Categories: Podcasts
Our March episodes focused on key steps in the sales process. Help your salespeople improve their ability to execute on selling fundamentals like, influencing decision criteria and selling higher. Listen, and share with your managers, front-line reps and BDR/SDR organization to help them improve front-line execution over the next few sales cycles.
Find each episode on your favorite podcast player, so you can easily download, listen and share.
March Episodes:
Helping Buyers Reach Their Own Conclusions
Duration: 14 min
Topic:
If you're looking to improve deal velocity and reduce stalled deals, this is a great episode to share with your sales teams. The more sales reps can help buyers define business problems on their own (in a way that favors your solution’s value and differentiation) the more successful they will be. In this episode, John Kaplan covers three types of questions your salespeople can use to get buyers to articulate business challenges that demand urgency.
Sneak Peek:
Reinforcing a Sales Initiative
Duration: 17 min
Topic:
Uncover what sales leaders and managers are implementing in the remote environment to drive adoption and accountability of new sales behaviors. Kathleen Schindler, Force Management Managing Director of Customer Success, shares best practices sales leaders are using to roll out new methodologies or behaviors and make them stick. She also details how to incorporate managers into the adoption plan and support their ability to drive long-term sales impact on the front line.
Sneak Peek:
Three Questions You Need to Answer for Your Economic Buyer
Duration: 7 min
Topic:
Help your reps improve their ability to build a business case for your solution that demands urgency and a premium price. Share this episode with your sales teams to brush up their expertise around working with economic buyers. It's a great refresher even for veteran salespeople. John Kaplan breaks down the three key questions your reps need to answer for your economic buyer in order to propel a deal forward and make them stand in their moment of pain.
Sneak Peek:
Navigating the Decision Process With Multiple Buyers
Duration: 11 min
Topic:
Making the shift from selling smaller deals to selling enterprise solutions that require multiple decision makers, is a common career progression path for salespeople. When specific reps in your organization reach this crossroads or when you hire new sales talent, help them prepare to adjust their sales rhythm in a way that accounts for more complicated deals. John Kaplan shares advice from experience, on how reps can get multithreaded in a deal and ensure they're communicating effectively with all of the key players in a buyer's organization.
Sneak Peek:
How to Enable Reps to Sell Higher
Duration: 27 min
Topic:
Selling too low in an organization is a common challenge for many salespeople, and one sales leaders are constantly working to reduce across their organization. If you're working to mitigate low-level contracts, this is a must-listen episode for you and your managers. Brian Walsh takes a deep dive on how leaders and managers can equip reps to sell higher and drive accountability around pursuing high-level opportunities. He outlines the framework and point of view salespeople need to familiarize themselves with, to get in front of high-level decision makers and make an impact.
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.
Apple Podcasts | Stitcher | Spotify | Google Podcast
