through Kobe Bryant’s ten rules for achieving greatness. It’s a great listen especially for sales reps and managers who are struggling in foggy sales environments. Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources on moving from mediocrity to greatness: https://apple.co/3iIuJyP https://bit.ly/2FFY52y https://apple.co/3bX7IWo
Are you struggling with motivation? Especially in our current environment, finding motivation in a foggy sales environment can be a constant battle. We sat down with John Kaplan to discuss ways to improve productivity and keep yourself and/or your sales teams motivated by being uncommon in what you do. Here are a few topics we’ll cover: - What to do when the opportunities in your territory seem limited - How managers can work with reps to continuously build healthy pipelines - How to be uncommon and improve your (or your sales team’s) ability to compete Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources on motivation: https://bit.ly/3mlUvv9 https://apple.co/2Rkilck https://apple.co/3bX7IWo https://apple.co/2Fk1kMM https://apple.co/2YDHX8b
We’re taking a deep dive into the critical roles SDRs play and the value they can bring to your company. Special guest, Patrick McLoughlin, Senior Director of Consulting and Facilitation at Force Management, covers how sales organizations can benefit from generating alignment between their SDR/BDR organization and their sales organization. He’ll cover: - The biggest mistakes sales organizations make with SDR organizations - How to get more value from your SDR organizations by providing training and content that focuses them on what’s needed to execute - How to equip SDRs to handle objections in a way that drives opportunities forward Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources on the SDR Process: - https://bit.ly/2GaN1Ky - https://bit.ly/2ERgfxE - https://apple.co/2EDdIaE
There’s no doubt that next year’s SKO will be different from years past. In this episode, we sat down to discuss how some of the sales leaders we work with are approaching their sales kickoffs. Many of them are shifting to sales initiatives. In this episode, we cover: - 3 key, sales execution areas of focus for sales leaders who are looking to improve their sales team’s ability to compete - How sales leaders are moving forward with virtual, sales training engagements and the outcomes they’re able to achieve as a result - How to move forward with a virtual event that’s still just as engaging, relevant and valuable for your sales organization - The mindset elite sales leaders are using to determine what’s best for their sales organization right now Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on Shifting the SKO https://apple.co/31spJrV https://bit.ly/2EwbBVV https://bit.ly/3gxyZz6 https://bit.ly/32ttKeN https://apple.co/3llvXBW https://bit.ly/3lmNeug https://apple.co/3gqxgf2
In this episode, we’re taking a step back to cover the most frequently asked questions we get from our customers, the sellers we train, and our listeners. From warming up cold calls and building pipeline to asking trap setting discovery questions, and getting to the economic buyer, John Kaplan covers it all. Here are a few key insights you’ll want to tune in to hear: - How sellers can nail their differentiation in discovery and win against tough competition - How to prepare for your sales calls to warm up cold opportunities - How to use empathy in sales conversations when asking challenging (or seemingly negative) discovery questions - How to leverage your champion to earn the approval of the economic buyer Check out this and other episodes of The Audible-Ready Podcast at , , or our Here are some additional resources focused on https://apple.co/34n8Y3o https://apple.co/2YDHX8b https://apple.co/2E4HFQD https://apple.co/3hhDqQ1 https://apple.co/2BJNul4
Proof points should tell a story of how your solutions effectively solved your customer’s problems and achieved measurable results. Elite sellers know the story behind their proof points so they can better tie them to their live opportunities in a way that’s relevant and meaningful to their prospects. Elite sales organizations have a process for gathering these proof points so their sellers can use them to drive high-value deals forward. In this podcast, John Kaplan walks us through: - How to develop a process for gathering impactful proof points and who should own this role in your organization - When and how to use proof points in the most effective way, including how to enable your champions to articulate the stories behind your proof points - How to make proof points as relatable as possible to live opportunities and sales conversations Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on proof points: https://bit.ly/3kt2ZPU https://bit.ly/2XKDDDx https://apple.co/3fV0tPb
Many sales leaders want to add MEDDICC into their sales organizations to improve sales qualification, mitigating losses and the number of deals in the pipeline that just aren’t progressing effectively. Spoiler - just adding the tool to your sales process won’t drive results. You as a sales leader, and your sales teams have to put in the work to make it work. In this episode, Managing Director of Facilitation and Delivery, Brian Walsh talks through how to enable your sales teams to drive results using MEDDICC. He’ll cover: - The three sales qualification questions MEDDICC can help companies solve - How you can make MEDDICC successful, specifically for your organization - How leaders, managers, sales reps impact the success of MEDDICC in different ways - Personal experiences on how managers can help reps move deals forward in a way that drives results Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on implementing MEDDICC: https://bit.ly/31uSNxz https://bit.ly/2CaI8zG https://bit.ly/3kix1pH
