For centuries, members of the B’doul Bedouin tribe lived in the caves around the ancient city of Petra, Jordan. Then, in the 1980s, the government forced the tribe to move in the name of preserving the geological site for tourists. But if the residents are forced to leave, and if their heritage has been permanently changed, then what exactly is being preserved? SHOW NOTES: Meet The Man Living in The Lost City Carved in Stone Jordan: Petra's tourism authority cracks down on Bedouin cave dwellers The tribes paying the brutal price of conservation “There is no future for Umm Sayhoun” Jordan’s Young Bedouins Are Documenting Their Traditions on TikTok Check out Sami's company Jordan Inspiration Tours Learn about your ad choices: dovetail.prx.org/ad-choices…
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Daily Deals
Selling to Experienced Buyers: Don't Miss This!
Manage episode 449779400 series 3426209
Контент предоставлен Force Management. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией Force Management или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.
Have you checked out Ascender yet? Our online platform to help reps with the daily grind of sales.
Don't miss our upcoming events:
Webinar: Selling to Experienced Buyers with Antonella O'Day
- Register here: https://hubs.la/Q02XTCl_0
Visit the Ascender Platform: https://my.ascender.co/Ascender/Explore
Check out Ascender's Community: https://community.ascender.co/
…
continue reading
Don't miss our upcoming events:
Webinar: Selling to Experienced Buyers with Antonella O'Day
- Register here: https://hubs.la/Q02XTCl_0
Visit the Ascender Platform: https://my.ascender.co/Ascender/Explore
Check out Ascender's Community: https://community.ascender.co/
319 эпизодов
ПоделитьсяManage episode 449779400 series 3426209
Контент предоставлен Force Management. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией Force Management или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.
Have you checked out Ascender yet? Our online platform to help reps with the daily grind of sales.
Don't miss our upcoming events:
Webinar: Selling to Experienced Buyers with Antonella O'Day
- Register here: https://hubs.la/Q02XTCl_0
Visit the Ascender Platform: https://my.ascender.co/Ascender/Explore
Check out Ascender's Community: https://community.ascender.co/
…
continue reading
Don't miss our upcoming events:
Webinar: Selling to Experienced Buyers with Antonella O'Day
- Register here: https://hubs.la/Q02XTCl_0
Visit the Ascender Platform: https://my.ascender.co/Ascender/Explore
Check out Ascender's Community: https://community.ascender.co/
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The Audible-Ready Sales Podcast
Not many things are granted in sales, but adversity is one of them. When difficulties arise, resilience becomes a seller’s most valuable attribute. Joining Rachel for today’s episode is Force Management Facilitator Jim “Pouli” Pouliopoulos to cover the importance of resilience in sales. Pouli discusses the need to focus on what you can control, staying motivated when it feels nothing is going right, leaning on MEDDICC qualification to overcome sales slumps, and asking for help. Check out Pouli’s book, How to Be a Well Being , and connect with him on LinkedIn. Here are some additional resources: Get MEDDICC Certified on Ascender! Deepen Your Discovery | Ascender Course Training the Seller’s Brain for Positivity | Ascender Article Asking for Help | Ascender Video Dealing with Rejection in Sales | Podcast Carefrontation | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
Enjoy this replay of a great episode with Brian Walsh. Ever had a customer ask you to consider a pilot project? Perhaps they don’t want to sign up for the full investment or they want to prove success before they move forward. Should you sell it? How should you handle it? Brian Walsh gives you a few things to consider. He talks about: Why pilot projects pop up. When it is beneficial to take on a pilot project. Ways to increase the likelihood that a pilot project will lead to a permanent solution. Getting your customer to see the benefits of the metrics. Here are some additional resources: Selling “Pilot Projects” | Ascender Video https://bit.ly/425YzUw What the Best Salespeople Do | Podcast https://bit.ly/3Vyf1ut Visit Ascender, a platform designed 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 to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .…
