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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, Sale ...
 
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In this episode, I am joined by Glenda Eoyang, who along with her coauthor (Royce Holladay), wrote the book, Adaptive Action: Leveraging uncertainty in your organization. Glenda is the founding director of the Human Systems Dynamics Institute. We discuss her book and her approach to organizational uncertainty. You can connect with Glenda at the HSD…
 
If you’re finding yourself new to a selling role and trying to sell to more experienced executives and professionals - this is a podcast for you. If you’re leading a team of greener reps, share this one with them. John Kaplan shares how to prepare for conversations with experienced buyers in a way that will drive success and help you feel less inti…
 
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 mantr…
 
Sales kickoffs can take many different forms -- the good, the bad, and the game changers. The Force Management team has helped countless sales leaders execute meaningful Sales Kickoffs that launch organizational change and impactful results. What separates the best from the rest? What are the steps leaders can take to make their SKOs a game changer…
 
If you want to be "the top 2%", become an elite seller in your organization, and propel your career to the next level — take spirit from Brandon Burlsworth's UnCommon story. Sales leaders, share it with your sales reps and managers. Told in the movie Greater, Brandon's life was one of grit, dedication and hard work. But, he didn't start out that wa…
 
If you’re looking for quick tips to improve your ability to execute the fundamentals of elite selling — this is the episode for you. Force Management Facilitator and Director, Dale Monnin joins us to chat about helping salespeople move from good, to great to elite in their sales careers. He covers a variety of tips you can apply immediately to your…
 
Our podcast series “Lessons Learned in Sales”, continues as John Kaplan talks with Force Management Senior Partner Tim Caito. As always, Tim shares valuable insights, including: - How to stay connected to your customer’s projects post-sale to ensure their success - The time a customer left him and his colleagues in the middle of an oil field - The …
 
In-person customer conversations have dwindled over the past year. While we are getting back to face-to-face meetings, many sales conversations are happening virtually. How do you get your customers to open up in a remote conversation? How do you gain that trusted advisor status over a video call? John Kaplan shares his best tips. Here are some add…
 
Your buyers have likely experienced a lot of bad QBRs — so differentiate your company by making them truly valuable for you and your buyer. Tim Caito joins us to talk about how sales leaders can equip their account teams to flip the script on negative buyer perceptions and get customers to see value in a QBR. He covers the pre-sale, during-sale and…
 
In this episode, I am joined by Deborah Westphal, author of the book: Convergence: Technology, Business, and the Human-Centric Future. Deborah has been helping major companies craft their approach to a human-centered future for 30 years. She is a passionate humanist, operating in a technology-connected world. You can connect with Deborah at her web…
 
Part 2 of our conversation with Author and Sales Leader Veteran John McMahon. He joins John Kaplan to discuss themes in McMahon's new book, “The Qualified Sales Leader”. McMahon has been the Chief Revenue Officer at five public, enterprise software companies – PTC, Geo-Tel, Ariba, BladeLogic and BMC. Now he sits on the board at several public softw…
 
Author and Sales Leader Veteran John McMahon joins John Kaplan to discuss themes in his new book, “The Qualified Sales Leader”. McMahon has been the Chief Revenue Officer at five public, enterprise software companies – PTC, Geo-Tel, Ariba, BladeLogic and BMC. Now he sits on the board at several public software companies including Snowflake and Mong…
 
Our podcast series “Lessons Learned in Sales” continues this week as John Kaplan talks with Force Management Facilitator Marty Mercer. Marty shares some great stories, including: - How he became a seller and he didn’t even know it - A beneficial lesson in patience that he learned that drastically shifted his sales career - Why he didn’t sell anythi…
 
Our final episode in our “Skill/Will” series (link to the diagram below), takes a deep dive on your people with low will, level 1s and 2s. Low-will people aren’t who you want on your teams, but you may be dealing with some of these people right now. Hear how you can manage low-will people to the best of your ability and avoid people losing will whi…
 
Continuing our series on the “Skill/Will” Model (link to the diagram below), this episode covers people with high will, level 3s and 4s. High-will talent are the people you want to have on your team, they’ll improve your ability to succeed and maintain competitive advantage in your market. This episode shares what you can do to keep and leverage yo…
 
In this episode, I talk with Storm Cunningham, author of the book, Reconomics: The path to resilient prosperity. Storm is the Executive Director of the RECONOMICS Institute in Washington, D.C. (The Society of Revitalization & Resilience Professionals) and editor of REVITALIZATION (The Journal of Economic & Environmental Resilience). He has authored…
 
