Categories: Podcasts
Each December episode can help your sales reps make an impact on current pipeline opportunities, no matter what stage of the sales process they're in. Share these episodes with your managers, account reps and even SDR/BDR organization to help them improve their ability to execute on critical deals and start the new year strong. Review our rundown of episodes below.
Find each episode on your favorite podcast player, so you can easily download, listen and share.
December Episodes:
Lessons From a Sales Veteran
Duration: 36 min
Topic: This episode has tips your reps can use to make an immediate impact on critical deals. Frank Azzolino, Force Management Senior Partner, makes his inaugural appearance to share insights that cover all stages of the sales process. He has sold for years. He’s been there - done that and he's also a great teacher. Frank talks about how he ensures he has an elite selling motion. Share his tips to help your sales team close forecasted deals and start next year a step ahead from the competition.
Sneak Peek:
Technical Conversations Part 1: Leveraging the Technical Mind
Duration: 15 min
Topic: Being able to align the technical capabilities of a solution with the business outcomes that solution can provide, is a key attribute of elite sellers. Conversations around technical requirements and decision criteria can either propel a deal forward or cause big problems that are difficult to overcome. Share this episode with your salespeople to help them understand how to successfully connect features and functions to real business problems and solutions in their conversations with buyers.
Sneak Peek:
Technical Conversations Part 2: The Art of the Demo
Duration: 19 min
Topic: As part 2 to the previous episode “Leveraging the Technical Mind”, this episode covers how to conduct demos in a way that is value-based and improves your salespeople's ability to win. All too often, companies push for a demo too early and this can take away from key value-based conversations and discovery that leads to higher margins at close. John Kaplan shares how to use the demo in a way that moves the right deals forward.
Sneak Peek:
Virtual Selling Tips and Tricks
Duration: 33 min
Topic: Your sales teams may have had to sell virtually before the pandemic, but now it’s perhaps the only way they can connect with a prospect. Now more than ever, you want to make sure your salespeople are bringing their “A” game and accounting for the challenges remote selling brings (does video fatigue ring a bell?). Marty Mercer, one of Force Management's Facilitator, joins us for the first time to share insights and tips your salespeople can use to differentiate themselves from the competition in the remote environment and win more.
Sneak Peek:
The Pandemic the Great Teacher
Duration: 16 min
Topic: Sales leaders this episode is for you. Plan for a successful year and understand why some companies were able to turn the corner faster than others during the pandemic. This year, that planning process may look slightly different. What are you going to change next year? John Kaplan shares spirit around how your entire sales organization can keep the focus on your buyer’s evolving business problems and drive great results because of it.
Sneak Peek:
Never miss an episode
We publish new episodes every week. Download, listen, 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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