You know that champions can be a critical component of moving your deals forward. However, identifying them isn’t always easy. Do you really have a champion or just a coach? If you’re a manager, how are you helping your reps find, develop, and test their champions? In this episode, John Kaplan will cover: - Questions to help you identify a champion or coach - How to know if your champion is actively selling on your behalf and if they have a vested interest in your success - If you should move forward without a champion or hold and build a champion Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. Here are some additional resources focused on coaches and champions: https://apple.co/2BJNul4 https://bit.ly/316EZsV https://bit.ly/3k5wSG3
Many sales leaders are moving forward with their sales transformation initiatives, virtually. They’ve come to an understanding that they don’t have time to wait. We sat down with Force Management's Chief Operating Officer Dave Davies and Brian Walsh, Managing Director of Facilitation and Delivery, to discuss how sales organizations are moving forward right now in a remote environment. They cover: The benefits of moving forward with your initiative virtually The process that drives the most impact virtually The results they’ve seen companies have from moving forward Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on virtual sales initiatives: https://bit.ly/2DbTVxC https://bit.ly/3jHUrEz
Moving opportunities forward and maintaining a healthy pipeline in this environment — are two critical areas sales organizations are struggling with right now. In this episode John Kaplan talks through the three things you need in every deal, minimizing no decisions, discounts and other risks to their pipelines. He’ll discuss: - How to determine your PBOS, Required Capabilities and Metrics - How to change a deal at risk into a high-value opportunity - What’s needed for salespeople to become more relevant to their buyers right now Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on PBOS, required capabilities and metrics:
This topic is so important we named our podcast after it. In this episode, John Kaplan explains what it means to have an ‘audible-ready’ sales organization. He covers the five power plays of an audible-ready sales team and how sales leaders can equip their teams tools that enable them to keep the focus on their buyer. Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on being audible ready: ; ; https://bit.ly/31gD5rD
We’re using this episode to run through the most frequently asked questions we hear about sales negotiation. Listen as Tim Caito discusses best practices managers and sales reps can instill into their negotiation process to ensure their business and procurement buyers view their solutions as valuable. He’ll cover: How to navigate relationships with both buyer contacts and procurement professionals to improve the buying process and provide value for all stakeholders, including yourself. How sales reps can influence required capabilities early on, to show their solutions are the best fit for the buyer’s requirements, while minimizing discounts. Three things managers can do to continually coach on rep negotiation skills and drive seller behavior away from discounting. Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources on the negotiation and procurement :
Salespeople, even veteran sellers, can struggle with warming up cold sales conversations and turning LinkedIn connections into active opportunities. An avid listener recently asked that we cover how to get into opportunities and become immediately relevant to a prospect. In this episode, John Kaplan explains how salespeople can be uncommon in their call preparation and conversations, so they can successfully earn the right to move their prospects into active opportunities. Please note this episode was recorded prior to Covid-19. Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on getting into an opportunity: - Purpose Process Payoff Podcast; - Starting Strong With New Prospects Blog; - Internal Negotiation Process Webinar:
Communication is a critical component to ensuring your teams stay focused. For sales leaders, it can be the one thing that separates the best from the rest. If your people understand where they’re going and how they’ll get there, you are one step closer to your revenue goals. In this episode, John Kaplan covers the concept of a leadership footprint to explains how leaders can: - Outline their organization’s new mission and explain how they’re planning to get there - Articulate exactly what they need from their sales teams to succeed Skills: 10:49: “As the leader, what is your immediate ask of your sales team, your leadership team, whoever it is that you are leading.” 11:40: “Because these things are going to be a huge part of us getting to the summit, this is the ask that I have of my team of my organization, it is the doable, it is in your circle of influence, this is what helps me help you.” 12:29 - 12:37: “Be very specific on the fundamentals that you need from your team, this is your ask for them to commit themselves to the fundamentals:” Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on the leadership footprint: Leadership Footprint Template Blog: “What Your Top Performers are Thinking in Your Sales Kickoff Presentation”
Please note this episode was recorded prior to the Covid-19 Pandemic. Front-line sales managers typically have one of the toughest jobs in the entire sales organization. Equipping them effectively takes a concerted effort. In this podcast, John Kaplan runs through best practices for helping them be successful, including: - How to help them develop an operating rhythm - How to get beyond measuring success at the deal level - The type of environment you need to foster Check out this and other episodes of The Audible-Ready Podcast at , , or our . Additional Resources:
This episode is just for people who are new to a head of sales role or for those people who are looking to jump ship. John Kaplan outlines the key areas you need to assess for your success plan, including key questions to ask around: - The sales message - Sales execution and qualification - Sales planning processes and management operating rhythm - Sales talent Check out this and other episodes of The Audible-Ready Podcast at , , or our . Additional Resources:
Why do buyers use tricky tactics in negotiations? Because they work! In this podcast, Tim Caito shares how to best prepare yourself (and your teams) for those popular buyer tactics. He’ll cover: - The 4 main reasons buyer tactics work and when they originate during the process - The key 5 tips for managing the negotiation process and preparing for success (to the best of your ability!) - How to expand the conversation and avoid pain points that narrow the negotiation too early Check out this and other episodes of The Audible-Ready Podcast at , , or our . Additional Resources:
Keeping sales teams focused is an area many sales leaders are trying to excel in right now. In this episode, John Kaplan walks through simple things you can do as a sales leader or manager to keep your teams motivated and disciplined. He’ll discuss: - How sales teams can use the ‘purpose, process, payoff’ call agenda to make sales conversations empathetic and relevant for buyers. - How leaders and managers can work with their reps to make sure they’re prepared for every valuable sales conversation. - The most critical fundamentals and tactics leaders must focus reps on right now to build pipeline and make revenue numbers. Here are some additional resources focused on the importance of empathy right now : Check out this and other episodes of The Audible-Ready Podcast at , , or our .
This episode covers how to approach sales conversations right now to mitigate stalled deals and communicate with purpose and empathy. Many sales professionals and leaders within their organizations are wondering what’s working in sales conversations right, what isn’t, and who’s doing it well. In this episode, John Kaplan covers how you can focus your sales teams on having purposeful conversations right now, including: How salespeople can focus on the buyer and be effective in their conversations to grab onto interest and opportunities How to use conversations to uncover changing needs and the specific challenges buyers are facing to approach them with viable solutions How to navigate what other organizations are dealing with to mitigate potential stalls and delayed in their deals Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on the importance of empathy right now :
Please note this episode was recorded prior to the Covid-19 Pandemic. It takes a lot of “hands on deck” when trying to close a large opportunity. Often, it’s up to the salesperson to ensure that he/she has the resources needed to get the deal done. Whether it’s on one deal or to make your yearly goal, you need a plan in place to ensure everyone knows their role in moving the opportunity forward. In this episode, John Kaplan talks through how to ensure you get the resources you need to close the deal and make your number. Check out this and other episodes of The Audible-Ready Podcast at , , or our . Additional resources:
Growing companies are often challenged with translating the founder’s vision and story into sales conversations that highlight the value and differentiation of the solution. In many of these companies, no one can sell as well as the founder. In this podcast, John Kaplan talks through key steps companies take to scale that message and get an entire sales organization equipped to sell as well as the founder, including: The key questions every person needs to answer the same in your company The test you can run right now in your own company to start building alignment How Force Management ensures they have a great pipeline of proof points. Check out this and other episodes of The Audible-Ready Podcast at , , or our .
You know how important Champions can be to your sales process. But, how do you test them? How do you ensure that your Champions are really able to articulate your value and differentiation? We define Champions as: people who actively sell on your behalf have a vested interest in getting the deal done have power and influence within the company In this podcast, John Kaplan breaks down key ways to test your Champions, including: Key things to watch out for that may signal trouble in your deal The three things you need to enable them on How to find the gaps in your Champions understanding of your solution Check out this and other episodes of The Audible-Ready Podcast at , , or our . Additional Resources;
NOTE: This episode was recorded prior to the Covid-19 Pandemic. John’s advice is still applicable, but please understand we didn’t have the current context when recording. In this podcast, John Kaplan talks through key areas to assess in your own organization after a less-than-stellar quarter, including: How to make sure you have the right people to achieve your yearly goals How to build more accountability into the planning process as you move forward in the year The cadence with which you use to manage your teams Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. Additional Resources
Elite leaders make the choice to work at their craft. In this episode, John Kaplan shares a few lessons he’s learned as a sales leader, the mantra he follows and the one new hire that became an example of what not to do as a sales leader. Check out this and other episodes of The Audible-Ready Podcast at , , or our .
