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The Audible-Ready Sales Podcast

The Audible-Ready Sales Podcast

Force Management 351 Episoden Neueste vor 10 Monaten

The Audible-Ready Sales 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....

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How to Handle the Not Right Now Objection

18 Minuten
As the year winds down, many sales professionals hear the dreaded phrase: “Not right now.” But what does that really mean? Is it truly a timing issue, or something deeper? In this episode, Rachel Clapp Miller sits down with Antonella O’Day to unpack the real reasons behind this common objection and share actionable strategies to keep deals warm without being pushy.

Antonella explains why “not right now” often signals more than just budget freezes and timing challenges. She outlines four key scenarios that could be at play—from lack of urgency to missing internal consensus—and offers practical questions to diagnose the situation. Plus, learn how to maintain momentum, deliver value during delays, and use cadence as a powerful lever to build trust and stay top of mind.If you’ve ever wondered how to turn a polite “no” into a future “yes,” this episode is packed with insights you can put into practice today.

What You’ll Learn in This Episode:

Why “not right now” is rarely just about timing

Four common scenarios behind the objection

Diagnostic questions to uncover the real reason

How to keep relationships warm without selling

The role of cadence in building trust and credibility

Tactical tips for delivering value during delays

Key Takeaways:

Treat delays as a window to build relationships, not as dead ends.

Deliver value without asking for anything in return—become a trusted resource.

Use intentional, varied touchpoints to stay relevant without being annoying.

Ask candid questions to save time and preserve relationships.

The End of the Year mindset with John Boney

16 Minuten
As the year winds down and Q4 ramps up, sales professionals face the pressure of closing strong. In this episode, Rachel sits down with John Boney to discuss how sellers can maintain focus, prioritize effectively, and execute with clarity and discipline during the final stretch of the year.Whether you're managing stretch deals, navigating procurement hurdles, or trying to re-engage quiet accounts, this episode offers practical advice to help you finish the year with momentum—and set the stage for a successful Q1.

Key Takeaways:

Intentional Urgency: Learn how to drive urgency without sounding pushy by aligning with customer outcomes rather than internal sales timelines.

Pipeline Segmentation: Break down your deals into three buckets—winnable, stretch, and next-year opportunities—to focus your efforts where they matter most.

Avoid Common Pitfalls: Discover the top mistakes reps make in Q4, including leading with discounts and ignoring procurement/legal timelines.

Reactivating Quiet Accounts: Use proof points, industry insights, and respectful “breakup emails” to reignite stalled conversations.

Mutual Action Plans: Co-create timelines with buyers to ensure alignment and avoid last-minute surprises.

Leveraging Internal Stakeholders: Engage leaders and cross-functional partners early to help move strategic deals forward.

Resources Mentioned:

“Asking for Help” Podcast Episode

Owning Your Success

22 Minuten
Enjoy this replay of a great episode with John Kaplan, who explains the importance of owning your success and shares tips on how to put yourself in a position to succeed as a sales rep.

Plus, as promised, here is the definition of a floppy disk for our younger listeners: a thin plastic disk coated with magnetic material on which data for a computer can be stored (Merriam-Webster).

If you have any ideas for future episodes, send them to Rachel at rclapp@forcemanagement.com.

Here are some additional resources

How to Ensure You're Selling for a Great Company (forcemanagement.com)

How to Make Sure You're Working for Great Companies | Podcast

Building an Accountable Culture | Podcast

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

Prepping Others for Your Sales Calls

11 Minuten
Enjoy this replay of a great episode with John Kaplan. Preparing for your deal is critical. Preparing others for your sales call has equal impacts on your success. If you want someone to join you on a call (product engineer, manager, etc.), you have to be able to provide them with fluency about the deal and clarity on their role in the conversation. John Kaplan covers what information you need to share and how help ensure those joining you are best prepared.

Here are some additional resources

How to Ask for Help on Your Deals

5 Things to Do Before Your Next Sales Conversation

Key Things to Do After Every Sales Call

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

Moving Up and Down in Organizations

15 Minuten
Enjoy this replay of a great episode with John Kaplan. Discover the mantra you can use to successfully navigate opportunities that require you to move up and down in organizations. Hear John Kaplan’s tips for continually building a business case that maps the technical capabilities of your solution to the required capabilities for different decision makers in an organization. He explains what the mantra is, how you can build it through customer conversations, and leverage it to get champions to sell on your behalf.

Here are some additional resources

Align with the Buying Process: The Power of the Mantra

Why You’re Struggling With Metrics in the Sales Conversation

Navigating the Decision Process With Multiple Buyers [Podcast]

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

The Audible-Ready Sales 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.
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The Audible-Ready Sales Podcast
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Copyright Force Management
Durchschnittliche Länge
Ø 17 Min.
Erscheinungsweise
Unregelmäßig
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vor 1 Mon.
Zuerst veröffentlicht
vor 3 J.
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