Categories: Podcasts
Your number one priority is always to drive numbers up, but your number one job is to help your salespeople grow, improve and become top performers. Fortunately, those two tasks go hand in hand. Use these episodes to meet your sales reps and managers where they are and help them build the skills and capabilities they need to become elite. Be sure to share last month's final episode, The Brandon Burlsworth Story, with your team. It covers motivational lessons on how to commit yourself to become the best of the best.
Review each episode and share them with your salespeople and managers as you see fit. Find our show on your favorite podcast player, so you can easily download, listen and share.
August Episodes:
Making QBRs Valuable
Duration: 27 min
Topic:
Your buyers have likely experienced a lot of bad QBRs — so differentiate your company by making them truly valuable for your organization and your buyers. Tim Caito joins us to talk about how sales leaders can equip their account teams to flip the script on negative buyer perceptions and get customers to see value in a QBR. He covers the pre-sale, during-sale and post-sales steps reps need to take to improve QBR execution, long-term account monetization and most importantly, customer outcomes.
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How to Get Your Customer to Open Up Virtually
Duration: 11 min
Topic:
While we are getting back to face-to-face meetings, many sales conversations are still happening virtually. Help your salespeople improve their approach so they can drive high-value outcomes. In this episode, John Kaplan shares his best tips for getting prospects and customers to open up in remote sales conversations. Share with your sales reps to help them improve their skills around earning that trusted advisor status, virtually.
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Lessons Learned in Sales W/ Tim Caito
Duration: 31 min
Topic:
In the fourth episode of our podcast series “Lessons Learned in Sales”, John Kaplan talks with Force Management Senior Partner Tim Caito. As always, Tim’s passion for sales and coaching is energizing. He shares valuable insights, including the common characteristics of the best sales managers he’s worked with and a motto he uses to differentiate his sales approach. It's packed with valuable takeaways your front-line reps and managers can use to drive positive impacts for your customers, and your bottom line.
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Good to Great to Elite
Duration: 26 min
Topic:
Share this episode with your salespeople to pass along quick tips they can use to improve their ability to execute the fundamentals of elite selling. Force Management Facilitator and Director, Dale Monnin joins us for the first time, to chat about helping salespeople move from good, to great to elite in their sales careers. He covers a variety of tips your reps can apply immediately to their sales process and approach, including the specific areas of their skillset they can improve to become a top performer.
The Brandon Burlsworth Story
Duration: 44 min total
Topic:
If you want to build a team of top performers, share this episode with your managers and salespeople. Listen to it yourself. Take spirit from the Brandon Burlsworth story.
Told in the movie Greater, Brandon's life was one of grit, dedication and hard work. But, he didn't start out that way. He started out as a young player, with a big goal, not unlike most sales athletes. Brandon went from a walk-on freshman football player at the University of Arkansas to become a 1st-Team All American, who was drafted into the NFL by the Indianapolis Colts. John Kaplan had the opportunity to talk about Brandon's story and the foundation created in his name, with Brandon's brother and sister-in-law. Tune in and learn more about the story here.
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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.
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