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The Audible-Ready Podcast

Dec 29, 2020

Plan for a successful year and understand why some companies were able to turn the corner faster than others during the pandemic.

 

One thing we often emphasize at the end of each year is coming up with a plan to make the plan. This year, that planning process may look a little different. What are you going to change...


Dec 22, 2020

You may have had to sell virtually before the pandemic, but now it’s perhaps the only way you can connect with a prospect. Now more than ever, you want to make sure you’re bringing your “A” game, accounting for the challenges remote selling brings (does video fatigue ring a bell?). 

 

Marty Mercer, Force...


Dec 15, 2020

As part 2 to last week’s episode “Leveraging the technical mind”... we’re covering how to conduct demos in a way that is value-based and improves your ability to win. 

 

All too often, companies push for a demo too early and this can take away from key value-based conversations and discovery that leads to higher...


Dec 8, 2020

Being able to align the technical capabilities of a solution with the business outcomes that solution can provide is a key attribute of elite sellers. Conversations around technical requirements and decision criteria can either propel a deal forward or cause big problems that are difficult to overcome.

 

John Kaplan...


Dec 1, 2020

Frank Azzolino, Force Management Senior Partner, has sold for years. He’s been there - done that. He also is a great teacher.

 

He makes his first appearance on the show and talks about how he ensures he has an elite selling motion. His tips will help you make an immediate impact on your critical deals (in all stages...