THE AUDIBLE-READY
SALES PODCAST

Hear our best insights on improving sales performance. Don't miss an episode!

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How to use stories in your sales process

0:0020:37

More Resources

How to use stories in your sales process

20:37

Common Deal Questions w/ Patrick McLoughlin

18:55

Finding New Problems to Solve with Marty Mercer

19:13

How to Manage Increased Buyer Scrutiny

27:08

Action Steps When You Inherit Accounts

15:45

When Competition Comes Knocking

16:42

The Outcome Conversation

22:03

Key Tips for Your Next Sales Job Interview

17:19

Get Your Deal Questions Answered

1:16

Avoid Getting Overwhelmed with Technical Discussions

12:06

Taking Ownership of Your Pipeline

24:28

Go High, Go Low – Adjusting Your Sales Conversation

14:41

How to Prepare for Next Year

14:38

Cold Calling: Moving from Reluctant to Confident w/ Jason Bay

30:25

Broadening Your Sales Conversations

13:40

Making MEDDICC Work for You

17:33

Creating an Outbound Machine - Don't Miss our Webinar This Week!

1:10

Mastering Outbound with Jason Bay

31:56

Breaking Into New Accounts

17:37

Interviewing for Your Next Position

18:16

Enabling the Internal Sell

10:02

Confidence and Conviction

10:49

The Franchise Mindset

6:46

Influencing Your Customers’ Solution Requirements

14:41

Positioning Value in a Tight Economy

30:04

Selling to Hesitant Customers

11:47

Putting in the Work: A Special Announcement

10:27

Working Through a Slump

10:53

Selling When Budgets are Tight

10:12

Technical and Business Pain

8:31

Why Are You Losing?

