The Audible-Ready Sales Podcast
Episodes
07. The Uncommon Story w/ John Kaplan
09 Apr 2020
Contributed by Lukas
Our own John Kaplan tells his own story of a time when he had to decide what it meant to be uncommon. It’s the story that brought the often-heard ph...
06. Aligning With Your Buyer’s Changing Needs w/ John Kaplan
07 Apr 2020
Contributed by Lukas
Every company needs to have alignment around the answers to the Essential Questions: What problems do you solve? How do you solve those problems? How ...
05. Playing Back Your Sales Discovery Sessions w/ John Kaplan
31 Mar 2020
Contributed by Lukas
Deals are won or lost in discovery. A key part to successful discovery is the salesperson’s ability to articulate what they learned in discovery bac...
04. Get Busy: Advice for Salespeople w/ John Kaplan
24 Mar 2020
Contributed by Lukas
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 unprece...
03. Sales Leadership: Playing the Long Game w/ Brian Walsh
17 Mar 2020
Contributed by Lukas
NOTE: This episode was recorded last month, prior to the Coronavirus shut down. Although the episode provides some good tips that apply to the situati...
02. Don’t Be Fooled: Selling to Someone You Know w/ John Kaplan
10 Mar 2020
Contributed by Lukas
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 cu...
01. Why Your Deals Are Taking Too Long w/ John Kaplan
03 Mar 2020
Contributed by Lukas
We’ve all been frustrated by a pipeline full of slow-moving deals. The cause typically goes back to a few key areas where we as salespeople or sales...
TRAILER: Welcome to The Audible-Ready Podcast
02 Mar 2020
Contributed by Lukas
Force Management continues to be a leader in building company alignment and equipping sales teams as we bring listeners an all-new weekly podcast seri...
Selling the Platform Solution
12 Dec 2019
Contributed by Lukas
John Kaplan talks through best practices for preparing to sell the platform solution to your buyer, getting beyond just selling the smaller point solu...
Aligning Differentiation to Your Buyer
26 Nov 2019
Contributed by Lukas
You may know what makes your solution different than others in the market, but aligning that differentiation to the customers is how elite salespeople...
The End of the Year
15 Oct 2019
Contributed by Lukas
For many of you, the 4th quarter is well underway. Now is the time to assess where you're at and decide what changes you want to make for next year. I...
Metrics in the Sales Conversation
08 Aug 2019
Contributed by Lukas
Why do reps struggle with metrics? It's likely because they're using them in the wrong way during the sales process. John Kaplan breaks down some tips...
Your Sales Motion: Taking it from Excellent to Elite
03 May 2019
Contributed by Lukas
The people that hire you are not looking for okay, average or even good. They are looking for awesome, exceptional and elite. When salespeople take o...
Don't Miss These Conversations
16 Apr 2019
Contributed by Lukas
Sign up for our webinar on selling and negotiating on value with Tim Caito and Joe Marcin here: https://forc.mx/2D9CqvkRead our Q&A series with John M...
Backing Up The Sales Conversation
25 Mar 2019
Contributed by Lukas
What do you do if you are in the middle of your sales process and you realize you aren't attached to the right business issue? John Kaplan talks throu...
The Single Selling Motion
14 Jan 2019
Contributed by Lukas
If reps are overwhelmed at combining sales messaging methodologies with qualification and negotiation processes, John Kaplan breaks down a way to simp...
Aligning with Your Buyer
02 Jan 2019
Contributed by Lukas
Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. Se...
Effective Sales Planning
29 Nov 2018
Contributed by Lukas
John Kaplan covers the mindset you need to have for effective sales planning.
Best Practices for Driving a Qualification Process
20 Nov 2018
Contributed by Lukas
Are your sales reps missing their numbers this year? Qualification may have something to do with it. John Kaplan talks through best practices for driv...
For SDRs/BDRs - Overcoming the Fear Of Rejection
29 Jun 2018
Contributed by Lukas
Ivan Gomez from Next Stage joins the Force Management podcast to talk about the best ways to overcome the fear of rejection, particularly when you are...
How to Summarize a Great Discovery Meeting
02 Apr 2018
Contributed by Lukas
How do you summarize a great discovery session in a way that moves the sales opportunity forward? Senior Director Ray de Avila discusses best practice...
Purpose Process Payoff
22 Mar 2018
Contributed by Lukas
Senior Director Ray de Avila breaks down key tips for outlining the purpose, process and payoff for your sales conversations
Plan to Make the Plan
15 Dec 2017
Contributed by Lukas
Great tips for managers and reps on building an effective sales plan
The Force Management Process
05 Sep 2017
Contributed by Lukas
Casey Jacox, Kforce President of Client Strategy & Partnerships, talks through best practices for applying Force Management methodologies in your sal...
