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In this podcast, Force Management's John Kaplan runs through the five most common mistakes he sees with salespeople and the discovery process. 

Five Mistakes You're Making With Your Discovery Questions

Building Up Your Champion

Managing Director John Kaplan discusses his best practices for asking great trap setting questions that help you demonstrate your differentiation and rise above the competition. 

How to Trap Your Competition

Senior Partner, Dan Dawson, focuses on driving success with your sales initiative.

Sales Executives: Driving Sales Transformation

Managing Director John Kaplan discusses ways to "dig deep" on negative consequences and motivate your buyer to take action. 

Uncovering Business Pain

Managing Director John Kaplan breaks down best practices for identifying required capabilities early and validating them throughout your sales process.

Required Capabilities: Best Practices

Delivery Partner Patrick McLoughlin reviews his best tips for executing effective discovery. 

Insights On Effective Discovery

This podcast features best practices for enabling your front-line managers to reinforce a sales methodology

How to Enable Your Front-Line Managers

Great tips for managers and reps on building an effective sales plan

Plan to Make the Plan

How do you summarize a great discovery session in a way that moves the sales opportunity forward? Senior Director Ray de Avila discusses best practices.

How to Summarize a Great Discovery Meeting

Are your sales reps missing their numbers this year? Qualification may have something to do with it. John Kaplan talks through best practices for driving a qualification process that works for your sales team.

Best Practices for Driving a Qualification Process

You may know what makes your solution different than others in the market, but aligning that differentiation to the customers is how elite salespeople move the needle. In this podcast, John Kaplan runs through best practices for aligning differentiation to a customer's decision criteria. 

Learn more about Project Welcome Home Troops here: http://www.projectwelcomehometroops.org/

Read why John is so passionate about this organization here: https://www.linkedin.com/pulse/special-mission-helping-veterans-john-kaplan/

Aligning Differentiation to Your Buyer

Even the most veteran sales reps can fall victim to lazy sales practices when they’re selling to someone they know. We think we can skip steps or cut corners in our sales process. These opportunities can fool us into thinking they’re a sure thing. In this episode, John Kaplan breaks down key triggers to watch out for and ways to hold yourself accountable.&nbsp; We cover:  Key steps to take when a former buyer is in a new company and wants to purchase again Red flags to watch out for when you have a “friendly” buyer The situation we find ourselves in frequently when we are selling to Force Management customers.&nbsp;  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

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

We took a break from our typical podcast topics and talked about how salespeople and sales leaders can best use this time, even in the face of unprecedented circumstances.&nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our .

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

You know how important Champions can be to your sales process. But, how do you test them?&nbsp; How do you ensure that your Champions are really able to articulate your value and differentiation?&nbsp; We define Champions as:&nbsp;  people who actively sell on your behalf have a vested interest in getting the deal done&nbsp; have power and influence within the company  &nbsp;In this podcast, John Kaplan breaks down key ways to test your Champions, including:&nbsp;  Key things to watch out for that may signal trouble in your deal The three things you need to enable them on How to find the gaps in your Champions understanding of your solution  Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Additional Resources;&nbsp;

10. How to Test Your Champion w/ John Kaplan

Growing companies are often challenged with translating the founder’s vision and story into sales conversations that highlight the value and differentiation of the solution.&nbsp; In many of these companies, no one can sell as well as the founder.&nbsp; In this podcast, John Kaplan talks through key steps companies take to scale that message and get an entire sales organization equipped to sell as well as the founder, including:&nbsp;  The key questions every person needs to answer the same in your company The test you can run right now in your own company to start building alignment How Force Management ensures they have a great pipeline of proof points.&nbsp;  Check out this and other episodes of The Audible-Ready Podcast at , , or our .