Sales leaders can achieve great success when they take ownership of their talent and coaching process. Maximize your talent efforts and coach your people in a way that takes into account their skill level and motivation. This episode kicks off our three-part series on coaching the “Skill/Will” model (link to the diagram below). In this episode, Joh…
 
Unlock the full potential of your Customer Success teams by building alignment with your sales teams and your buyers. Kathleen Schindler, Force Management Managing Director of Customer Success, takes a deep dive on how sales and company leaders are equipping post-sale teams to execute on critical buyer outcomes. Tune in to hear real-world examples …
 
Our second episode of our podcast series “Lessons Learned in Sales”, John Kaplan talks with Force Management Facilitator Antonella O’Day about her sales career including: - How she got a deal done in 8 minutes - A mistake she was grateful to have happen early in her career - How she found Force Management by looking for the top sales training compa…
 
Attaching to a big business problem gets you access, funding and urgency. How do you find the pain and then how do you attach your solution to it? John Kaplan covers: - How salespeople can get credit for helping buyers solve big business problems. - How to attach decision makers and champions to their company’s big business pains in a way that supp…
 
In this episode, we wrap up our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. John Kaplan pulls out some of the top takeaways for sales leaders — and how they can use some of these coaching techniques to create value for their sales team. If you haven’t listened to parts 1…
 
Today I talk with Sam Yankelevitch, author of the book, Walking the Invisible GEMBA: Discover the hidden link between communication and quality. ‘Gemba’ is a Japanese word for the real place where the action happens — or the place where the crime is committed. Sam is an expert in finding and removing sources of waste … Continue reading 119 – The in…
 
Don’t miss — part 2 of our conversation with Coach John Mosley Jr, from East Los Angeles College and featured on Netflix’s Last Chance U: Basketball. Coach Mosley shares more insights on coaching a team to success in another energetic episode. If you haven’t listened to part 1, you may want to listen to that episode first! You can support Coach Mos…
 
From the Last Chance U: Basketball series, and East Los Angeles College, Coach John Mosley Jr joins John Kaplan for a conversation on—you guessed it—coaching. While they operate in different courts, this is an episode you don’t want to miss. Support Coach Mosley and ELAC Student Athletes: - Donate to the ELAC Men’s Basketball Program - https://org.…
 
Have you ever caught yourself babbling in a sales conversation? John Kaplan has, and he shares some spirit around asking yourself the question - “Why are you talking?” Show your customer you’re focused on them and want to genuinely understand their business pain. John Kaplan joins us to walk through some small tricks he uses to make sure he keeps s…
 
How do you ensure you’re selling for a great company or moving to a great company? Part of believing that what you do matters, means loving what you do. Companies make great promises when looking to hire top sales talent or retain top performers. Be confident you’re in the right spot and making the right moves in your sales career. John Kaplan shar…
 
Anthropologists tell us that anatomically modern humans (i.e., Homo Sapiens) emerged about 300 thousand years ago during the Pleistocene era on the African savannas. For over 95% of their history (until the present day), modern humans have been exclusively hunter/gathers, that is, they explored the bounty of nature in small bands, adapting their be…
 
Great conversations only happen when salespeople aren’t afraid to be uncomfortable. Being elite often comes down to being the person who can ask great discovery questions with patience, empathy and confidence. Force Management Facilitator Antonella O’Day shares how to dig deep in discovery conversations in a way that creates a healthy tension in th…
 
This episode is the first in our new podcast series “Lessons Learned in Sales”, John Kaplan talks with Senior Director of Consulting and Facilitation Patrick McLoughlin about his own career including: - The lessons he’s learned from some great managers and the mantra he uses today - The worst mistake he ever made - The time a colleague stole a pros…
 
Competitors catch up to your solutions. When they do, your “unique” differentiators won’t hold up. Marty Mercer stops by the podcast to provide tips on steering a buyer’s solution requirements away from your competition (including an impending “do nothing” or “no decision”). He teaches how to effectively prepare for conversations around decision cr…
 
One of the most basic things you can do as a sales organization is ensure that your executive team and entire company is aligned on the key value and differentiation of your solution. When you have consistent answers to the essential questions, you have the framework to equip sales to articulate your solution’s business value and differentiation in…
 
