Force Management

Moving to a startup presents many opportunities, but it also poses its fair share of challenges. Today, John Kaplan shares his best insights to help get you prepared for the leap. He discusses:The need to consider the four essential questions.The concepts of minimum viable product (MVP) and the ideal customer profile (ICP).Taking charge of your own enablement at a startup.The “hundred-pound brain effect.”Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/skge08Essential Questions for Your Next Job Search | Ascender Coursehttps://rb.gy/l24m3hFive Resources to Help You Find the Right Sales Job | Ascender Articlehttps://rb.gy/j7x0jzBuilding a Rhythm Around Pipeline Generation | Podcasthttps://rb.gy/91w6c4Visit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascen

Some of you have some big sales goals as we start out the new year – those big whale accounts you’d like to attack. John Kaplan joins us on this episode to give you some motivation to go after accounts with incumbents. He covers: How to target the right accounts. Using your differentiation to position yourselfHow to use your proof points to tackle incumbent opportunities. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As you begin to prepare for 2024, we bring you one of our most popular episodes - The Franchise Mindset. 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 | Podcasthttps://apple.co/3CLUoU8The Mindset You Need to Hit Your Number w/ John Kaplan | Podcasthttps://apple.co/3AAMHNQSet A Results-Driven Sales Planning Mindsethttps://bit.ly/3RdeSJYCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

The most elite salespeople put in the work to get better. The best way you can ensure you have a great 2024, is to take a close look at 2023. What are your regrets? What do you want to get better at? How can you improve your sales career. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, helps folks increase their happiness levels in all facets of life. Join us as he explains how you can look back to move forward in an actionable way. He shares:How to make sure you’re crafting the career that makes you the happiestHow you can assess your current career path in a way that drives changeWhy you should ditch New Year’s ResolutionsHow to balance money and motivationCheck out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867XConnect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/Here are some additional resources:Training the Seller’s Brain for Positivity | Ascender Articlehttps://rb.gy/kv3k7Five Ways to Find Positivity in a

For our 200th episode, John Kaplan gives a rundown of five habits of elite sellers.Here are some additional resources:Take the Stairs | Ascender Videohttps://rb.gy/s6qqxTake Ownership of Your Success | Ascender Videohttps://rb.gy/ijen6Preparation | Ascender Videohttps://rb.gy/g7q3rLet Go of the Excuses | Ascender Videohttps://rb.gy/qxz41Confidence and Conviction | Ascender Videohttps://rb.gy/de1e7Creating a Franchise Mindset | Podcasthttps://rb.gy/u6bttVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Your customer’s Most Likely Alternatives (MLAs) are the ever-present alternate options that threaten to swipe deals away. But they can also open opportunities for a seller when well-handled. The right mindset is key when analyzing and addressing MLAs as you move your deal forward. Today, Force Management’s resident negotiation expert Tim Caito discusses:The “balance of consequences” and the traps sellers fall into.How MLAs help support your anchor strategy in your sales negotiations.The importance of distinguishing the customer’s MLAs from the seller’s MLAs.How to use MLAs to influence the customer’s view of their Positive Business Outcomes, Decision Criteria and required capabilities.Here are some additional resources:Get MEDDICC Certified on Ascender!https://rb.gy/jbilm1Negotiation Mindset | Ascender Coursehttps://rb.gy/0phz28Anchors and Give-Gets | Podcasthttps://rb.gy/jydio9The Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/7aysitShifting the Negotiation Away From Price | Podcasthttps://rb.gy

With increased scrutiny on spending, we are likely more aware of the influence a CFO has on our opportunities, even if we don't have access to finance in our prospect companies. Force Management's Brian Walsh runs through the key things you need to remember about this important persona as you advance your opportunities. He discusses:A CFO’s role and aligning to their priorities.Equipping your Champion to make the case for your solution.The power of presenting multiple options.Here are some additional resources:Engaging the CFO | Ascender Articlehttps://rb.gy/qn87vtSelling to the CFO w/ Jim Kelliher | Ascender Insightshttps://rb.gy/o6ut0jNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/y6vuodVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subsc

MEDDICC is a powerful tool—when used correctly. Force Management's Antonella O'Day covers common traps sellers fall victim to when trying to use MEDDICC and key ways to avoid them. These traps include:Not getting specific enough with metrics.The budget holder rarely being the Economic Buyer.Trying too late to influence the Decision Criteria.Drifting too far away from the Decision Process.Focusing on the wrong pain, not quantifying the pain, and not understanding its root cause.Champion single-threading.Not considering all potential competition.Here are some additional resources:MEDDICC Certification on Ascenderhttps://rb.gy/we8rzyAvoiding MEDDICC Traps | Ascender Livehttps://rb.gy/p1h4lrVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.asce