11:33

Using Customer Testimonials in Your Sales Process

12:42

Working for a Bad Manager

22:53

What the Best Sellers Do

20:01

Owning Your Success

22:13

Navigating Changes in Leadership

14:49

Building Your Referral Network

12:10

Executing a Single Selling Motion

11:36

Active Listening in Sales Conversations

20:28

Aligning with Corporate Initiatives

11:16

Competing initiatives: Moving Your Deal Forward

8:12

Join the Force Team

0:53

Leading From the Front W/ Paul "PK" Kleinschnitz, CCO at BlueVoyant

42:42

Going Above Someone's Head

14:17

Walking Away

6:26

Differentiation

15:44

Persuasion

14:56

Selling to People with More Experience

16:11

Positioning Your Sales Skills

12:57

Sneak Preview: Revenue Builders Podcast Ep00

21:09

Manager Tips of the Day

17:23

Building an Accountable Culture

15:45

Breaking Down the Corporate Deck

20:00

Valuable Customer Meetings

30:08

Responding to a RFP

36:57

A Conversation with Segment CRO Joe Morrissey

38:05

After the SKO

18:18

Pairing Value and Metrics

15:24

100th Episode

59:46

Prepping Others for Your Sales Calls

10:54

Funniest Sales Stories

20:58

How to Tell Impactful Stories

15:33

How to Hold to a Committed Forecast w/ Paul DeMore

14:44

Coaching Your Teams

16:56

Lessons Learned in Sales W/ Kamonte McCray

31:07

Backing Up Your Deals

15:41

Three Steps for Your Sales Plan

14:53

Win Loss Reviews

16:24

Differentiate How You Sell

12:12

How to Ask for Help on Your Deals

8:33

Lessons Learned in Sales W/ Dale Monnin

24:39

Key Things to Do After Every Sales Call

14:35

5 Things to Do Before Your Next Sales Conversation

10:48

Lessons Learned in Sales W/ Brian Walsh

31:57

Selling to More Experienced Professionals

18:53

Moving Up and Down in Organizations

14:41

Sales Kickoffs: A Discussion

30:03

Sales Kickoff Insights

1:06

The Brandon Burlsworth Story

44:38

Good to Great to Elite w/ Dale Monnin

26:23

Lessons Learned in Sales W/ Tim Caito

31:33

How to Get Your Customer to Open Up Virtually w/ John Kaplan

10:47

Making QBRs Valuable w/ Tim Caito

26:42

An Interview with John McMahon Part 2

20:36

An Interview with John McMahon Part 1

34:16

Lessons Learned in Sales W/ Marty Mercer

20:13

Skill and Will: Your 1s and 2s

12:50

Skill and Will: Your 3s and 4s

11:37

Skill and Will: Own Your Coaching Process

7:47

Aligning Sales with Customer Success W/ Kathleen Schindler

13:01

Lessons Learned in Sales W/ Antonella O'Day

21:39

Finding the Business Pain w/ John Kaplan

10:47

Netflix’s Last Chance U Part 3: Lessons Learned for Sales Leaders

21:27

Netflix’s Last Chance U: A Conversation with Coach John Mosley Jr Part 2

34:17

Netflix’s Last Chance U: A Conversation with Coach John Mosley Jr Part 1

36:00

Why Are You Talking? w/ John Kaplan

8:51

How to Make Sure You're Working for Great Companies w/ John Kaplan

13:56

Getting Comfortable with Uncomfortable Conversations w/ Antonella O'Day

18:43

Lessons Learned in Sales W/ Patrick McLoughlin

23:30

Stacking Customer Requirements in Your Favor w/ Marty Mercer

20:36

How to Build Alignment on Buyer Value w/ John Kaplan

9:51

How to Enable Reps to Sell Higher w/ Brian Walsh

27:16

Navigating the Decision Process With Multiple Buyers w/ John Kaplan

11:35

Three Questions You Need to Answer For Your Economic Buyer w/ John Kaplan

7:29

Reinforcing a Sales Initiative w/ Kathleen Schindler

17:54

Helping Buyers Reach Their Own Conclusions w/ John Kaplan

14:13

Prepare and Practice to Confidently Execute Sales Calls w/ John Kaplan

22:44

The Mindset You Need to Hit Your Number w/ John Kaplan

8:01

Shifting to Bigger Sales & More Decision Makers w/ John Kaplan

19:24

A Look Back at our Most Valuable Episodes

17:47

Create Value for Your Sales Teams This Year w/ Brian Walsh

18:54

How To Negotiate Early w/ Tim Caito

13:24

Reassess Your Deal w/ John Kaplan

13:24

The Handoff: SDR to AE w/ Patrick McLoughlin

14:37

The Pandemic: The Great Teacher w/ John Kaplan

16:52

Virtual Selling Tips & Tricks w/ Marty Mercer

33:27

The Art of the Demo w/ John Kaplan

19:14

Leveraging the Technical Mind w/ John Kaplan

15:19

Lessons From a Sales Veteran w/ Frank Azzolino

36:47

Is Your Company Set Up For Growth? w/ John Kaplan

12:27

Improve Your Active Listening Skills w/ Patrick McLoughlin

14:41

Where Sales Messaging & Qualification Intersect w/ Brian Walsh

23:54

Remember These Phrases. Sell More Deals. w/ John Kaplan

13:02

Why the Best Sales Leaders Go Beyond Compliance w/ Brian Walsh

19:40

35. Competing Against Do Nothing w/ John Kaplan

8:27

34. Finding Success with Procurement w/ Tim Caito

21:37

33. Executing Great Discovery w/ Brian Walsh

31:22

32. How Your Internal Process is Crippling Your Sales Negotiations w/ Tim Caito

20:34

31. How to Move Yourself Beyond Mediocrity w/ Patrick McLoughlin

13:23