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. Feel free to share with your teams and colleagues. Check out The Audible-Ready Podcast at , , or our .
Every company needs to have alignment around the answers to the Essential Questions: What problems do you solve? How do you solve those problems? How do you solve them differently and/or better than the competition? And, where have you done it before? In this episode, John Kaplan talks through how you can use our concept of the Essential Questions to align with your buyer and address your customer’s evolving challenges. He’ll cover how your organization can provide the most value for customers by: Reframing the essential questions based on today’s environment Achieving internal and external alignment around the key problems your offerings solve for your buyer's shifting challenges Preparing sellers with these answers and ways to be purposeful in their delivery Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources on the essential questions:
Deals are won or lost in discovery. A key part to successful discovery is the salesperson’s ability to articulate what they learned in discovery back to the customer. We call it playing back “What We Heard”. In this podcast, John Kaplan runs through best practices for using this information to your advantage, including: How it helps you overcome seller deficit disorder How to deal with sounding too repetitive How to use your customer to help you play back negative information Check out this and other episodes of The Audible-Ready Podcast at , , or our . Additional Resources:
We took a break from our typical podcast topics and talked about how salespeople and sales leaders can best use this time, even in the face of unprecedented circumstances. Check out this and other episodes of The Audible-Ready Podcast at , , or our .
NOTE: This episode was recorded last month, prior to the Coronavirus shut down. Although the episode provides some good tips that apply to the situation many of us find ourselves in now, please listen with the understanding that Brian's comments were recorded without the current context. There’s not a sales leader out there that doesn’t want to make an immediate impact when they take on a new role. However, the best sales leaders are also thinking about what they can do to create ongoing and sustainable success. It’s a two-pronged approach. In this episode, Senior Director Brian Walsh runs through how to play the long game in sales leadership or even in your selling role. He covers key things you should be thinking through as you map out your own plan for success as well as how to know if you’re in the right company for “the long game.” Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
Even the most veteran sales reps can fall victim to lazy sales practices when they’re selling to someone they know. We think we can skip steps or cut corners in our sales process. These opportunities can fool us into thinking they’re a sure thing. In this episode, John Kaplan breaks down key triggers to watch out for and ways to hold yourself accountable. We cover: Key steps to take when a former buyer is in a new company and wants to purchase again Red flags to watch out for when you have a “friendly” buyer The situation we find ourselves in frequently when we are selling to Force Management customers. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
We’ve all been frustrated by a pipeline full of slow-moving deals. The cause typically goes back to a few key areas where we as salespeople or sales coaches lacked focus. It goes back to basic sales fundamentals, but they’re things even veteran salespeople need to remember. In this podcast, John Kaplan breaks down three key areas to assess if you have a pipeline full of deals that just won’t close. You’ll learn: The three reasons your deals are taking too long to close An easy way to execute discovery to ensure you’re going up and down in an organization. Check out this and other episodes of The Audible-Ready Podcast at , , or our . Additional Resources: Why you’re struggling with metrics in your sales conversation: Asking Bold Discovery Questions: Webinar: Predicting No Decisions: How to Win Undecided Buyers:
Force Management continues to be a leader in building company alignment and equipping sales teams as we bring listeners an all-new weekly podcast series. The Audible-Ready Podcast will feature 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 Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
John Kaplan talks through best practices for preparing to sell the platform solution to your buyer, getting beyond just selling the smaller point solution.
You may know what makes your solution different than others in the market, but aligning that differentiation to the customers is how elite salespeople move the needle. In this podcast, John Kaplan runs through best practices for aligning differentiation to a customer's decision criteria.
Learn more about Project Welcome Home Troops here: http://www.projectwelcomehometroops.org/
Read why John is so passionate about this organization here: https://www.linkedin.com/pulse/special-mission-helping-veterans-john-kaplan/
For many of you, the 4th quarter is well underway. Now is the time to assess where you're at and decide what changes you want to make for next year. In this episode, John Kaplan shares some motivation he learned from his college days! Fours up!
