The Audible-Ready Sales Podcast

When AI Isn't Enough: Getting an Opportunity

Prepping Others for Your Sales Calls

Building a Consensus in Your Prospect Accounts

Staying Tethered to Customers

Resilience in Sales

Selling a Pilot Project

Prepping for Your Deal Reviews

Recapping Sales Conversations

Talking to Other Departments

Selling to More Experienced Professionals

You Told Me

Responding to an RFP

How to Stand Out as a Seller

How to Stand Out as a Seller

Preparing for Sales Negotiation Conversations

John Kaplan Webinar THIS Thursday

What to Do After the SKO

When to Walk Away from a Deal

Key Ways to Make Sure You’re Set Up for Success This Year

The Uncommon Story

Thank You to our Listeners

The Final Push

Are You Working for the Right Company?

Ramp Your New Hires Faster: Join our Webinar

Discovery Questions You Don’t Want to Forget

Getting the Big Deal

Improving Your Metric-Based Conversations

Selling to Experienced Buyers: Don't Miss This!

Aligning to Corporate Priorities

Staying Tethered to Accounts

Controlling the Deal

Dealing with Rejection in Sales

Technical and Business Pain

Three Tactics for Handling Objections

Attaching to the Biggest Business Problem

Upcoming Force Management Live Events

The Single Selling Motion

Answering Common Sales Rep Questions

Why You Aren’t Winning

5 Things to Do Before Your Next Sales Conversation

Articulating Value Throughout the Sales Process

Working for a Bad Manager

Freezing Up With Metrics and PBOs

When You Can’t Close Deals

What to do about a Stalled Deal

Key Questions to Ask in Every Deal

How to Uncover Buyer Needs

Identifying Different Buyer Personas

Knowing When to Walk Away From a Deal

Do You Really Have a Champion?

Five Areas Where You Need Consistency

Three Ways to Save Time as a Quota-Carrying Rep

Pursuing a Competitive Account

Time to Value: How to Sell When You Need to Show Value Quickly

Join Us! Common Mistakes When Articulating Value

Developing Mutual Action Plans

Selling to People with More Experience

How Discovery Helps the Customer

Competing Against Other Priorities

Capturing Value After the Initial Sale

Handling Competing Initiatives

Tips for Asking Great Questions

Tackling the Competition

Where People Go Wrong with MEDDICC

When Customers Go Dark

What Makes a Sales Negotiation Different

Moving into a Sales Manager Role

Selling in a New Category

Sales Conversations vs Business Conversations

Three Habits You Need to Be an Elite Seller

When Leadership Changes in Your Account

Going to a Startup

Going After Incumbent Solutions

The Franchise Mindset

Looking Back to Move Forward

Our 200th Episode: Five Habits of Elite Sellers

How to Use “Most Likely Alternatives” to Improve Sales Execution

Selling to the CFO

Avoiding Common MEDDICC Traps

Closing the Sales Conversation

Building a Rhythm Around Pipeline Generation

Navigating Anchors and Trades in Sales Negotiation

Finding Your Motivation as a Seller

How to Resist Customer Pressure for the Demo

Being an Effective Sales Coach

Expanding the Sales Conversation

Uncovering Business Pain

The Small Things that Make a Difference in Sales

Leading With Purpose

The Right Mindset for Sales Negotiations

Three Common Sales Challenges

Shifting the Negotiation Away From Price

Asking for Help

Gaining Commitments

Tips for More Valuable Sales Meetings

Negotiating Value: Presenting Multiple Options

Commonly Asked Questions About Champions

Finding Your Next Sales Job

Looking for a New Sales Role? Join us at our Networking Night

Aligning With Your Champion

The First Meeting

Using Metrics Effectively in Your Sales Conversations

Researching Your Competition

Own the Next Step in Your Sales Meetings

When to Talk About Your Solution

Selling a Pilot Project

Overcoming Discovery Resistance With Stories

Managing Sales Leader Deficit Disorder

Influencing the Decision Criteria

Identifying the Economic Buyer

Building a Culture of Productivity and Transparency

Building Alignment in Your Prospect Organization

Deal Coaching: How to Get Your Reps to Ask for More

Dealing With Changes in Leadership

How to Engage Other Departments in Your Sales Process

Seizing Opportunities in a Slow Sales Environment

How to Deal with Price Objections

Competing Against “Do It Internally”

Laid Off, Now What?

Building a Culture of Sales Performance

How to use stories in your sales process

Common Deal Questions w/ Patrick McLoughlin

Finding New Problems to Solve with Marty Mercer

How to Manage Increased Buyer Scrutiny

Action Steps When You Inherit Accounts

When Competition Comes Knocking

The Outcome Conversation

Key Tips for Your Next Sales Job Interview

Get Your Deal Questions Answered

Avoid Getting Overwhelmed with Technical Discussions

Taking Ownership of Your Pipeline

Go High, Go Low – Adjusting Your Sales Conversation

How to Prepare for Next Year

Cold Calling: Moving from Reluctant to Confident w/ Jason Bay

Broadening Your Sales Conversations

Making MEDDICC Work for You

Creating an Outbound Machine - Don't Miss our Webinar This Week!

