Are you an individual contributor and want to move into a manager role? This podcast is a must-listen. John Kaplan runs through: - things you need to make sure you’re aware of before you make the jump - how best to communicate your wish to be a manager - what you need to be prepared for when you get the role Don’t miss this episode! Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison Check out this and other episodes of the Audible-Ready Sales Podcast on https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/the-audible-ready-sales-podcast.

If you’re selling a new technology, it may be difficult to align to a pain point. How do you align to pain the customer doesn’t even know they have? Many AI startups have this challenge. How do you get the customer to see a new way of doing old things? In this episode, Brian Walsh breaks down ways you can think about your sales conversation so you’re able to drive urgency, even when you’re selling in a new category. He also runs through how to set up a test project, in order to build credibility with the customer. Check out this and other episodes of The Audible-Ready Podcast at https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/blog.

In this episode, John Kaplan highlights the importance of business conversations as opposed to sales conversations when trying to navigate a landscape of heightened buyer scrutiny. He discusses: - The mindset you need for successful business conversations. - Ways to hold yourself accountable for having business conversations. - Tips for adjusting the business conversation for finance. - A personal anecdote to demonstrate the importance of differentiation and influencing the Decision Criteria. Here are some additional resources: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://rb.gy/skge08 - https://my.ascender.co/Ascender/Explore?post=monday-motivation-rise-above-the-noise&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://rb.gy/3iq0v1 - https://my.ascender.co/Ascender/Explore?post=dealing-with-hesitant-buyers-and-price-objections&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://rb.gy/2qi7eb - https://my.ascender.co/Ascender/Explore?post=ascender-insights-selling-to-the-cfo-w-jim-kelliher&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Insights - https://rb.gy/0ne41j - https://podcasts.apple.com/us/podcast/leading-through-economic-challenges-with-murray-demo/id1610203369?i=1000605513441 | Revenue Builders - https://rb.gy/kow7b2 Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison Check out this and other episodes of the Audible-Ready Sales Podcast on https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/the-audible-ready-sales-podcast.

If you want to be an elite salesperson, you need to put in the work. In this episode, John Kaplan runs through three key habits you need to execute on every deal. They are: - A commitment to preparation. - Voracious qualification. - Relentless accountability. Here are some additional resources: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://rb.gy/skge08 - https://my.ascender.co/Ascender/Explore?post=monday-motivation-preparation-2&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://rb.gy/o9awy8 - https://my.ascender.co/Ascender/Explore?post=monday-motivation-take-the-stairs&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://rb.gy/uyncsl Check out this and other episodes of The Audible-Ready Podcast at https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/blog.

Today we are going to talk about what you do when you’re selling into an account and their leadership changes. Force Management Facilitator Diana Sheley, talks through how you should maneuver this situation, how you can leverage your Champion and how you can sell in a way that minimizes this risk. Here are some additional resources: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://rb.gy/skge08 - https://my.ascender.co/Ascender/Explore?post=dealing-with-changes-in-leadership&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://rb.gy/n4u94a - https://my.ascender.co/Ascender/Explore?post=thanking-your-champion&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://rb.gy/yom5uu Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison Check out this and other episodes of the Audible-Ready Sales Podcast on https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/the-audible-ready-sales-podcast.

Moving to a startup presents many opportunities, but it also poses its fair share of challenges. Today, John Kaplan shares his best insights to help get you prepared for the leap. He discusses: - The need to consider the four essential questions. - The concepts of minimum viable product (MVP) and the ideal customer profile (ICP). - Taking charge of your own enablement at a startup. - The “hundred-pound brain effect.” Here are some additional resources: - https://my.ascender.co/Ascender/Certification_Details?Id=233&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 - https://rb.gy/skge08 - https://my.ascender.co/Ascender/Course_Details_V2?id=40609090-cc19-4778-94b7-7f37e2da478f&referrer=762fd91d-a95f-4a80-9733-91dafebbc432&IsFromEmail=False | Ascender Course - https://rb.gy/l24m3h - https://my.ascender.co/Ascender/Explore?post=five-pieces-of-content-to-help-you-find-the-right-sales-job&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://rb.gy/j7x0jz - https://my.ascender.co/Ascender/Explore?post=podcast-building-a-rhythm-around-pipeline-generation&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast - https://rb.gy/91w6c4 Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison Check out this and other episodes of the Audible-Ready Sales Podcast on https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/the-audible-ready-sales-podcast.