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

Please note this episode was recorded prior to the Covid-19 Pandemic. It takes a lot of “hands on deck” when trying to close a large opportunity.&nbsp; Often, it’s up to the salesperson to ensure that he/she has the resources needed to get the deal done.&nbsp; Whether it’s on one deal or to make your yearly goal, you need a plan in place to ensure everyone knows their role in moving the opportunity forward.&nbsp; In this episode, John Kaplan talks through how to ensure you get the resources you need to close the deal and make your number.&nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Additional resources:&nbsp;

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

This episode covers how to approach sales conversations right now to mitigate stalled deals and communicate with purpose and empathy.&nbsp; Many sales professionals and leaders within their organizations are wondering what’s working in sales conversations right, what isn’t, and who’s doing it well.&nbsp; In this episode, John Kaplan covers how you can focus your sales teams on having purposeful conversations right now, including:  How salespeople can focus on the buyer and be effective in their conversations to grab onto interest and opportunities How to use conversations to uncover changing needs and the specific challenges buyers are facing to approach them with viable solutions How to navigate what other organizations are dealing with to mitigate potential stalls and delayed in their deals  Check out this and other episodes of The Audible-Ready Podcast at , , or our . Here are some additional resources focused on the importance of empathy right now :&nbsp;

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

Keeping sales teams focused is an area many sales leaders are trying to excel in right&nbsp;now. &nbsp; In this episode, John Kaplan walks through simple things you can do as a sales&nbsp;leader or manager to keep your teams motivated and disciplined.&nbsp; &nbsp; He’ll discuss: &nbsp; - How sales teams can use the ‘purpose, process, payoff’ call agenda to make&nbsp;sales conversations empathetic and relevant for buyers. &nbsp; - How leaders and managers can work with their reps to make sure they’re&nbsp;prepared for every valuable sales conversation. &nbsp; - The most critical fundamentals and tactics leaders must focus reps on right now&nbsp;to build pipeline and make revenue numbers. &nbsp; Here are some additional resources focused on the importance of empathy right now :   &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp;

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

Why do buyers use tricky tactics in negotiations?&nbsp; &nbsp; Because they work!&nbsp; &nbsp; In this podcast, Tim Caito shares how to best prepare yourself (and your teams) for those popular buyer tactics. &nbsp; He’ll cover: &nbsp; - The 4 main reasons buyer tactics work and when they originate during the process &nbsp; - The key 5 tips for managing the negotiation process and preparing for success (to the best of your ability!) &nbsp; - How to expand the conversation and avoid pain points that narrow the negotiation too early &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Additional Resources:   &nbsp;

15. Don’t Be a Victim: How to Prepare for Buyer Negotiation Tactics w/ Tim Caito

This episode is just for people who are new to a head of sales role or for those people who are looking to jump ship.&nbsp; &nbsp; John Kaplan outlines the key areas you need to assess for your success plan, including key questions to ask around:&nbsp; &nbsp; - The sales message &nbsp; - Sales execution and qualification &nbsp; - Sales planning processes and management operating rhythm &nbsp; - Sales talent &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Additional Resources:&nbsp;

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

Please note this episode was recorded prior to the Covid-19 Pandemic. &nbsp; Front-line sales managers typically have one of the toughest jobs in the entire sales organization.&nbsp; &nbsp; Equipping them effectively takes a concerted effort. In this podcast, John Kaplan runs through best practices for helping them be successful, including:&nbsp; &nbsp; - How to help them develop an operating rhythm &nbsp; - How to get beyond measuring success at the deal level &nbsp; - The type of environment you need to foster &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Additional Resources:&nbsp;

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

Communication is a critical component to ensuring your teams stay focused.&nbsp; For sales leaders, it can be the one thing that separates the best from the rest. If your people understand where they’re going and how they’ll get there, you are one step closer to your revenue goals.&nbsp; In this episode, John Kaplan covers the concept of a leadership footprint to explains how leaders can: &nbsp; - Outline their organization’s new mission and explain how they’re planning to get there &nbsp; - Articulate exactly what they need from their sales teams to succeed&nbsp; &nbsp; Skills: 10:49: “As the leader, what is your immediate ask of your sales team, your leadership team, whoever it is that you are leading.” 11:40: “Because these things are going to be a huge part of us getting to the summit, this is the ask that I have of my team of my organization, it is the doable, it is in your circle of influence, this is what helps me help you.” 12:29 - 12:37: “Be very specific on the fundamentals that you need from your team, this is your ask for them to commit themselves to the fundamentals:” &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources focused on the leadership footprint:&nbsp; Leadership Footprint Template  Blog: “What Your Top Performers are Thinking in Your Sales Kickoff Presentation”