How you end a call is crucial to the progression of your deal. Today, Patrick “Paddy Mac” McLoughlin explains how to smoothly close sales calls and prepare for the next steps. He discusses:Avoiding common mistakes when closing conversations.The three ‘Ps’ and sending an agenda in advance.Tips to improve your active listening.Determining the breadth and depth of the customer’s problem.Managing the clock.Leveraging the post-call email.Here are some additional resources:Gaining Commitments | Ascender Coursehttps://rb.gy/hf9edOwn the Next Step in Your Sales Meetings | Podcasthttps://rb.gy/ah1nnTips for Active Listening | Podcasthttps://rb.gy/f53whVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparisonCheck out this

For today’s episode, Force Management Senior Partner Paul DeMore joins us to share best practices for prospecting and driving pipeline. He discusses:Having a franchise mindset.Becoming multithreaded.Taking accountability for your own success.Getting a rhythm around prospecting.Here are some additional resources:Ascender’s Prospecting Certificationhttps://rb.gy/i9bp6Reassess Your Pipeline Opportunities | Ascender Articlehttps://rb.gy/j15v3It’s Time to Build Pipeline | Ascender Articlehttps://rb.gy/k7zeiCreating a Franchise Mindset | Podcasthttps://rb.gy/1xd7yPlan to Make the Plan | Podcasthttps://rb.gy/nibgvBuilding an Accountable Culture | Podcasthttps://rb.gy/uontxVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanC

Contrary to their reputation as obstacles to the progress of deals, anchors are a great opportunity to expand value, but you must know how to respond when the opportunity arises. Today, Tim Caito speaks about the benefits anchors can bring when properly handled and how they tie into successful trading with customers. He goes into detail about:The importance of having the right negotiation mindset.Why anchoring can be a double-edged sword.How to recognize an anchor and steps to take when you hear one.Using anchors as opportunities to expand value.Practicing your negotiation and trading strategy with your Champion.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Articlehttps://rb.gy/9jiusNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiThe Right Mindset for Sales Negotiations | Podcasthttps://rb.gy/wr38dShifting the Negotiation Away From Price | Podcasthttps://rb.gy/lc6h

The never-ending grind and numerous pressures of work life can take their toll, particularly when you’re chasing after a revenue number quarter after quarter. If this resonates with you, you’re in luck. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopolis, helps folks increase their happiness levels in all facets of life. Join us as he explains why a positive mindset is key to being a well-rounded salesperson. Pouli discusses:The need to care for yourself before caring for others.Combating negativity bias with uplifting thoughts.Focusing on what you can control.The “happiness pie chart” and the three science-backed components of motivation.Ways to increase your happiness and motivation over time.Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867XConnect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/Here are some additional resources:Training the Seller’s Brain for Positivity | Ascender Articlehttps://rb.gy/kv3k7Fi

How do you respond when your customer is eager for a demo? Brian Walsh shares some tips to help you navigate this scenario. He covers:Evaluating the strategic value of an opportunity.How to tactfully begin a demo with discovery.Making use of your other relationships in the account.Knowing when to walk away.Here are some additional resources:Deepen Your Discovery | Ascender Coursehttps://rb.gy/9mfdhWhat Do I Do When My Customer Pushes for a Demo? | Ascender Articlehttps://rb.gy/3rlihOwn the Next Step in Your Sales Meetings | Podcasthttps://rb.gy/5wcfdVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our websi

For sales leaders, the skills needed to be a successful coach cannot be taken for granted. Today, Brian Walsh describes how sales leaders can help their reps sell to the best of their ability through effective enablement coaching. He discusses:The mindset necessary to be a great coach.Putting your reps in a position to grow independently.Providing your reps a safe space to practice.Here are some additional resources:Coaching Model Essentials | Ascender Coursehttps://rb.gy/xq4aoEffective Opportunity Coaching Sessions | Ascender Coursehttps://rb.gy/62xpbScaling and Growth With Chris Degnan | Revenue Builders Episodehttps://rb.gy/x1liaAdvance to 39:00 to hear the coachability segmentVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co

The more people in an account you can reach, the better. In today’s episode, Antonella O’Day joins Rachel to cover the various ways that you can expand your deal. She discusses:The four major mental obstacles that prevent salespeople from properly expanding their deals.Putting the customer first.Using “decision points” to assess who will be impacted by your solution.Differentiating not only what you sell, but how you sell.Here are some additional resources:Building Champions for Life | Ascender Coursehttps://rb.gy/n8x0nThe Foundation Needed to Broaden Your Deal | Ascender Videohttps://rb.gy/qjbvsBeing Audible-Ready to Change Tracks in Sales Conversations | Ascender Articlehttps://rb.gy/nsreaVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.