Mastering Outbound with Jason Bay

Breaking Into New Accounts

Interviewing for Your Next Position

Enabling the Internal Sell

Confidence and Conviction

The Franchise Mindset

Influencing Your Customers’ Solution Requirements

Positioning Value in a Tight Economy

Selling to Hesitant Customers

Putting in the Work: A Special Announcement

Working Through a Slump

Selling When Budgets are Tight

Technical and Business Pain

Why Are You Losing?

Using Customer Testimonials in Your Sales Process

Working for a Bad Manager

What the Best Sellers Do

Owning Your Success

Navigating Changes in Leadership

Building Your Referral Network

Executing a Single Selling Motion

Active Listening in Sales Conversations

Aligning with Corporate Initiatives

Competing initiatives: Moving Your Deal Forward

Join the Force Team

Leading From the Front W/ Paul "PK" Kleinschnitz, CCO at BlueVoyant

Going Above Someone's Head

Walking Away

Differentiation

Persuasion

Selling to People with More Experience

Positioning Your Sales Skills

Sneak Preview: Revenue Builders Podcast Ep00

Manager Tips of the Day

Building an Accountable Culture

Breaking Down the Corporate Deck

Valuable Customer Meetings

Responding to a RFP

A Conversation with Segment CRO Joe Morrissey

After the SKO

Pairing Value and Metrics

100th Episode

Prepping Others for Your Sales Calls

Funniest Sales Stories

How to Tell Impactful Stories

How to Hold to a Committed Forecast w/ Paul DeMore

Coaching Your Teams

Lessons Learned in Sales W/ Kamonte McCray

Backing Up Your Deals

Three Steps for Your Sales Plan

Win Loss Reviews

Differentiate How You Sell

How to Ask for Help on Your Deals

Lessons Learned in Sales W/ Dale Monnin

Key Things to Do After Every Sales Call

5 Things to Do Before Your Next Sales Conversation

Lessons Learned in Sales W/ Brian Walsh

Selling to More Experienced Professionals

Moving Up and Down in Organizations

Sales Kickoffs: A Discussion

Sales Kickoff Insights

The Brandon Burlsworth Story

Good to Great to Elite w/ Dale Monnin

Lessons Learned in Sales W/ Tim Caito

How to Get Your Customer to Open Up Virtually w/ John Kaplan

Making QBRs Valuable w/ Tim Caito

An Interview with John McMahon Part 2

An Interview with John McMahon Part 1

Lessons Learned in Sales W/ Marty Mercer

Skill and Will: Your 1s and 2s

Skill and Will: Your 3s and 4s

Skill and Will: Own Your Coaching Process

Aligning Sales with Customer Success W/ Kathleen Schindler

Lessons Learned in Sales W/ Antonella O'Day

Finding the Business Pain w/ John Kaplan

Netflix’s Last Chance U Part 3: Lessons Learned for Sales Leaders

Netflix’s Last Chance U: A Conversation with Coach John Mosley Jr Part 2

Netflix’s Last Chance U: A Conversation with Coach John Mosley Jr Part 1

Why Are You Talking? w/ John Kaplan

How to Make Sure You're Working for Great Companies w/ John Kaplan

Getting Comfortable with Uncomfortable Conversations w/ Antonella O'Day

Lessons Learned in Sales W/ Patrick McLoughlin

Stacking Customer Requirements in Your Favor w/ Marty Mercer

How to Build Alignment on Buyer Value w/ John Kaplan

How to Enable Reps to Sell Higher w/ Brian Walsh

Navigating the Decision Process With Multiple Buyers w/ John Kaplan

Three Questions You Need to Answer For Your Economic Buyer w/ John Kaplan

Reinforcing a Sales Initiative w/ Kathleen Schindler

Helping Buyers Reach Their Own Conclusions w/ John Kaplan

Prepare and Practice to Confidently Execute Sales Calls w/ John Kaplan

The Mindset You Need to Hit Your Number w/ John Kaplan

Shifting to Bigger Sales & More Decision Makers w/ John Kaplan

A Look Back at our Most Valuable Episodes

Create Value for Your Sales Teams This Year w/ Brian Walsh

How To Negotiate Early w/ Tim Caito

Reassess Your Deal w/ John Kaplan

The Handoff: SDR to AE w/ Patrick McLoughlin

The Pandemic: The Great Teacher w/ John Kaplan

Virtual Selling Tips & Tricks w/ Marty Mercer

The Art of the Demo w/ John Kaplan

Leveraging the Technical Mind w/ John Kaplan

Lessons From a Sales Veteran w/ Frank Azzolino

