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 Conversation
Valuable Customer Meetings | Podcast
Getting into a new opportunity | Podcast


Check 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 Podcasts
Four Questions Every Sales Organization Needs to Answer


Check 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 Conversations
Effective Sales Communication: 5 Key Actions
Why Your Active Listening Skills Are Crucial to Hitting Your Number
How to Ensure You're Audible-Ready in Your B2B Sales Conversations


Check 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: [email protected]
See 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 today
Building a sales culture that’s focused on individual and company growth
Key factors to incorporate into your sales transformation initiative
How 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 PK
More about BlueVoyant
New 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 Organization
Navigating 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 Deals
Why Your Deals Are Taking Too Long
Finding 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.