Finding the customer’s pain is a crucial aspect to successful selling and is one of our most common requests. Today, Patrick McLoughlin joins us for a quick yet meaningful discussion about uncovering business pain. He talks about:Maintaining a high level of curiosity.Determining the breadth and depth of the customer’s problem.Pitfalls to avoid in the pursuit to uncover pain.Knowing whether or not you’ve uncovered enough pain to qualify the deal and move forward.Here are some additional resources:Discovery Process | Ascender Coursehttps://rb.gy/bfo4zDeepen Your Discovery | Ascender Coursehttps://rb.gy/tfuxeActive Listening | Ascender Coursehttps://rb.gy/5aaraThe Coat of Pain | Ascender Videohttps://rb.gy/fwwgwTips for Asking Tough Questions in Your Sales Process | Ascender Articlehttps://rb.gy/54u1kTips for Active Listening | Podcasthttps://rb.gy/4nw10Visit 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

Today, Force Management facilitator Diana Sheley joins Rachel to discuss how salespeople can execute the so-called “soft skills” for greater success. She covers:The significance of non-verbal communication.Emotional awareness.“The power of the pause”—giving the customer space to think and speak.Her “above the line/below the line” strategy for active listening.Here are some additional resources:Discovery Process | Ascender Coursehttps://rb.gy/16rlaDeepen Your Discovery | Ascender Coursehttps://rb.gy/vw0y6Active Listening | Ascender Coursehttps://rb.gy/n4ky3Showing Empathy | Ascender Videohttps://rb.gy/byntucDifferentiate Your Call Follow ups | Ascender Articlehttps://bit.ly/3EffJogWhat We Heard: Owning the Next Steps | Podcasthttps://bit.ly/3KTPiIxVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: ht

No matter the size of your team, it is important that you lead in a way that motivates action. Today, Brian Walsh explains how to lead with purpose. He discusses:Building active consensus as a leader.The need to provide the ‘why’ and communicate the ‘how’.Leading from the front and holding people accountable.Mistakes that leaders often make when trying to lead with purpose.Here are some additional resources:Five Resources to Help You Lead a Stronger Sales Team | Ascender Articlehttps://rb.gy/rnko4The Team | Ascender Videohttps://rb.gy/33806Visit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/PlanComparisonCheck out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.

Tim Caito joins us again to talk about the mindset required for successful value-based sales negotiation. Tim speaks about:Why the right negotiation mindset is so vital.Why negotiation is an ongoing process that doesn’t end once the deal is closed.Approaching internal negotiations versus external negotiations.Keeping the customer focused on value rather than price.Here are some additional resources:Negotiation Mindset | Ascender Coursehttps://rb.gy/dom3fChanging the Conversation with Procurement | Ascender Coursehttps://rb.gy/ha2gwBusting the Myths of Sales Negotiation | eBookhttps://rb.gy/5wttjNegotiating Value – Presenting Multiple Options | Podcasthttps://rb.gy/kb2oiVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscribe here: https://my.ascender.co/Ascender/P

In this episode, Brian Walsh joins us to address three sales challenges frequently encountered by salespeople and what they can do to solve them. He discusses:Getting your buyer to rethink the way to address their problems after you’ve entered the account later on in their decision process. (01:34)What to do if you don’t have access to the Economic Buyer. (9:26)How to identify and develop a Champion. (14:12)Here are some additional resources:Getting to the Economic Buyer | Ascender Coursehttps://rb.gy/sqo9aValidating Champions | Ascender Coursehttps://rb.gy/wlanlEssential Questions to Help You Become a Better Salesperson | Ascender Articlehttps://rb.gy/1s69lThe Outcome Conversation | Podcasthttps://rb.gy/sn7qlVisit 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 every day with insights to help you level up in your sales career.Check out the platform here: https://my.ascender.co/Ascender/Subscrib