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

You know that champions can be a critical component of moving your deals forward. &nbsp; However, identifying them isn’t always easy. &nbsp; Do you really have a champion or just a coach? If you’re a manager, how are you helping your reps find, develop, and test their champions? &nbsp; In this episode, John Kaplan will cover: &nbsp; - Questions to help you identify a champion or coach &nbsp; - How to know if your champion is actively selling on your behalf and if they have a vested interest in your success &nbsp; - If you should move forward without a champion or hold and build a champion &nbsp; Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. &nbsp; Here are some additional resources focused on coaches and champions:&nbsp; &nbsp;  https://apple.co/2BJNul4  https://bit.ly/316EZsV  https://bit.ly/3k5wSG3

24. Coaches vs. Champions w/ John Kaplan

We often find ourselves explaining how our sales messaging initiatives intersect with our sales qualification initiatives. When wondering what should come first, sales leaders often have to critically analyze their organization’s sales challenges and prioritize next steps accordingly. Easier said than done ... &nbsp; Brian Walsh covers how you can assess gaps in your sales messaging and qualification processes to chart an efficient path to scalable, revenue growth. He covers: &nbsp; - Key questions to consider when prioritizing the best initiative to drive sales impact &nbsp; - An analysis of the PBOs and benefits from each initiative as they relate to top sales effectiveness concerns (forecasting, margins, etc.) &nbsp; - How sales messaging and qualification initiatives work together to power predictable revenue growth &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources on Sales Messaging &amp; Qualification :&nbsp; &nbsp;  https://bit.ly/2HjEcyJ  https://bit.ly/2UbZHVe  https://bit.ly/3kix1pH

38. Where Sales Messaging & Qualification Intersect w/ Brian Walsh

How well do you prepare to listen? &nbsp; We know how important asking great questions is to uncovering business pain. However, having great questions will only get you so far, if you don’t know how to listen to the answers.&nbsp; &nbsp; Patrick McLoughlin talks through the concept of active listening and the fundamentals elite sellers execute flawlessly. Skills like: &nbsp; - How to prepare for the answers you’ll get from customers in a way that enables you to dig deeper or pivot decisively &nbsp; - What you need to listen for if you want to map what you hear (negative consequences, before scenarios) to your solutions effectively &nbsp; - How to follow up what you’ve uncovered to get your customer to feel heard &amp; understood &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources on Active Listening &nbsp;  https://apple.co/2E4HFQD  https://apple.co/2YDHX8b  https://apple.co/36Kyu1I

39. Improve Your Active Listening Skills w/ Patrick McLoughlin

Are you considering a new opportunity? Do you feel good about the company you’re working for? Are you working for a company that’s set up for growth or are you on a sinking ship? &nbsp; John Kaplan goes through key things to look for in your company that will determine the likelihood it will be successful. &nbsp; Are there things in place that indicate future success (for you and the company), or an unavoidable iceberg ahead (aka. don’t hop on that ship…) &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our  &nbsp; Here are some additional resources on assessing company growth &nbsp;  https://bit.ly/3lXaU8E  https://bit.ly/3kYoRld  https://bit.ly/2UTZ03o

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

Frank Azzolino, Force Management Senior Partner, has sold for years. He’s been there - done that. He also is a great teacher. &nbsp; He makes his first appearance on the show and talks about how he ensures he has an elite selling motion. His tips will help you make an immediate impact on your critical deals (in all stages of the sales process). &nbsp; He covers it all, making this a must-listen episode for any salesperson or manager out there. Plus, he shares his favorite discovery question, and the one question he wishes he knew 30 years ago.&nbsp; &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources on building sales skills &nbsp;  https://apple.co/2BJNul4  https://apple.co/33vC8vG  https://apple.co/2Vi98D4