Best Practices for Enabling Your Front-Line Managers
30 Aug 2017
Contributed by Lukas
In this podcast, John Kaplan runs through best practices for enabling your front-line managers to inspect, motivate and reinforce.
Curious Storytelling Podcast
28 Jun 2017
Contributed by Lukas
Two traits that will help your boost sales? Curiosity and the ability to tell great stories. Kforce President of Client Strategy and Partnerships Case...
Why the Best Salespeople Demonstrate Vulnerability
30 May 2017
Contributed by Lukas
Casey Jacox, President of Client Strategy & Partnerships at Kforce talks about why the concept of vulnerability can be an asset to a salesperson
Essential Questions
03 Mar 2017
Contributed by Lukas
Senior Delivery Partner Brian Walsh breaks down the importance of building alignment within your company around these key essential questions
Building Positive Business Intent
26 Aug 2016
Contributed by Lukas
How do you build positive business intent in your sales process? Senior Delivery Partner Brian Walsh walks through best practices for gaining trusted ...
The Uncommon Story - Who's Doing This?
11 Aug 2016
Contributed by Lukas
John Kaplan shares a motivational story about being uncommon.
Digging Deep in Discovery
09 Aug 2016
Contributed by Lukas
Senior Delivery Partner Brian Walsh runs through best practices for effective discovery. This podcast is a great listen for reps who are looking for a...
How to Enable Your Front-Line Managers
04 Aug 2016
Contributed by Lukas
This podcast features best practices for enabling your front-line managers to reinforce a sales methodology
Reinforcing A Sales Initiative
25 Jul 2016
Contributed by Lukas
Best practices for reinforcing a sales initiative, including steps sales leaders and sales enablement teams can take before, during and after the trai...
Insights On Effective Discovery
24 Mar 2016
Contributed by Lukas
Delivery Partner Patrick McLoughlin reviews his best tips for executing effective discovery.
Enabling The Internal Sell
18 Feb 2016
Contributed by Lukas
John Kaplan discusses ways you can enable key contacts to sell for you within their own organizations.
Effective Role Plays
19 Jan 2016
Contributed by Lukas
John Kaplan discusses best practices for conducting effective role plays
Sales Curmudgeon - Time, Scope and Resources
12 Jan 2016
Contributed by Lukas
The Sales Curmudgeon wraps up his latest series discussing the three things you need to make your sales initiative a success.
Sales Curmudgeon - Betting on the Wrong Horse
21 Dec 2015
Contributed by Lukas
Our Sales Curmudgeon talks through why sales executives tend to "bet on the wrong horse" when it comes to their sales initiatives.
Sales Curmudgeon Podcast - Manage the Grieving Process
10 Dec 2015
Contributed by Lukas
In Part 2 of the Sales Curmudgeon series, we break down key steps for managing change in your sales organization.
Sales Curmudgeon - Lead from the Front
24 Nov 2015
Contributed by Lukas
The Sales Curmudgeon provides his best tips for driving sales initiative success.
Multiple Decision Makers
29 Oct 2015
Contributed by Lukas
John Kaplan covers best practices for articulating value and differentiation with multiple buyers in a sales opportunity.
Required Capabilities: Best Practices
01 Oct 2015
Contributed by Lukas
Managing Director John Kaplan breaks down best practices for identifying required capabilities early and validating them throughout your sales process...
Giving Effective Feedback to Your Sales Teams
04 Sep 2015
Contributed by Lukas
Managing Director John Kaplan covers best practices for giving effective feedback to your sales teams.
Sales Executives: Reinforcing a Sales Initiative
10 Aug 2015
Contributed by Lukas
Consulting Director Jeremy Powers discusses best practices for reinforcing a sales initiative.
Uncovering Business Pain
30 Jul 2015
Contributed by Lukas
Managing Director John Kaplan discusses ways to "dig deep" on negative consequences and motivate your buyer to take action.
Sales Executives: Enabling Your Front-Line Managers
13 Jul 2015
Contributed by Lukas
This podcast provides some best practices for equipping front-line managers during your sales initiative.
Sales Executives: Driving Sales Transformation
07 Jul 2015
Contributed by Lukas
Senior Partner, Dan Dawson, focuses on driving success with your sales initiative.
How to Trap Your Competition
21 May 2015
Contributed by Lukas
Managing Director John Kaplan discusses his best practices for asking great trap setting questions that help you demonstrate your differentiation and ...
Testing Champions
07 May 2015
Contributed by Lukas
In this podcast, Force Management's John Kaplan discussed how to test your Champions and ensure they're actively selling on your behalf
Building Up Your Champion
03 Apr 2015
Contributed by Lukas
Building Up Your Champion by Force Management
Five Mistakes You're Making With Your Discovery Questions
12 Feb 2015
Contributed by Lukas
In this podcast, Force Management's John Kaplan runs through the five most common mistakes he sees with salespeople and the discovery process.