Force Management

Changes in leadership commonly take place during the sales process. Although disruptive, they are an occurrence for which preparation is key. How do you ensure that new leadership recognizes the value of your solution and gets behind it? John Kaplan shares how to respond to changes in leadership depending on where you are in the sales process.Here are some additional resources:Articulating Differentiation: 5 Ways to Trap the CompetitionAligning Differentiation to Your Buyer | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Everybody knows about the need to build their referral network, but very few people talk specifically about how best to do so. Many sellers are uncomfortable asking for referrals. How do you request a referral without coming off as pushy, or even desperate? Force Management Facilitator Antonella O’Day joins us to share tips for building your referral network, including how and when to ask for referrals.Here are some additional resources:Don’t Forget These Key Steps to a Value-Based Sales ConversationValuable Customer Meetings | PodcastGetting into a new opportunity | PodcastCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As a seller, it’s not uncommon to feel overwhelmed by the numerous methodologies, tactics and processes that you are given to follow. How do you pull everything together fluidly without feeling as though you’re mindlessly piling on process after process? John Kaplan breaks down how to simplify all of these tools into a single, swift selling motion.Here are some additional resources:The Audible-Ready Sales Podcast: How to Make Sure You're Working for Great Companies w/ John Kaplan on Apple PodcastsFour Questions Every Sales Organization Needs to AnswerCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

We often focus on asking two-sided, open-ended discovery questions to learn about prospective customers. However, there is little value in asking these questions if you are unable to listen effectively. How can you improve your listening in sales conversations? Force Management Facilitator Marty Mercer joins us to share insight on how to follow up great questions with active listening.Here are some additional resources:3 Skills to Improve Your Sales ConversationsEffective Sales Communication: 5 Key ActionsWhy Your Active Listening Skills Are Crucial to Hitting Your NumberHow to Ensure You're Audible-Ready in Your B2B Sales ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

When selling a solution, you want to align with wide-ranging corporate initiatives and not just departmental one-offs. Many reps struggle to not only identify, but also align with company-wide initiatives that buyers are navigating with inside of their organization. John Kaplan explains how to recognize a corporate buyer and align your business outcomes with their pain points and other business issues.Here are some additional resources:Three Common Sales Challenges and What to Do About Them How to Get Higher in Your Prospect's Organization Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Sellers often hear from prospective customers that they have too much going on and thereby cannot take on a solution. When you’ve got numbers to hit, how do you get a prospect to prioritize your solution over the other initiatives they are considering? John Kaplan joins us to share how best to align your solution with the business issues that matter most to a customer.Here are some additional resources:https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internally Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Join the Force Management Team! Opportunities at all levels and in various departments. If you're interested email Rachel at: rclapp@forcemanagement.comSee all of our open positions here: https://www.forcemanagement.com/careers

It takes conviction to lead a sales organization to the next level. What can you focus on to help your sales organization deliver results? Dig deep into the mind of the Chief Commercial Officer (CCO). John Kaplan goes one-on-one with Paul "PK" Kleinschnitz, CCO at BlueVoyant, an end-to-end internal and external cyber defense platform. PK digs into key areas of focus for leaders around:How leaders are driving alignment with their buyers todayBuilding a sales culture that’s focused on individual and company growthKey factors to incorporate into your sales transformation initiativeHow to Lead From the Front to achieve critical company objectives  BlueVoyant is hiring, more here: https://www.bluevoyant.com/careers/Here are some additional resources:More about PKMore about BlueVoyantNew to the VP of Sales role: Road Map for Sales Success  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

As you navigate sales conversations with multiple stakeholders in an organization, understanding the internal, political landscape is critical. One move can make or break your deal. How do you do it without appearing like you’re going around someone or above their head? John Kaplan shares best practices to implement into your approach.Here are some additional resources:Why Sales Reps Struggle with Metrics in the Sales Conversation (the M & the W)How to Get Higher in Your Prospect's OrganizationNavigating the Decision Process With Multiple Buyers Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

In the quest to hit the number, sellers can find themselves challenged with knowing when to walk away from a deal. Save this episode as a reminder when you need it. John Kaplan joins us to detail how to ensure you’re spending your time on the right opportunities for your business and your buyer’s business.Here are some additional resources:How to Reignite Stalled DealsWhy Your Deals Are Taking Too LongFinding the Business Pain Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

