Force Management

Sellers must understand the more detail-oriented technical pains as well as the wider-ranging business pains of a customer’s organization. Elite salespeople are able to balance both worlds. You should be able to speak with those involved with the operational aspects of a company, learn their pain through effective discovery, and then move up and tie those technical pains with business issues that will catch the attention of C-level executives. In this episode, John Kaplan explains in depth the differences between technical and business pains, how elite sellers connect the two, and the importance of getting customers to put on their coat of pain.Here are some additional resourcesEnable Your Salespeople to Help Buyers Stand in the Moment of Painhttps://bit.ly/2ZEoRgIFinding the Business Pain w/ John Kaplan | Podcasthttps://apple.co/3IjzrRbCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

All sellers occasionally go through rough periods. Maybe you’ve had some bad breaks or customer shake-ups. John Kaplan explains why you might be losing and offers suggestions for how to move forward after low periods, including attaching to the prospect’s biggest business issues, influencing decision criteria with your differentiation, and having reliable Champions and Coaches to support your opportunities.Here are some additional resourcesEnable Managers to Make an Impact on Future Deals Using Win/Loss Insights Sales Best Practices: Attach to the Biggest Business Problem Overcoming Sales Challenges: Change the Decision Criteria Beyond the Win/Loss Data with Tim Caito | Video  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Both sellers and buyers today recognize the power of testimonials when it comes to influencing customers to purchase a product or service—it’s ingrained in our society. However, it may be difficult for reps to determine where exactly they fit in when it comes to testimonials. What is your role? John Kaplan explains how to effectively leverage testimonials in a sales process to maximize the success and size of your deals.Here are some additional resourcesFour Ways to Use Customer Testimonials in Your Sales ProcessMaximize the Effectiveness of Proof Points in Your Sales ConversationsDevelop Proof Points That Make an ImpactMethods to Increase Sales: Nailing Your Proof Points Maximize the Effectiveness of Proof Points w/ John Kaplan | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website .

We’ve all worked for someone who we didn’t think was that great as a manager. How do you, a seller, handle the scenario in which you’re working for a bad manager but aren’t quite ready to leave? John Kaplan shares some advice on how to improve your work experience when in such a situation and what to look for in your next company.Here are some additional resourcesHow to Ensure You're Selling For A Great CompanySigns You're Working for a Company That's Staged for GrowthCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Hear the practices that the most elite salespeople exhibit. John Kaplan joins us to highlight must-execute action steps for sellers including: expanding your referral networks, defining buyer metrics, influencing decision criteria, getting multi-threaded in your sales approach, and asking for help. Take your sales career to the next level. Use these action steps.Here are some additional resourcesWhy Sales Reps Struggle with Metrics in the Sales ConversationYour Most Critical Accounts: 4 Questions to AskSales Best Practices: 5 Ways to Prepare for Your Next Sales MeetingCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

When you work for someone else, much of your day to day can be out of your control and power. So, how do you take ownership of that which you can control? In this episode, John Kaplan explains the importance of owning your success and shares tips on how to put yourself in a position to succeed as a sales rep.Plus, as promised, here is the definition of a floppy disk for our younger listeners: a thin plastic disk coated with magnetic material on which data for a computer can be stored (Merriam-Webster).If you have any ideas for future episodes, send them to Rachel at rclapp@forcemanagement.com.Here are some additional resourcesHow to Ensure You're Selling for a Great Company (forcemanagement.com)How to Make Sure You're Working for Great Companies | PodcastBuilding an Accountable Culture | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Changes in leadership commonly take place during the sales process. Although disruptive, they are an occurrence for which preparation is key. How do you ensure that new leadership recognizes the value of your solution and gets behind it? John Kaplan shares how to respond to changes in leadership depending on where you are in the sales process.Here are some additional resources:Articulating Differentiation: 5 Ways to Trap the CompetitionAligning Differentiation to Your Buyer | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Everybody knows about the need to build their referral network, but very few people talk specifically about how best to do so. Many sellers are uncomfortable asking for referrals. How do you request a referral without coming off as pushy, or even desperate? Force Management Facilitator Antonella O’Day joins us to share tips for building your referral network, including how and when to ask for referrals.Here are some additional resources:Don’t Forget These Key Steps to a Value-Based Sales ConversationValuable Customer Meetings | PodcastGetting into a new opportunity | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As a seller, it’s not uncommon to feel overwhelmed by the numerous methodologies, tactics and processes that you are given to follow. How do you pull everything together fluidly without feeling as though you’re mindlessly piling on process after process? John Kaplan breaks down how to simplify all of these tools into a single, swift selling motion.Here are some additional resources:The Audible-Ready Sales Podcast: How to Make Sure You're Working for Great Companies w/ John Kaplan on Apple PodcastsFour Questions Every Sales Organization Needs to AnswerCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