In this episode, I offer three stories that illustrate the power of storytelling. Stories can be used to knit threads together, shape how we see things, and derive power from the outcomes that they describe. If you are going to change the world, it helps to first illustrate how to change a small part of … Continue reading 117- The power in storytel…
 
Selling too low in an organization is a common challenge for many salespeople. Brian Walsh shares best practices from salespeople and company leaders who have enabled their teams to sell higher, aligning to bigger business problems. He covers: - How sales leaders and managers can look inward to improve their ability to equip sellers to sell higher …
 
Improve your ability to navigate your buyer's decision process and win deals that involve multiple decision makers. John Kaplan walks through key tips for getting multithreaded in your deals and to ensure you’re communicating effectively with the key players in the buying organization, including: - What actions you can take early on in the sales pr…
 
Selling to an economic buyer is always challenging and often different from one deal to the next. Improve your ability to make economic buyers and decision makers stand in their moment of pain and demand an urgent solution to their business challenges. John Kaplan breaks down three key questions you need to answer for your economic buyer in order t…
 
Gearing up to launch a strategic initiative or are you in the middle of creating an adoption plan? Kathleen Schindler, Force Management Managing Director of Customer Success shares current best practices sales leaders are using to make changed behaviors stick. Kathleen supports some of our most successful customers and sales teams as they work to r…
 
In this episode, we’re sharing key insights on getting your buyer to come to their own conclusions. Remember, people rarely argue with their own conclusions. The more you can help buyers define business problems on their own, in a way that favors your solution’s value and differentiation, the more successful you will be. John Kaplan covers three ty…
 
Today we are at Episode 116 and I am calling it “The management technology your organization needs” [as a footnote, much of today’s content was originally released in May 2017 as Episode 65]. At the end of today’s episode, I will reflect on the fact that this is the 5th anniversary of the start of … Continue reading 116 – The management technology …
 
After elite athletes win champions and gold medals they don’t stop practicing. They continue the work that’s necessary to repeat success and beat their competition. Elite salespeople follow the same playbook. Whether you're at the top of your game or just starting, we break down our best tips to prepare and practice for your sales calls. John Kapla…
 
If you’re coming off the high of making a great number last year or last quarter, you may be struggling with how to repeat your success. If you’re coming off a year that didn’t pan out as you hoped, how can you clean slate and make this year your best yet? John Kaplan covers the two mindsets he used when coming off either a good year or a year ridd…
 
Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. This change may require you to change your selling approach. John Kaplan talks through specific things you want to pay attention to if you’re making this shift in your career. He covers: - How to identify ec…
 
Today we are marking our 50th episode! We rebranded the Force Management podcast last March and launched right before the Pandemic hit. To celebrate and share our appreciation for hitting record numbers of listeners, we’re sharing some of our most popular and albeit most valuable episodes. If you're a faithful listener, this episode can serve as a …
 
In this episode, I am joined by Adam Braus — an author, consultant, and university professor who lives in San Francisco, California. He focuses on change, innovation, and new forms of leadership. We talk about his recent book, Leading Change at Work, which offers a unique approach to bringing about change (nemawashi). You can find … Continue readin…
 
What are you doing to ensure you’re creating value for your sales team? It’s hard to be steady as a sales leader or front-line manager when you’re carrying the number. If you’re in an organization that’s struggling or might not have the best leadership above you, this is a must-listen episode. Brian Walsh shares insights on how to overcome organiza…
 
While you’re working your current deals, there are key steps you should take to start the negotiation process early and drive better outcomes for you and your buyers. In this episode, Senior Partner Tim Caito shares how you can set yourself up for success before price conversations begin — and in the end, close for a premium. Tim’s perspective is h…
 
We’ve all worked with prospects who drag their feet on making a final decision. You may even have some of these deals in your pipeline right now. If you do, this episode is for you. John Kaplan shares how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do nothing o…
 
Turning over a potential deal from an SDR/BDR to an AE is a critical step in the sales process. We often say there’s as much differentiation in what you sell as there is in how you sell. When you create a good customer experience for the buyer, before and throughout the handoff process, you can separate your organization early on from competition, …
 
In this episode, I interview David Childs, Ph.D., who is the author of The Organization Whisperer: The 12 Core Actions that Ripple Excellence through your Organization. Join us as we explore key areas of focus for any organization. The twelve core actions described in the book are: Communication; Worth; Purpose; Family; Decisions; Plan; Do; Measure…
 
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 next year? John Kaplan joins us t…
 
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