Is Your Company Set Up For Growth? w/ John Kaplan

Improve Your Active Listening Skills w/ Patrick McLoughlin

Where Sales Messaging & Qualification Intersect w/ Brian Walsh

Remember These Phrases. Sell More Deals. w/ John Kaplan

Why the Best Sales Leaders Go Beyond Compliance w/ Brian Walsh

35. Competing Against Do Nothing w/ John Kaplan

34. Finding Success with Procurement w/ Tim Caito

33. Executing Great Discovery w/ Brian Walsh

32. How Your Internal Process is Crippling Your Sales Negotiations w/ Tim Caito

31. How to Move Yourself Beyond Mediocrity w/ Patrick McLoughlin

30. Staying Motivated in Today’s Environment w/ John Kaplan

29. Getting Your SDR Process Right w/ Patrick McLoughlin

28. The Sales Kickoff: What other sales leaders are doing w/ John Kaplan

27. Our Most FAQs from Salespeople w/ John Kaplan

26. Maximize the Effectiveness of Proof Points w/ John Kaplan

25. How Successful Companies Implement MEDDICC w/ Brian Walsh

24. Coaches vs. Champions w/ John Kaplan

23. Virtual Sales Initiatives: How to Get Results w/ Dave Davies & Brian Walsh

22. 3 Things You Need In Every Deal w/ John Kaplan

21. Creating an Audible-Ready Sales Organization w/ John Kaplan

20. Negotiation FAQs & Best Practices w/ Tim Caito

19. Getting into a New Opportunity w/ John Kaplan

18. Critical Concepts Sales Leaders Must Communicate w/ John Kaplan

17. How to Best Enable Your Front-Line Managers w/ John Kaplan

16. New Sales Leader Job? Here’s Your Roadmap for Success w/ John Kaplan

15. How to Prepare for Buyer Negotiation Tactics w/ Tim Caito

14. The Role Leaders Play in Keeping Sales Reps Focused w/ John Kaplan

13. Approaching Your Sales Conversations with Empathy w/ John Kaplan

12. Get the Resources You Need to Get the Deal Done w/ John Kaplan

11. Scaling Sales: How to Sell As Well as your Founder w/ John Kaplan

10. How to Test Your Champion w/ John Kaplan

09. How to Make Sure Your Bad Quarter Doesn’t Repeat Itself w/ John Kaplan

08. Being Elite: 3 Lessons Learned as a Revenue Leader w/ John Kaplan

07. The Uncommon Story w/ John Kaplan

06. Aligning With Your Buyer’s Changing Needs w/ John Kaplan

05. Playing Back Your Sales Discovery Sessions w/ John Kaplan

04. Get Busy: Advice for Salespeople w/ John Kaplan

03. Sales Leadership: Playing the Long Game w/ Brian Walsh

02. Don’t Be Fooled: Selling to Someone You Know w/ John Kaplan

01. Why Your Deals Are Taking Too Long w/ John Kaplan

TRAILER: Welcome to The Audible-Ready Podcast

Selling the Platform Solution

Aligning Differentiation to Your Buyer

The End of the Year

Metrics in the Sales Conversation

Your Sales Motion: Taking it from Excellent to Elite

Don't Miss These Conversations

Backing Up The Sales Conversation

The Single Selling Motion

Aligning with Your Buyer

Effective Sales Planning

Best Practices for Driving a Qualification Process

For SDRs/BDRs - Overcoming the Fear Of Rejection

How to Summarize a Great Discovery Meeting

Purpose Process Payoff

Plan to Make the Plan

The Force Management Process

Best Practices for Enabling Your Front-Line Managers

Curious Storytelling Podcast

Why the Best Salespeople Demonstrate Vulnerability

Essential Questions

Building Positive Business Intent

The Uncommon Story - Who's Doing This?

Digging Deep in Discovery

How to Enable Your Front-Line Managers

Reinforcing A Sales Initiative

Insights On Effective Discovery

Enabling The Internal Sell

Effective Role Plays

Sales Curmudgeon - Time, Scope and Resources

Sales Curmudgeon - Betting on the Wrong Horse

Sales Curmudgeon Podcast - Manage the Grieving Process

Sales Curmudgeon - Lead from the Front

Multiple Decision Makers

Required Capabilities: Best Practices

Giving Effective Feedback to Your Sales Teams

Sales Executives: Reinforcing a Sales Initiative

Uncovering Business Pain

Sales Executives: Enabling Your Front-Line Managers

Sales Executives: Driving Sales Transformation

How to Trap Your Competition

Testing Champions

Building Up Your Champion

Five Mistakes You're Making With Your Discovery Questions