We often focus on asking two-sided, open-ended discovery questions to learn about prospective customers. However, there is little value in asking these questions if you are unable to listen effectively. How can you improve your listening in sales conversations? Force Management Facilitator Marty Mercer joins us to share insight on how to follow up great questions with active listening.Here are some additional resources:3 Skills to Improve Your Sales ConversationsEffective Sales Communication: 5 Key ActionsWhy Your Active Listening Skills Are Crucial to Hitting Your NumberHow to Ensure You're Audible-Ready in Your B2B Sales ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

When selling a solution, you want to align with wide-ranging corporate initiatives and not just departmental one-offs. Many reps struggle to not only identify, but also align with company-wide initiatives that buyers are navigating with inside of their organization. John Kaplan explains how to recognize a corporate buyer and align your business outcomes with their pain points and other business issues.Here are some additional resources:Three Common Sales Challenges and What to Do About Them How to Get Higher in Your Prospect's Organization Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Sellers often hear from prospective customers that they have too much going on and thereby cannot take on a solution. When you’ve got numbers to hit, how do you get a prospect to prioritize your solution over the other initiatives they are considering? John Kaplan joins us to share how best to align your solution with the business issues that matter most to a customer.Here are some additional resources:https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internally Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Join the Force Management Team! Opportunities at all levels and in various departments. If you're interested email Rachel at: rclapp@forcemanagement.comSee all of our open positions here: https://www.forcemanagement.com/careers

It takes conviction to lead a sales organization to the next level. What can you focus on to help your sales organization deliver results? Dig deep into the mind of the Chief Commercial Officer (CCO). John Kaplan goes one-on-one with Paul "PK" Kleinschnitz, CCO at BlueVoyant, an end-to-end internal and external cyber defense platform. PK digs into key areas of focus for leaders around:How leaders are driving alignment with their buyers todayBuilding a sales culture that’s focused on individual and company growthKey factors to incorporate into your sales transformation initiativeHow to Lead From the Front to achieve critical company objectives  BlueVoyant is hiring, more here: https://www.bluevoyant.com/careers/Here are some additional resources:More about PKMore about BlueVoyantNew to the VP of Sales role: Road Map for Sales Success  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As you navigate sales conversations with multiple stakeholders in an organization, understanding the internal, political landscape is critical. One move can make or break your deal. How do you do it without appearing like you’re going around someone or above their head? John Kaplan shares best practices to implement into your approach.Here are some additional resources:Why Sales Reps Struggle with Metrics in the Sales Conversation (the M & the W)How to Get Higher in Your Prospect's OrganizationNavigating the Decision Process With Multiple Buyers Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

In the quest to hit the number, sellers can find themselves challenged with knowing when to walk away from a deal. Save this episode as a reminder when you need it. John Kaplan joins us to detail how to ensure you’re spending your time on the right opportunities for your business and your buyer’s business.Here are some additional resources:How to Reignite Stalled DealsWhy Your Deals Are Taking Too LongFinding the Business Pain Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

There’s not a salesperson out there who doesn’t want more wins and bigger deals. The most elite salespeople are strategic about how they align their solution’s differentiation to their buyer’s needs and as a result, they’re able to win more, high-value accounts. John Kaplan shares, where most reps are challenged when it comes to differentiating their solutions and the skills these reps can focus on to significantly improve their bottom line. Here are some additional resources:Stacking Customer Requirements in Your Favor Helping Buyers Reach Their Own Conclusions The Missing Link Between Your Differentiation and Your Buyers  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

The idea of persuasion can give salespeople a bad rap. Instead, flip the script. The best sellers don’t persuade customers, they let customers persuade themselves. John Kaplan joins us to detail how you can get your buyer to come to their own conclusions in a way that steers the opportunity in your favor.Here are some additional resources:Improve Your Active Listening SkillsHelping Buyers Reach Their Own ConclusionsGetting Comfortable with Uncomfortable ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Whether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more experience. He shares lessons he wishes he learned earlier in his sales career.Here are some additional resources:Selling to More Experienced ProfessionalsOvercoming the Seller Deficit DisorderGetting Comfortable with Uncomfortable ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Much like progressing a deal, as you progress in your sales career, being able to position your sales skills in those interviews can help you differentiate yourself, and win the role. John Kaplan explains how to position yourself as a buyer-focused salesperson and what to look for in the company that you’re interviewing for to ensure you can be successful. After the conversation, leave us a comment on LinkedIn. Share with us, “What was that one thing that made you qualify out a company you were interviewing for?”Here are some additional resources:How to Use Your Sales Skills in Your Next Job InterviewHow to Ensure You're Selling For A Great CompanyCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.