As a rep, a deal review is your time. They are your chance not only to level-set with your manager and teammates, but also to get whatever help you need in getting your opportunities over the line. It is within your control to own the agenda. In this episode, John Kaplan advises reps on ideal preparation in advance of deal reviews and the mindset necessary to get the most out of them. He also discusses how managers can foster a deal review environment in which reps are empowered to share their concerns and ask for the help they need. Here are some additional resources: Get MEDDICC Certified on Ascender! Effective Opportunity Coaching Sessions | Ascender Course Preparing for Opportunity Coaching | Ascender Course Key Questions for Managers to Ask in Deal Reviews | Ascender Article Preparation | Ascender Video Asking for Help | Ascender Video Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
Before you can sell a solution, you must establish a baseline of trust with your customer. You build trust, in part, by demonstrating your willingness to understand the customer’s concerns and solve them. Today, John Kaplan discusses the effectiveness of recapping sales conversations as a trust-building tool that facilitates alignment with the customer and allows sellers to expand the conversation to key stakeholders across the buying company. Here are some additional resources: Get MEDDICC Certified on Ascender! Advancing the Deal | Ascender Course Executing Your Discovery Strategy | Ascender Course The Seller Deficit Disorder | Ascender Article Why Your Active Listening Skills Are Crucial to Hitting Your Number | Ascender Article Essential Questions to Help You Become a Better Salesperson | Ascender Article Overcoming Seller Deficit Disorder | Ascender Video Tips for Active Listening | Podcast Overcoming Challenges with Metrics | Podcast Expanding the Sales Conversation | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
Salespeople frequently find themselves stuck with a single contact in a buying company, unable to engage departments necessary to a successful close, locked at a standstill. In today’s episode, John Kaplan explains how to multi-thread in a way that enlarges a company-wide understanding of the gravity and relevance of a technical issue and convinces all people involved of their responsibility and capability to work toward a successful solution. Here are some additional resources: Get MEDDICC Certified on Ascender! Creating a Compelling Business Case | Ascender Course Getting to the Economic Buyer | Ascender Course Changing Your Approach with Procurement | Ascender Course The Importance of Multi-Threaded Selling | Ascender Article Sell Solutions, Not Products | Ascender Article Getting to “We Need to Fix This Now” | Ascender Article Using Empathy in Your Sales Conversations | Ascender Article Expanding the Sales Conversation | Podcast Being Confident in Your Selling Process | Podcast Making the Case to the CFO | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
Enjoy this replay of a great episode with John Kaplan. 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 intimidated going in. Great selling, is great selling, no matter your experience or background. Tune into this episode to hear tips and actions you can take right now. Here are some additional resources Finding Success with Procurement [Podcast] https://apple.co/3ARsxO0 Overcoming the Seller Deficit Disorder [Article] https://bit.ly/3k2Hwhl Why are you talking? [Podcast] https://apple.co/3CVvgrO Four Essential Questions https://bit.ly/3maU5d3 Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .…
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The Audible-Ready Sales Podcast
Negotiating power is an invaluable currency in sales, one that gives you the leverage to move toward achieving a desirable outcome. As you approach the end of a sales process, the work you’ve done previously to establish yourself in a solid negotiating position determines the quality of the deal you’ll eventually land. Today, Tim Caito joins Rachel to discuss the importance of taking the right steps throughout the lifetime of the deal to set yourself up for a successful close. Here are some additional resources: Get MEDDICC Certified on Ascender! Negotiation Mindset | Ascender Course Achieving a Collective Yes | Ascender Course Creating a Political Advantage | Ascender Course Our Best Content on Decision Criteria | Ascender Article Using Multiple Options in Your Sales Negotiations | Ascender Article Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article Anchors and Give-Gets | Podcast The Right Mindset for Sales Negotiations | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
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The Audible-Ready Sales Podcast
