Categories: Podcasts
Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team. You may find a few that would be a great addition to upcoming company emails, newsletters or initiatives.
Find our show on your favorite podcast player, so you can easily download, listen and share.
November Episodes:
Differentiate How You Sell
Duration: 12 min
Topic: This episode is a great level-set for managers and reps. Sales is a game of inches. How your salespeople make their approach stand out from competition (including do-nothing or do-it-internally options) can set them far ahead, or behind. In this episode, John Kaplan shares five steps your reps can use to bring value to your buyers and improve competitive win rates.
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Win Loss Reviews
Duration: 16 min
Topic: High-performing sales organizations don’t just know why deals are won and lost. These teams have a systematic way to leverage those insights to impact and improve future sales opportunities. In this episode, Force Management Facilitator and Senior Partner Tim Caito shares how to pull insight on lost deals into future sales activities to create more wins and fewer late-stage losses. In the conversation, Tim covers the common mistakes sales organizations make when compiling and sharing win-loss data and a three-step approach your team can use to better take advantage of those insights.
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Three Steps for Your Sales Plan
Duration: 14 min
Topic: As the end of the year approaches, your top reps and managers are working together to build their plan to make their plan. Help them ensure they deliver the outcomes your sales organization needs to achieve next year. What do you want to deliver? Whether a rep is looking for ways to repeat their success or make significant improvements to their performance — this is a must-listen episode. Share it with your front-line sales reps and managers.
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Backing Up Your Deals
Duration: 15 min
Topic: With a heightened focus on hitting their number, it can be easy for even veteran sellers to skip over key steps in their sales conversations. When this happens, what do your sales reps do? Resort to discounting? Fall victim to too many slipped or lost deals? In this episode, John Kaplan shares how your reps can step back and work with their customers to ensure they’ve got all of the information they need to progress their deals efficiently. He walks through examples of how to back up deals and get customers to demand support for solving an urgent business problem.
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Lessons Learned in Sales W/ Kamonte McCray
Duration: 31 min
Topic: Our podcast series “Lessons Learned in Sales” continues as John Kaplan talks with Force Management’s new Chief Commercial Officer Kamonte McCray. They discuss how being too comfortable in a big account can put your reps and business opportunities at risk, and best practices for overcoming common, yet tricky negotiation tactics. Their discussion covers a range of topics that your reps can use to make great strides in their sales careers.
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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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