Force Management

Where you can find our podcast

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

While you’re working your current deals, there are key steps you should take to start the negotiation process early and drive better outcomes for you and your buyers. In this episode, Senior Partner Tim Caito shares how you can set yourself up for success before price conversations begin — and in the end, close for a premium. Tim’s perspective is helpful for anyone who wants to improve their negotiation process and put a stop to closing for a discount. Share with your teams to ensure they’re using these three concepts in their sales conversations in order to start the negotiation process early. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. Here are some additional resources on negotiating early - Negotiation FAQs & Best Practices http://apple.co/369t4OH - Finding Success with Procurement Podcast http://apple.co/38WH4wR - Changing Your Conversation with Procurement On-demand Webinar http://bit.ly/3nN97V4

We’ve all worked with prospects who drag their feet on making a final decision. You may even have some of these deals in your pipeline right now. If you do, this episode is for you. John Kaplan shares how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do nothing or do it internally option). Hear how you can differentiate your solutions from all other outcomes to close your current and future deals faster. Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website. Here are some additional resources on reassessing your deals: - How to Reignite Stalled Deals http://bit.ly/3i8petF - Predicting No Decisions On-Demand Webinar http://bit.ly/2D0dxFa - Executing Great Discovery http://apple.co/2TC1kv5

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

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?   Check out this and other episodes of The Audible-Ready Podcast at , , or our .   2020 The Great Teacher Aligning With Your Buyer’s Changing Needs Podcast The Plan to Make the Plan Four Reasons Your Sales Messaging Framework Needs a Refresh

Plan for a successful year and understand why some companies were able to turn the corner faster than others during the pandemic.   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?   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.   Check out this and other episodes of The Audible-Ready Podcast at , , or our .   Here are some additional resources on the great teacher, 2020:   http://bit.ly/2M8PCrn http://apple.co/31spJrV http://bit.ly/3mlUvv9 http://bit.ly/2M6hxIw

Marty Mercer- How to adjust your own preparation cadence to ensure better success in the remote environment   - How to immediately grab the attention of your virtual audience and manage the conversation in a positive and memorable way   Apple PodcastsSpotifywebsiteHere are some additional resources on virtual selling tips & tricks   http://bit.ly/3rmLN2e http://bit.ly/2KGlJ0Z http://apple.co/3nHKpES

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?).    , Force Management Facilitator, joins us for the first time to share insights and tips for differentiating yourself from the competition in the remote environment.   - How to adjust your own preparation cadence to ensure better success in the remote environment   - Why people check out or leave virtual conversations early and how to avoid this challenge   - How to immediately grab the attention of your virtual audience and manage the conversation in a positive and memorable way   Check out this and other episodes of The Audible-Ready Podcast at , , or our .   Here are some additional resources on virtual selling tips & tricks   http://bit.ly/3rmLN2e http://bit.ly/2KGlJ0Z http://apple.co/3nHKpES

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.    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 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.   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on demos:   Leveraging the Technical Mind [Podcast]  https://apple.co/3gPafnG Playing Back Your Sales Discovery Sessions [Podcast] https://apple.co/2E4HFQD Executing Great Discovery [Podcast] https://apple.co/2TC1kv5

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.    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 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.   Check out this and other episodes of The Audible-Ready Podcast at , , or our .   Here are some additional resources on demos:     https://apple.co/3gPafnG https://apple.co/2E4HFQD https://apple.co/2TC1kv5

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.    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 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.   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on demos:   Leveraging the Technical Mind [Podcast]  https://apple.co/3gPafnG Playing Back Your Sales Discovery Sessions [Podcast] https://apple.co/2E4HFQD Executing Great Discovery [Podcast] https://apple.co/2TC1kv5

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:   - Where the technical and business worlds intersect   - How elite sellers leverage the technical mind to progress their deals at high values   - What needs to be in place for salespeople to connect features and functions to real business problems and solutions   - How Segment shifted their mindset   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on technical buyers   - Segment Case Study Page or Merger Page   - Segment’s Webinar on Aligning Product With Sales https://bit.ly/2JAs0el - Maximize the Effectiveness of Proof Points [Podcast] https://apple.co/3iEMrTa

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

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:   - Where the technical and business worlds intersect   - How elite sellers leverage the technical mind to progress their deals at high values   - What needs to be in place for salespeople to connect features and functions to real business problems and solutions   - How Segment shifted their mindset   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on technical buyers   - Segment’s Webinar on Aligning Product With Sales https://bit.ly/2JAs0el - Maximize the Effectiveness of Proof Points [Podcast] https://apple.co/3iEMrTa

Frank Azzolino, Force Management Senior Partner, has sold for years. He’s been there - done that. He also is a great teacher.   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).   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.    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on building sales skills   - How to Test Your Champions [Podcast] https://apple.co/2BJNul4 - Remember These Phrases. Sell More Deals [Podcast] https://apple.co/33vC8vG - Improve Your Active Listening Skills Podcast [Podcast] https://apple.co/2Vi98D4

Frank Azzolino, Force Management Senior Partner, has sold for years. He’s been there - done that. He also is a great teacher.   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).   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.    Check out this and other episodes of The Audible-Ready Podcast at , , or our .   Here are some additional resources on building sales skills   https://apple.co/2BJNul4 https://apple.co/33vC8vG https://apple.co/2Vi98D4

Frank Azzolino, Force Management Senior Partner, has sold for years. He’s been there - done that. He also is a great teacher.   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).   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.    Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on building sales skills   - How to Test Your Champions [Podcast] https://apple.co/2BJNul4 - Remember These Phrases. Sell More Deals [Podcast] https://apple.co/33vC8vG - Improve Your Active Listening Skills Podcast [Podcast] https://apple.co/2Vi98D4

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?   John Kaplan goes through key things to look for in your company that will determine the likelihood it will be successful.   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…)   Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.   Here are some additional resources on assessing company growth   - From Good to Great Webinar: critical factors of successful sales organizations https://bit.ly/3lXaU8E - What Every Elite Sales Organization Does https://bit.ly/3kYoRld - Is Your Company Staged for Growth? https://bit.ly/2UTZ03o

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?   John Kaplan goes through key things to look for in your company that will determine the likelihood it will be successful.   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…)   Check out this and other episodes of The Audible-Ready Podcast at , , or our   Here are some additional resources on assessing company growth   https://bit.ly/3lXaU8E https://bit.ly/3kYoRld https://bit.ly/2UTZ03o