Force Management

When it comes to attaining a consensus in a customer account and achieving the crucial “Collective Yes”, the greater the numbers on your side, the higher your chances of success. Today, Antonella O’Day joins Rachel to discuss the need to expand the depth and breadth of your presence in customer accounts, applying a multi-threaded approach in order to achieve top-down organizational agreement on your solution.Here are some additional resources:Get MEDDICC Certified on Ascender!Achieving a Collective Yes | Ascender CourseNavigating the Political Landscape | Ascender CourseBuilding Rapport Through Virtual Channels | Ascender CourseThe Currency of Value | Ascender ArticleThe Importance of Multi-Threaded Selling | Ascender ArticleExpanding the Sales Conversation | PodcastTalking to Other Departments | PodcastStaying Tethered to Customers | PodcastVisit 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

Customer handoffs are a natural part of the selling process, but you don’t want to lose the customer relationships that you’ve worked so hard to build. Indeed, staying connected to customers over the long-term has numerous benefits, not only for the success of your solution, but also for your career as an individual seller. Today, John Kaplan joins Rachel to discuss these benefits, and he shares the techniques he’s accumulated over the years to remain tethered to clients.Here are some additional resources:Get MEDDICC Certified on Ascender!Active Listening | Ascender CourseGaining Commitments | Ascender CourseNavigating the Competitive Landscape | Ascender CourseThe Seller Deficit Disorder | Ascender ArticleWhy Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender ArticleWhen to Use Customer Case Studies in the Sales Process | Ascender ArticleBuilding Up Your Referral Business | Ascender VideoStaying Tethered to Accounts | PodcastVisit Ascender, a platform designed solely for salespeople w

Not many things are granted in sales, but adversity is one of them. When difficulties arise, resilience becomes a seller’s most valuable attribute. Joining Rachel for today’s episode is Force Management Facilitator Jim “Pouli” Pouliopoulos to cover the importance of resilience in sales. Pouli discusses the need to focus on what you can control, staying motivated when it feels nothing is going right, leaning on MEDDICC qualification to overcome sales slumps, and asking for help.Check out Pouli’s book, How to Be a Well Being, and connect with him on LinkedIn.Here are some additional resources:Get MEDDICC Certified on Ascender!Deepen Your Discovery | Ascender CourseTraining the Seller’s Brain for Positivity | Ascender ArticleAsking for Help | Ascender VideoDealing with Rejection in Sales | PodcastCarefrontation | PodcastVisit 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 t

Enjoy this replay of a great episode with Brian Walsh. Ever had a customer ask you to consider a pilot project? Perhaps they don’t want to sign up for the full investment or they want to prove success before they move forward. Should you sell it? How should you handle it? Brian Walsh gives you a few things to consider. He talks about:Why pilot projects pop up.When it is beneficial to take on a pilot project.Ways to increase the likelihood that a pilot project will lead to a permanent solution.Getting your customer to see the benefits of the metrics.Here are some additional resources:Selling “Pilot Projects” | Ascender Videohttps://bit.ly/425YzUwWhat the Best Salespeople Do | Podcasthttps://bit.ly/3Vyf1utVisit 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/Asc

As a rep, a deal review is your time. They are your chance not only to level-set with your manager and teammates, but also to get whatever help you need in getting your opportunities over the line. It is within your control to own the agenda. In this episode, John Kaplan advises reps on ideal preparation in advance of deal reviews and the mindset necessary to get the most out of them. He also discusses how managers can foster a deal review environment in which reps are empowered to share their concerns and ask for the help they need.Here are some additional resources:Get MEDDICC Certified on Ascender!Effective Opportunity Coaching Sessions | Ascender CoursePreparing for Opportunity Coaching | Ascender CourseKey Questions for Managers to Ask in Deal Reviews | Ascender ArticlePreparation | Ascender VideoAsking for Help | Ascender VideoVisit 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

Before you can sell a solution, you must establish a baseline of trust with your customer. You build trust, in part, by demonstrating your willingness to understand the customer’s concerns and solve them. Today, John Kaplan discusses the effectiveness of recapping sales conversations as a trust-building tool that facilitates alignment with the customer and allows sellers to expand the conversation to key stakeholders across the buying company.Here are some additional resources:Get MEDDICC Certified on Ascender!Advancing the Deal | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseThe Seller Deficit Disorder | Ascender ArticleWhy Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender ArticleEssential Questions to Help You Become a Better Salesperson | Ascender ArticleOvercoming Seller Deficit Disorder | Ascender VideoTips for Active Listening | PodcastOvercoming Challenges with Metrics | PodcastExpanding the Sales Conversation | PodcastVisit Ascender, a platform designed sol