Some of you have some big sales goals as we start out the new year – those big whale accounts you’d like to attack. John Kaplan joins us on this episode to give you some motivation to go after accounts with incumbents. He covers: - How to target the right accounts. - Using your differentiation to position yourself - How to use your proof points to tackle incumbent opportunities. Check out this and other episodes of The Audible-Ready Podcast at https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/blog.

As you begin to prepare for 2024, we bring you one of our most popular episodes - The Franchise Mindset. When it comes to sales planning, we encourage reps to take on what we call the sales franchise mindset. You have to view your territory as your own business. Take accountability for and ownership of your franchise. In this episode, John Kaplan explains the importance of taking on the franchise mindset and how to do so. Here are some additional resources: - https://podcasts.apple.com/us/podcast/three-steps-for-your-sales-plan/id991362894?i=1000541990239 | Podcast - https://apple.co/3CLUoU8 - https://podcasts.apple.com/us/podcast/the-mindset-you-need-to-hit-your-number-w-john-kaplan/id991362894?i=1000509236665 | Podcast - https://apple.co/3AAMHNQ - https://www.forcemanagement.com/blog/set-a-result-driven-sales-planning-mindset - https://bit.ly/3RdeSJY Check out this and other episodes of The Audible-Ready Podcast at https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/blog.

The most elite salespeople put in the work to get better. The best way you can ensure you have a great 2024, is to take a close look at 2023. What are your regrets? What do you want to get better at? How can you improve your sales career. Today’s special guest, Force Management facilitator Jim “Pouli” Pouliopoulos, helps folks increase their happiness levels in all facets of life. Join us as he explains how you can look back to move forward in an actionable way. He shares: - How to make sure you’re crafting the career that makes you the happiest - How you can assess your current career path in a way that drives change - Why you should ditch New Year’s Resolutions - How to balance money and motivation Check out Pouli’s book, How to Be a Well Being: https://www.amazon.com/How-Be-Well-Being-Unofficial/dp/085708867X Connect with Pouli on LinkedIn: https://www.linkedin.com/in/pouli/ Here are some additional resources: - https://my.ascender.co/Ascender/Explore?post=training-the-sellers-brain-for-positivity&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://rb.gy/kv3k7 - https://my.ascender.co/Ascender/Explore?post=five-ways-to-be-a-happier-salesperson&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Article - https://rb.gy/lxatf Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison Check out this and other episodes of the Audible-Ready Sales Podcast on https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/the-audible-ready-sales-podcast.

For our 200th episode, John Kaplan gives a rundown of five habits of elite sellers. Here are some additional resources: - https://my.ascender.co/Ascender/Explore?post=monday-motivation-take-the-stairs&referrer=762fd91d-a95f-4a80-9733-91dafebbc432%5C | Ascender Video - https://rb.gy/s6qqx - https://my.ascender.co/Ascender/Explore?post=monday-motivation-take-ownership-of-your-success&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://rb.gy/ijen6 - https://my.ascender.co/Ascender/Explore?post=monday-motivation-preparation-2&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://rb.gy/g7q3r - https://my.ascender.co/Ascender/Explore?post=monday-motivation-let-go-of-the-excuses&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://rb.gy/qxz41 - https://my.ascender.co/Ascender/Explore?post=monday-motivation-confidence-and-conviction&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Ascender Video - https://rb.gy/de1e7 - https://my.ascender.co/Ascender/Explore?post=creating-a-franchise-mindset&referrer=762fd91d-a95f-4a80-9733-91dafebbc432 | Podcast - https://rb.gy/u6btt Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison Check out this and other episodes of the Audible-Ready Sales Podcast on https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894, https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ, or our https://www.forcemanagement.com/the-audible-ready-sales-podcast.