Our Latest Podcasts: Improve Win Rates
Categories: Podcasts
Our April episodes cover sales fundamentals that reps can implement right now to improve win rates and margins. From influencing decision criteria to attaching to big business problems that demand urgency — each episode shares proven best practices and actionable tactics salespeople can use to beat the competition and close at a premium price. Review each episode below, and encourage your sales reps and managers to listen in.
Find each episode on your favorite podcast player, so you can easily download, listen and share.
April Episodes:
How to Build Alignment on Buyer Value
Duration: 9 min
Topic:
Elite sales organizations are consistently aligned with their buyer and as a result, they're better equipped to adjust to changing marketplace dynamics. When you have consistent answers to the essential questions, you have the framework to equip sales to articulate your solution’s business value and differentiation in a way that drives bottom-line impact. John Kaplan covers what those questions are and how companies generate consistent, cross-functional agreement on them. He also shares how this alignment propels sales organizations forward.
Sneak Peek:
Stacking Customer Requirements in Your Favor
Duration: 20 min
Topic:
If your salespeople are routinely facing incumbents in their deals and are looking to improve win rates, share this episode with them. Marty Mercer, Force Management Facilitator, discusses how to steer a buyer’s solution requirements away from competition (including an impending “do nothing” or “no decision”). He covers the specific steps salespeople can use to align their solution's differentiation to their buyer's buying criteria, in a way that ensures competitors won't be able to measure up. This episode is one of those that your salespeople will want to save and come back to time and again for a refresher when they're up against challenging competition or need a solid win.
Sneak Peek:
Lessons Learned in Sales W/ Patrick McLoughlin
Duration: 23 min
Topic:
A conversation you won't want to miss — John Kaplan talks with Senior Director of Consulting and Facilitation Patrick McLoughlin about his own career, including the time a colleague stole a prospect's glasses during their meeting. This is the first episode of our new podcast series “Lessons Learned in Sales”, where we interview experienced sales professionals about their careers and experiences. In the episode, Patrick shares some spirit around the worst mistakes he's made and the mantra he uses every day to provide value to those working with him. It's a great listen for sales leaders, managers and reps.
Sneak Peek:
Getting Comfortable with Uncomfortable Conversations
Duration: 18 min
Topic:
There's as much differentiation in how you sell, as there is in what you sell. Being elite often comes down to being the person who can ask great discovery questions with patience, empathy and confidence. Force Management Facilitator Antonella O’Day joins us for the first time to share how to dig deep in discovery conversations in a way that creates healthy tension and drives urgency from buyers. Help your sellers differentiate themselves from competition in how they sell by sharing this episode with them.
Sneak Peek:
Never miss an episode
We publish new episodes every week. Download, listen and share them with your teams. If there's a topic you want us to cover, email us. You can subscribe to our podcast on all the major streaming platforms.