Salespeople frequently find themselves stuck with a single contact in a buying company, unable to engage departments necessary to a successful close, locked at a standstill. In today’s episode, John Kaplan explains how to multi-thread in a way that enlarges a company-wide understanding of the gravity and relevance of a technical issue and convinces all people involved of their responsibility and capability to work toward a successful solution.Here are some additional resources:Get MEDDICC Certified on Ascender!Creating a Compelling Business Case | Ascender CourseGetting to the Economic Buyer | Ascender CourseChanging Your Approach with Procurement | Ascender CourseThe Importance of Multi-Threaded Selling | Ascender ArticleSell Solutions, Not Products | Ascender ArticleGetting to “We Need to Fix This Now” | Ascender ArticleUsing Empathy in Your Sales Conversations | Ascender ArticleExpanding the Sales Conversation | PodcastBeing Confident in Your Selling Process | PodcastMaking the Case to the CFO | PodcastVis

Enjoy this replay of a great episode with John Kaplan.If you’re finding yourself new to a selling role and trying to sell to more experienced executives and professionals - this is a podcast for you. If you’re leading a team of greener reps, share this one with them. John Kaplan shares how to prepare for conversations with experienced buyers in a way that will drive success and help you feel less intimidated going in. Great selling, is great selling, no matter your experience or background. Tune into this episode to hear tips and actions you can take right now. Here are some additional resourcesFinding Success with Procurement [Podcast]https://apple.co/3ARsxO0Overcoming the Seller Deficit Disorder [Article]https://bit.ly/3k2HwhlWhy are you talking? [Podcast]https://apple.co/3CVvgrOFour Essential Questionshttps://bit.ly/3maU5d3Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Negotiating power is an invaluable currency in sales, one that gives you the leverage to move toward achieving a desirable outcome. As you approach the end of a sales process, the work you’ve done previously to establish yourself in a solid negotiating position determines the quality of the deal you’ll eventually land. Today, Tim Caito joins Rachel to discuss the importance of taking the right steps throughout the lifetime of the deal to set yourself up for a successful close.Here are some additional resources:Get MEDDICC Certified on Ascender!Negotiation Mindset | Ascender CourseAchieving a Collective Yes | Ascender CourseCreating a Political Advantage | Ascender CourseOur Best Content on Decision Criteria | Ascender ArticleUsing Multiple Options in Your Sales Negotiations | Ascender ArticleKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender ArticleAnchors and Give-Gets | PodcastThe Right Mindset for Sales Negotiations | PodcastVisit Ascender, a platform designed solely for salespeople

Enjoy this replay of a great episode with Brian Walsh.Responding to RFPs is often inevitable in many selling organizations. How do you respond in a way that gives you an edge? Brian Walsh joins us to share the importance of assessing your position and details how to determine an impactful response. He covers what to ask yourself as you qualify the opportunity, define your competitive position, and strategize around the right next steps.Here are some additional resources:Differentiate How You Sellhttps://apple.co/3qFc11EGetting Comfortable with Uncomfortable Conversations [Podcast]https://apple.co/3HerprLExecuting Great Discoveryhttps://apple.co/3dSpXi6Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

On our online subscription platform Ascender, users can ask questions and discuss their perspectives on a wide variety of topics pertaining to sales. Among the regular contributors to Ascender’s Engage section is Force Management facilitator John Boney, who has made a number of recent posts about selling and leading from a foundation of empathy. In particular, he has written about the concept of carefrontation—an approach to giving feedback that balances directness and honesty with empathy and care for those on the receiving end of the help. In this episode, John joins Rachel to dive deeper into how salespeople and team leaders can implement carefrontation on a daily basis as they work and interact with colleagues and clients. Here are some additional resources:Get MEDDICC Certified on Ascender!Coaching Model Essentials | Ascender CourseCoaching the Coaches – Front-Line Sales Managers | Ascender CourseWhat Exactly is Carefrontation? | Ascender Community Post • Mastering Carefrontation: Avoiding the Pitfall of

There’s as much differentiation in how you sell as in what you sell, and standing out as a sales rep requires you to exhibit those special characteristics uncommon amongst your peers. Establishing differentiation is a tricky task, however, so today John Kaplan teaches how to simplify the process with ideas enactable by a mindset of open-mindedness, empathy for the customer and their needs, and conviction in the importance of what you have to offer.Here are some additional resources:Get MEDDICC Certified on Ascender!Solution Mapping to Create Strong Value Propositions | Ascender CoursePreparing for and Engaging in Virtual Meetings | Ascender CourseMaking Sure the Customer Understands Your Differentiation | Ascender VideoRise Above the Noise | Ascender VideoOvercoming Seller Deficit Disorder | Ascender VideoPreparing for Sales Conversations | Ascender VideoTips for Active Listening | PodcastArticulating Value and Differentiation After the Sale | PodcastVisit Ascender, a platform designed solely for salespeople

