Force Management

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

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.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/Here are some additional resources:Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparisonMethods to Incre

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 steps do I take when passed over to procurement?How do I approach selling to younger, less experienced buyers who may be cagey?With company purchases under increased scrutiny, how do I ensure that I am aligned with one of the buying company’s top priorities?What if my deal does not close by year’s end as intended?Here are some additional r

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://apple.co/3jRy3NqForce 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

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 in their own companyHow to make sure you win the decision and the dealForce 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 sale

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

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 working for. 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

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