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Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/] As a seller, storytelling can be a great asset. More than anything, a well-told story is one of the best ways to get your buyer more emotionally attached to solving a problem. Today, John Kaplan explains the many ways that storytelling, if done properly, can help you. Topics of discussion include: * How to hone your storytelling ability. * Making a story relevant to the customer—getting them to stand in the story. * The benefits of helping the buyer to share their own story. * Using stories effectively during various stages of the sales process. Here are some additional resources: * Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison [https://my.ascender.co/Ascender/PlanComparison] * Methods to Increase Sales: Nailing Your Proof Points [https://www.forcemanagement.com/blog/methods-to-increase-sales-nailing-your-proof-points] * https://bit.ly/3Vaflh7 [https://bit.ly/3Vaflh7] * How to Tell Impactful Stories [https://podcasts.apple.com/sn/podcast/how-to-tell-impactful-stories/id991362894?i=1000545612022] | Podcast * https://apple.co/3Vf0vWp [https://apple.co/3Vf0vWp] Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts [https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894], Spotify [https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ], or our website [https://www.forcemanagement.com/blog].

Be sure to check out Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/] We produce a lot of content on Ascender, our new subscription platform! Twice a month, we hold live events on Ascender. One of those events is Deal Desk, in which sellers like you can ask questions pertaining to deals you’re trying to close and any challenges you face with regards to sales execution. Our recent Deal Desk was hosted by Patrick McLoughlin, aka Paddy Mac, Force Management’s Senior Director of Consulting & Facilitation. In today’s episode, Paddy Mac recaps questions asked in the last Deal Desk, as well as questions frequently asked in Ascender’s community section. These questions include: * How do I find out who my competition is if my buyer won’t tell me? * What steps do I take when passed over to procurement? * How do I approach selling to younger, less experienced buyers who may be cagey? * With company purchases under increased scrutiny, how do I ensure that I am aligned with one of the buying company’s top priorities? * What if my deal does not close by year’s end as intended? Here are some additional resources: * Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison [https://my.ascender.co/Ascender/PlanComparison] * Enabling the Internal Sell [https://podcasts.apple.com/us/podcast/enabling-the-internal-sell/id991362894?i=1000580764286] | Podcast * https://apple.co/3GS1R5P [https://apple.co/3GS1R5P] * Two Sales Negotiation Tactics to Use with Procurement [https://www.forcemanagement.com/seller-blog/two-sales-negotiation-tactics-to-use-with-procurement] * https://bit.ly/3vTf9bC [https://bit.ly/3vTf9bC] * What to Do When “Do Nothing” is Your Chief Competition in a Sales Opportunity [https://www.forcemanagement.com/seller-blog/what-to-do-when-do-nothing-is-your-chief-competition-in-a-sales-opportunity] * https://bit.ly/3Iu0dZg [https://bit.ly/3Iu0dZg] * What to Do When You're Competing Against Do it Internally [https://www.forcemanagement.com/seller-blog/what-to-do-when-youre-competing-against-do-it-internally] * https://bit.ly/3VVGEMo [https://bit.ly/3VVGEMo] Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts [https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894], Spotify [https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ], or our website [https://www.forcemanagement.com/blog].

Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/] In today’s difficult sales environment, reeps must ensure that they are aligned with what is most important to their buyers. Force Management Facilitator Marty Mercer walks through ways you may be able to align to a new challenge that your buyers are experiencing, including: * Managing disengagement among your customer’s employees. * Preparing for sales conversations of a nature different from what you are used to. Here are some additional resources: * Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison [https://my.ascender.co/Ascender/PlanComparison] * How to Become a Must-Have Solution for Customers in Any Economy [https://www.forcemanagement.com/blog/how-to-become-a-must-have-solution-for-customers-in-any-economy] * https://bit.ly/3W0urWK [https://bit.ly/3W0urWK] * Positioning Value in a Tight Economy [https://podcasts.apple.com/ca/podcast/positioning-value-in-a-tight-economy/id991362894?i=1000577773065] | Podcast * https://apple.co/3jRy3Nq [https://apple.co/3jRy3Nq] Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts [https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894], Spotify [https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ], or our website [https://www.forcemanagement.com/blog].

Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/] We know you’re dealing with increased buyer scrutiny in your deals. With tighter budgets, your buyers don’t want to purchase a mistake. There’s more people looking at where the company is investing its money and that means as a salesperson you need to be audible-ready to position the value of your solution. In this podcast, Tim Caito shares some advice on how to work early to prepare for common sales scenarios that come through when you’re facing this challenge, including: * How to use the four essential questions to help you with buyer scrutiny * How to prepare for the renewal conversation * How to make sure your internal contacts understand the new process in their own company * How to make sure you win the decision and the deal Here are some additional resources: * Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison [https://my.ascender.co/Ascender/PlanComparison] * Selling to Hesitant Customers [https://podcasts.apple.com/us/podcast/selling-to-hesitant-customers/id991362894?i=1000577062919] | Podcast * https://apple.co/3G1hTKa [https://apple.co/3G1hTKa] * Essential Questions to Be a Better Salesperson | Article * https://bit.ly/3GDPVVb [https://bit.ly/3GDPVVb] Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts [https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894], Spotify [https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ], or our website [https://www.forcemanagement.com/blog].

Force Management has launched our new product: Ascender. It is a platform solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content of a similar nature every day with insights that will help you to level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ [https://my.ascender.co/Ascender/] One common scenario that all sellers are likely to face, especially when joining a new company, is inheriting others’ accounts. In some cases, you’ll follow someone who did a stellar job, and other times, you’ll have to pick up the pieces of someone not as successful. Both circumstances pose their own set of unique challenges. John Kaplan shares insights about how to approach joining a new account. He gives advice about: * The first steps to take after inheriting an account. * The need to be audible-ready to speak to the people already in the account you’re inheriting. * How to begin developing the relationships you need within the account. * What to do when faced with skepticism or hostility from the customer upon your entrance into the account. Here are some additional resources: * Subscribe to Ascender: https://my.ascender.co/Ascender/PlanComparison [https://my.ascender.co/Ascender/PlanComparison] * How to Ensure You're Audible-Ready in Your B2B Sales Conversations [https://www.forcemanagement.com/seller-blog/how-to-ensure-youre-audible-ready-in-your-b2b-sales-conversations] * https://bit.ly/3G3mhIr [https://bit.ly/3G3mhIr] * Selling to Hesitant Customers [https://podcasts.apple.com/us/podcast/selling-to-hesitant-customers/id991362894?i=1000577062919] | Podcast * https://apple.co/3G1hTKa [https://apple.co/3G1hTKa] Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts [https://podcasts.apple.com/us/podcast/the-audible-ready-podcast/id991362894], Spotify [https://open.spotify.com/show/2JMvuitWVC34R2Kw7fHFDN?si=M5EU5j5mRzeAju_lN-AbKQ], or our website [https://www.forcemanagement.com/blog].