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Why do reps struggle with metrics? It's likely because they're using them in the wrong way during the sales process. John Kaplan breaks down some tips in this short conversation.
You can check out the blog referenced in the podcast here: https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation
The people that hire you are not looking for okay, average or even good. They are looking for awesome, exceptional and elite. When salespeople take on a new career opportunity, they have made a conscious decision to pursue a career which is measured daily, weekly, monthly, quarterly and annually on performance. Knowing expectations are high, how do we overcome the hurdles of average and operate at an elite level?
Ray de Avila breaks down what it takes to be elite in this podcast.
Sign up for our webinar on selling and negotiating on value with Tim Caito and Joe Marcin here: https://forc.mx/2D9Cqvk
Read our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEn
What do you do if you are in the middle of your sales process and you realize you aren't attached to the right business issue? John Kaplan talks through best practices for backing up the sales process.
If reps are overwhelmed at combining sales messaging methodologies with qualification and negotiation processes, John Kaplan breaks down a way to simplify it all into one single selling motion.
Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. Senior Partner Paul DeMore shares his best practices for aligning to the buyer in your discovery questions.
Are your sales reps missing their numbers this year? Qualification may have something to do with it. John Kaplan talks through best practices for driving a qualification process that works for your sales team.
Ivan Gomez from Next Stage joins the Force Management podcast to talk about the best ways to overcome the fear of rejection, particularly when you are in an SDR/BDR role.
How do you summarize a great discovery session in a way that moves the sales opportunity forward? Senior Director Ray de Avila discusses best practices.
Senior Director Ray de Avila breaks down key tips for outlining the purpose, process and payoff for your sales conversations
Casey Jacox, Kforce President of Client Strategy & Partnerships, talks through best practices for applying Force Management methodologies in your sales organization.
In this podcast, John Kaplan runs through best practices for enabling your front-line managers to inspect, motivate and reinforce.
Two traits that will help your boost sales? Curiosity and the ability to tell great stories. Kforce President of Client Strategy and Partnerships Casey Jacox tells us why developing those skills are critical to being a great salesperson.
Casey Jacox, President of Client Strategy & Partnerships at Kforce talks about why the concept of vulnerability can be an asset to a salesperson
Senior Delivery Partner Brian Walsh breaks down the importance of building alignment within your company around these key essential questions
How do you build positive business intent in your sales process? Senior Delivery Partner Brian Walsh walks through best practices for gaining trusted adviser status with your prospects and customers.
Senior Delivery Partner Brian Walsh runs through best practices for effective discovery. This podcast is a great listen for reps who are looking for a question flow that helps uncover business pain.
This podcast features best practices for enabling your front-line managers to reinforce a sales methodology
Best practices for reinforcing a sales initiative, including steps sales leaders and sales enablement teams can take before, during and after the training event.
Delivery Partner Patrick McLoughlin reviews his best tips for executing effective discovery.
John Kaplan discusses ways you can enable key contacts to sell for you within their own organizations.
The Sales Curmudgeon wraps up his latest series discussing the three things you need to make your sales initiative a success.
Our Sales Curmudgeon talks through why sales executives tend to "bet on the wrong horse" when it comes to their sales initiatives.
In Part 2 of the Sales Curmudgeon series, we break down key steps for managing change in your sales organization.
John Kaplan covers best practices for articulating value and differentiation with multiple buyers in a sales opportunity.
Managing Director John Kaplan breaks down best practices for identifying required capabilities early and validating them throughout your sales process.
Managing Director John Kaplan covers best practices for giving effective feedback to your sales teams.
Consulting Director Jeremy Powers discusses best practices for reinforcing a sales initiative.
Managing Director John Kaplan discusses ways to "dig deep" on negative consequences and motivate your buyer to take action.
This podcast provides some best practices for equipping front-line managers during your sales initiative.
Managing Director John Kaplan discusses his best practices for asking great trap setting questions that help you demonstrate your differentiation and rise above the competition.
In this podcast, Force Management's John Kaplan discussed how to test your Champions and ensure they're actively selling on your behalf
In this podcast, Force Management's John Kaplan runs through the five most common mistakes he sees with salespeople and the discovery process.