41. Lessons From a Sales Veteran w/ Frank Azzolino

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. John Kaplan covers the ways elite sellers leverage the technical mind. He’ll share: &nbsp; - Where the technical and business worlds intersect &nbsp; - How elite sellers leverage the technical mind to progress their deals at high values &nbsp; - What needs to be in place for salespeople to connect features and functions to real business problems and solutions &nbsp; - How Segment shifted their mindset &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources on technical buyers &nbsp; - Segment Case Study Page or Merger Page &nbsp;  https://bit.ly/2JAs0el  https://apple.co/3iEMrTa

Leveraging the Technical Mind w/ John Kaplan

As part 2 to last week’s episode “Leveraging the technical mind”... we’re covering how to conduct demos in a way that is value-based and improves your ability to win.&nbsp; &nbsp; 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.&nbsp; &nbsp; John Kaplan joins us to explain why timing is everything. He shares the process their sales teams used at PTC to execute great discovery and ensure they had the right people in the room before moving forward with a demo. Tune in to hear how this process helped them improve their win rates dramatically. &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources on demos: &nbsp; &nbsp; https://apple.co/3gPafnG  https://apple.co/2E4HFQD  https://apple.co/2TC1kv5

The Art of the Demo w/ John Kaplan

You may have had to sell virtually before the pandemic, but now it’s perhaps the only way you can connect with a prospect. Now more than ever, you want to make sure you’re bringing your “A” game, accounting for the challenges remote selling brings (does video fatigue ring a bell?).&nbsp; &nbsp; , Force Management Facilitator, joins us for the first time to share insights and tips for differentiating yourself from the competition in the remote environment. &nbsp; - How to adjust your own preparation cadence to ensure better success in the remote environment &nbsp; - Why people check out or leave virtual conversations early and how to avoid this challenge &nbsp; - How to immediately grab the attention of your virtual audience and manage the conversation in a positive and memorable way &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources on virtual selling tips &amp; tricks &nbsp;  http://bit.ly/3rmLN2e  http://bit.ly/2KGlJ0Z  http://apple.co/3nHKpES

Virtual Selling Tips & Tricks w/ Marty Mercer

Plan for a successful year and understand why some companies were able to turn the corner faster than others during the pandemic. &nbsp; One thing we often emphasize at the end of each year is coming up with a plan to make the plan. This year, that planning process may look a little different. What are you going to change next year? &nbsp; John Kaplan joins us to share 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. &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources on the great teacher, 2020: &nbsp;  http://bit.ly/2M8PCrn  http://apple.co/31spJrV  http://bit.ly/3mlUvv9  http://bit.ly/2M6hxIw

The Pandemic: The Great Teacher w/ John Kaplan

Turning over a potential deal from an SDR/BDR to an AE is a critical step in the sales process. We often say there’s as much differentiation in what you sell as there is in how you sell. When you create a good customer experience for the buyer, before and throughout the handoff process, you can separate your organization early on from competition, including “do-nothings”. Patrick McLoughlin joins us to share what SDRs and AEs can do to establish a handoff process that ensures your buyers feel heard and interested in continuing to move the deal forward.

Note: If you’ve been through CoM, hear ways you, as an SDR, can leverage your mantra to grab prospect interest or prepare great notes for your handoff to the AE.

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Here are some additional resources on the handoff from SDR to AE:

Aligning Your SDR Team with the Broader Sales Organization

http://bit.ly/2GaN1Ky

Improve Your Active Listening Skills Podcast

http://apple.co/3ojaoTm

Getting your SDR process right

http://apple.co/2LplcAI

The Handoff: SDR to AE w/ Patrick McLoughlin

The Audible-Ready Podcast is a weekly show featuring B2B sales leaders and revenue-driving executives, who share their best insights on how a focus on sales effectiveness can help companies increase revenue, improve sales margins and gain market share. It’s presented by Force Management, a leader in building company alignment and equipping sales teams with the ability to execute growth strategies at the point of sale.

We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.

We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.

Force Management

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