30. Staying Motivated in Today’s Environment w/ John Kaplan

11:14

29. Getting Your SDR Process Right w/ Patrick McLoughlin

16:42

28. The Sales Kickoff: What other sales leaders are doing w/ John Kaplan

23:37

27. Our Most FAQs from Salespeople w/ John Kaplan

14:20

26. Maximize the Effectiveness of Proof Points w/ John Kaplan

12:27

25. How Successful Companies Implement MEDDICC w/ Brian Walsh

33:32

24. Coaches vs. Champions w/ John Kaplan

12:30

23. Virtual Sales Initiatives: How to Get Results w/ Dave Davies & Brian Walsh

27:59

22. 3 Things You Need In Every Deal w/ John Kaplan

16:49

21. Creating an Audible-Ready Sales Organization w/ John Kaplan

10:25

20. Negotiation FAQs & Best Practices w/ Tim Caito

35:03

19. Getting into a New Opportunity w/ John Kaplan

19:21

18. Critical Concepts Sales Leaders Must Communicate w/ John Kaplan

15:27

17. How to Best Enable Your Front-Line Managers w/ John Kaplan

14:20

16. New Sales Leader Job? Here’s Your Roadmap for Success w/ John Kaplan

10:41

15. How to Prepare for Buyer Negotiation Tactics w/ Tim Caito

14:31

14. The Role Leaders Play in Keeping Sales Reps Focused w/ John Kaplan

12:24

13. Approaching Your Sales Conversations with Empathy w/ John Kaplan

13:03

12. Get the Resources You Need to Get the Deal Done w/ John Kaplan

12:08

11. Scaling Sales: How to Sell As Well as your Founder w/ John Kaplan

13:46

10. How to Test Your Champion w/ John Kaplan

10:49

09. How to Make Sure Your Bad Quarter Doesn’t Repeat Itself w/ John Kaplan

9:34

08. Being Elite: 3 Lessons Learned as a Revenue Leader w/ John Kaplan

9:53

07. The Uncommon Story w/ John Kaplan

12:20

06. Aligning With Your Buyer’s Changing Needs w/ John Kaplan

7:32

05. Playing Back Your Sales Discovery Sessions w/ John Kaplan

20:15

04. Get Busy: Advice for Salespeople w/ John Kaplan

11:42

03. Sales Leadership: Playing the Long Game w/ Brian Walsh

26:42

02. Don’t Be Fooled: Selling to Someone You Know w/ John Kaplan

9:54

01. Why Your Deals Are Taking Too Long w/ John Kaplan

11:59

TRAILER: Welcome to The Audible-Ready Podcast

5:46

Selling the Platform Solution

6:42

Aligning Differentiation to Your Buyer

19:17

The End of the Year

5:20

Metrics in the Sales Conversation

6:58

Your Sales Motion: Taking it from Excellent to Elite

25:58

Don't Miss These Conversations

2:33

Backing Up The Sales Conversation

12:25

The Single Selling Motion

12:22

Aligning with Your Buyer

16:31

Effective Sales Planning

7:59

Best Practices for Driving a Qualification Process

12:06

For SDRs/BDRs - Overcoming the Fear Of Rejection

13:52

How to Summarize a Great Discovery Meeting

13:57

Purpose Process Payoff

13:31

Plan to Make the Plan

9:54

The Force Management Process

20:49

Best Practices for Enabling Your Front-Line Managers

6:08

Curious Storytelling Podcast

15:00

Why the Best Salespeople Demonstrate Vulnerability

12:46

Essential Questions

10:00

Building Positive Business Intent

14:49

The Uncommon Story - Who's Doing This?

10:01

Digging Deep in Discovery

13:29

How to Enable Your Front-Line Managers

5:19

Reinforcing A Sales Initiative

7:33

Insights On Effective Discovery

12:59

Enabling The Internal Sell

7:17

Effective Role Plays

7:06

Sales Curmudgeon - Time, Scope and Resources

5:35

Sales Curmudgeon - Betting on the Wrong Horse

5:38

Sales Curmudgeon Podcast - Manage the Grieving Process

7:05

Sales Curmudgeon - Lead from the Front

5:24

Multiple Decision Makers

7:15

Required Capabilities: Best Practices

10:55

Giving Effective Feedback to Your Sales Teams

6:38

Sales Executives: Reinforcing a Sales Initiative

10:19

Uncovering Business Pain

8:02

Sales Executives: Enabling Your Front-Line Managers

11:18

Sales Executives: Driving Sales Transformation

11:17

How to Trap Your Competition

7:32

Testing Champions

9:21

Building Up Your Champion

8:43

Five Mistakes You're Making With Your Discovery Questions

7:38

SELECT YOUR PREFERRED PLATFORM BELOW TO SUBSCRIBE NOW:

FEATURED PODCASTS

An Interview With John McMahon Part 1

PODCAST

Author and Sales Leader John McMahon joins John Kaplan to discuss themes in his new book, “The Qualified Sales Leader”. McMahon covers some of the most prevalent sales challenges leaders are facing today.

Enable Reps to Sell Higher

PODCAST

Force Management Senior Director Brian Walsh shares best practices from salespeople and company leaders who have enabled their teams to sell higher, aligning to bigger business problems.

Finding the Business Pain

PODCAST

Force Management President John Kaplan shares how to attach to big business problems that get reps access, funding and urgency.

THE AUDIBLE-READY SALES PODCAST

SELECT YOUR PREFERRED PLATFORM BELOW TO SUBSCRIBE NOW:

FEATURED PODCASTS

An Interview With John McMahon Part 1

Enable Reps to Sell Higher

Finding the Business Pain

THE AUDIBLE-READY
SALES PODCAST