There’s not a salesperson out there who doesn’t want more wins and bigger deals. The most elite salespeople are strategic about how they align their solution’s differentiation to their buyer’s needs and as a result, they’re able to win more, high-value accounts. John Kaplan shares, where most reps are challenged when it comes to differentiating their solutions and the skills these reps can focus on to significantly improve their bottom line. Here are some additional resources:Stacking Customer Requirements in Your Favor Helping Buyers Reach Their Own Conclusions The Missing Link Between Your Differentiation and Your Buyers  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

The idea of persuasion can give salespeople a bad rap. Instead, flip the script. The best sellers don’t persuade customers, they let customers persuade themselves. John Kaplan joins us to detail how you can get your buyer to come to their own conclusions in a way that steers the opportunity in your favor.Here are some additional resources:Improve Your Active Listening SkillsHelping Buyers Reach Their Own ConclusionsGetting Comfortable with Uncomfortable ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Whether you’re making a career change or just joining the sales game, save this episode. Good selling is good selling, no matter your experience or age. John Kaplan joins us to share best practices for green reps who sell to people with more experience. He shares lessons he wishes he learned earlier in his sales career.Here are some additional resources:Selling to More Experienced ProfessionalsOvercoming the Seller Deficit DisorderGetting Comfortable with Uncomfortable ConversationsCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Much like progressing a deal, as you progress in your sales career, being able to position your sales skills in those interviews can help you differentiate yourself, and win the role. John Kaplan explains how to position yourself as a buyer-focused salesperson and what to look for in the company that you’re interviewing for to ensure you can be successful. After the conversation, leave us a comment on LinkedIn. Share with us, “What was that one thing that made you qualify out a company you were interviewing for?”Here are some additional resources:How to Use Your Sales Skills in Your Next Job InterviewHow to Ensure You're Selling For A Great CompanyCheck out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Force Management is launching a new podcast. Revenue Builders is hosted by John McMahon and John Kaplan. They’ll interview C-suite leaders, PE/VC leaders and executives who’ve been there, done that and delivered results. It’s coming to you every Thursday and today we’re giving you a sneak peek of what to expect. Subscribe here: https://www.forcemanagement.com/revenue-builders-podcast Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

If you want to be a great manager, it takes a different skillset than what it takes to be a great seller. After all, being a great player of the game doesn’t guarantee you’ll be a great coach. Our own Patrick McLoughlin is passionate about building valuable sales coaches. His “Manager Tip of the Day'' gets a lot of attention on LinkedIn so we decided to have him share his most popular tips for sales managers in this podcast.Here are some additional resources:Leadership Insights to Share With Your Front-line ManagersCoaching Your Teams [Podcast]Meet the Facilitator: Patrick McLoughlinConnect with Patrick McLoughlin on LinkedIn Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Becoming elite as a sales organization demands a culture of accountability. A great sales planning process combined with a voracious qualification process builds an ecosystem of accountability across large-scale sales organizations. John Kaplan shares what these companies implement to foster a culture of accountability, detailing key steps for leaders and reps to take.Here are some additional resources:- Set A Results-Driven Sales Planning Mindset- Develop a Sales Franchise Mindset- How to Improve Qualification in Your Sales Organization Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Being able to execute memorable and impactful presentations is an often-overlooked sales skill. John Kaplan shares the key steps you can take to prepare and execute a buyer-focused presentation, even when you’re talking about yourself. Here are some additional resources:Purpose Process Payoff Align with the Buying Process: The Power of the Mantra Prepare and Practice to Confidently Execute Sales Calls Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

The last two years have exposed some flaws in salespeople’s approach to customer meetings. If you want to be successful, you can’t go back to the way you secured or conducted on-premise meetings before the pandemic. Tim Caito shares the overlooked reasons customers prefer virtual meetings (besides convenience) and how to differentiate your approach to ensure you land and execute impactful meetings with customers. He shares three ways to prepare for and secure valuable meetings.Here are the Essential Questions we mention in the episode:What problems do you solve?How do you solve those problems?How do you solve them differently or better than the competition?Where have you done it before, what’s your proof? Here are some additional resources:The Seller Deficit DisorderPurpose Process PayoffFour Questions Every Sales Organization Needs to Answer Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

Responding to RFPs is often inevitable in many selling organizations. How do you respond in a way that gives you an edge? Brian Walsh joins us to share the importance of assessing your position and details how to determine an impactful response. He covers what to ask yourself as you qualify the opportunity, define your competitive position, and strategize around the right next steps. Here are some additional resources:Differentiate How You Sell Getting Comfortable with Uncomfortable Conversations [Podcast] Executing Great Discovery  Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.