As with all aspects of selling, sufficient preparation is a prerequisite to successful negotiation. In today’s episode, Tim Caito shares the key points of negotiation prep for reps to focus on. He discusses:Starting your negotiation process early.Recognizing and dealing with customer anchors, and laying anchors of your own.Establishing your give–get strategy.Providing the customer with multiple options.Here are some additional resources:Get MEDDICC Certified on Ascender!Negotiation Foundation & Mindset | Ascender CoursePreparing for and Engaging in Virtual Meetings | Ascender CoursePlan to Make Your Plan | Ascender CourseAchieving a Collective Yes | Ascender CourseKey Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender ArticleUsing Multiple Options in Your Sales Negotiations | Ascender ArticlePreparing for Sales Conversations | Ascender VideoNavigating Anchors and Trades in Sales Negotiation | PodcastNegotiating Value – Presenting Multiple Options | PodcastVisit Ascender, a platform desi

Whether you're the top rep looking for even greater heights or someone looking to improve, you need a plan for success. And, you need to put it in motion now.What is your plan to make your plan this year?Force Management’s Co-Founder John Kaplan has been on all sides of this journey as a rep, sales leader, and top-tier trainer. He joins our Ascender team for a practical conversation on how to improve your sales execution right now. We'll cover how you can gather and analyze, plan and strategize, and then organize and execute your way to your best year yet.We're giving away a one-hour coaching session with John to one attendee. Sign up here: https://hubs.la/Q033B0m10

With the extensive attention from leadership directed toward the planning of sales kickoffs, the need to focus on what’s to follow too often gets lost. Today, John Kaplan joins Rachel for a discussion on the incumbency of managers leading SKOs to dispense the knowledge, skills and cultural spirit to spark enthusiasm and a drive for success amongst employees in attendance. In the process, he also insists upon the need for sales reps to have a gameplan, as he puts it, “after the hoopla” of the SKO.Speaking of John Kaplan, you don’t want to miss our upcoming live Ascender Insights special, “The Plan to Make the Plan”, hosted by the man himself! Join us on January 23, 2025, from 10 to 11 AM Eastern Standard Time to hear John’s practical and time-tested advice on putting together a plan to improve your sales execution in no time.And that’s not even the best part—get this: All quota-carrying reps and first-line managers who register for the discussion are automatically entered into a raffle to win a free, one-on-on

There often comes a point in deals when it’s best for all parties to go their separate ways. Today, Antonella O’Day joins Rachel to discuss the key indicators that you should walk away from a deal and how to do so tactfully. She talks about:Evaluating whether or not you can be successful in solving the customer’s problems.The number one reason why deals stall.The importance of tangible Customer Verifiable Outcomes to indicate the customer’s interest throughout the deal.Using the letters of MEDDICC to gauge your progress in a deal.Walking away from a deal on terms that leave the door open for future engagements.Here are some additional resources:Get MEDDICC Certified on Ascender!Lead Qualification | Ascender CourseGetting to the Economic Buyer | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseUncovering Hidden Pain Points | Ascender ArticleHow to Convince Your Customer to Take Action in Your Sales Process | Ascender ArticleCreating Urgency with Your Customer | Ascender VideoThe Coat of Pain |

Are you set up for success this year? Antonella O’Day walks through some key areas of focus as you come up with your own plan to make your plan this year. She covers ways to: Analyze trends from the past year and the competitive landscape.Set personal targets for 2025 based on data and personal experiences from 2024.Identify ideal customers and new growth opportunities.Reflect on past mistakes and successes to inform future strategies.Upcoming Webinar: Join John Kaplan for a webinar on "The Plan to Make the Plan" on Thursday, January 23rd. One lucky attendee will win a one-on-one coaching session with John. Register now to secure your spot: https://forcemanagement.zoom.us/webinar/register/WN_cb4xS0-zSjKA-eozmAA7RQ#/registrationThank you for listening!Visit 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

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.Visit 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/PlanComparison

A short word of thanks from the Audible-Ready Sales Podcast. Visit 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/PlanComparison

It’s crunch time as you work to get those last-minute deals in by the end of the year. In this short episode, John Kaplan gives you some words of advice as you finish strong. Visit 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/PlanComparison