Enjoy this replay of a great episode with Brian Walsh. Responding to RFPs is often inevitable in many selling organizations. How do you respond in a way that gives you an edge? Brian Walsh joins us to share the importance of assessing your position and details how to determine an impactful response. He covers what to ask yourself as you qualify the opportunity, define your competitive position, and strategize around the right next steps. Here are some additional resources: Differentiate How You Sell https://apple.co/3qFc11E Getting Comfortable with Uncomfortable Conversations [Podcast] https://apple.co/3HerprL Executing Great Discovery https://apple.co/3dSpXi6 Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .…
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The Audible-Ready Sales Podcast
On our online subscription platform Ascender, users can ask questions and discuss their perspectives on a wide variety of topics pertaining to sales. Among the regular contributors to Ascender’s Engage section is Force Management facilitator John Boney, who has made a number of recent posts about selling and leading from a foundation of empathy. In particular, he has written about the concept of carefrontation—an approach to giving feedback that balances directness and honesty with empathy and care for those on the receiving end of the help. In this episode, John joins Rachel to dive deeper into how salespeople and team leaders can implement carefrontation on a daily basis as they work and interact with colleagues and clients. Here are some additional resources: Get MEDDICC Certified on Ascender! Coaching Model Essentials | Ascender Course Coaching the Coaches – Front-Line Sales Managers | Ascender Course What Exactly is Carefrontation? | Ascender Community Post • Mastering Carefrontation: Avoiding the Pitfall of Brutal Honesty | Ascender Community Post Navigating the Balance of Carefrontation | Ascender Community Post The Importance of Consistency in Carefrontation | Ascender Community Post How to Structure Effective Feedback to Your Sales Teams | Ascender Article Ten Questions to Help Sales Managers Give Better Feedback | Ascender Article Using Empathy in Your Sales Conversations | Ascender Article Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
There’s as much differentiation in how you sell as in what you sell, and standing out as a sales rep requires you to exhibit those special characteristics uncommon amongst your peers. Establishing differentiation is a tricky task, however, so today John Kaplan teaches how to simplify the process with ideas enactable by a mindset of open-mindedness, empathy for the customer and their needs, and conviction in the importance of what you have to offer. Here are some additional resources: Get MEDDICC Certified on Ascender! Solution Mapping to Create Strong Value Propositions | Ascender Course Preparing for and Engaging in Virtual Meetings | Ascender Course Making Sure the Customer Understands Your Differentiation | Ascender Video Rise Above the Noise | Ascender Video Overcoming Seller Deficit Disorder | Ascender Video Preparing for Sales Conversations | Ascender Video Tips for Active Listening | Podcast Articulating Value and Differentiation After the Sale | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
As with all aspects of selling, sufficient preparation is a prerequisite to successful negotiation. In today’s episode, Tim Caito shares the key points of negotiation prep for reps to focus on. He discusses: Starting your negotiation process early. Recognizing and dealing with customer anchors, and laying anchors of your own. Establishing your give–get strategy. Providing the customer with multiple options. Here are some additional resources: Get MEDDICC Certified on Ascender! Negotiation Foundation & Mindset | Ascender Course Preparing for and Engaging in Virtual Meetings | Ascender Course Plan to Make Your Plan | Ascender Course Achieving a Collective Yes | Ascender Course Key Ways to Prepare for Customer Anchors in Sales Negotiations | Ascender Article Using Multiple Options in Your Sales Negotiations | Ascender Article Preparing for Sales Conversations | Ascender Video Navigating Anchors and Trades in Sales Negotiation | Podcast Negotiating Value – Presenting Multiple Options | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
Whether you're the top rep looking for even greater heights or someone looking to improve, you need a plan for success. And, you need to put it in motion now.What is your plan to make your plan this year? Force Management’s Co-Founder John Kaplan has been on all sides of this journey as a rep, sales leader, and top-tier trainer. He joins our Ascender team for a practical conversation on how to improve your sales execution right now. We'll cover how you can gather and analyze, plan and strategize, and then organize and execute your way to your best year yet. We're giving away a one-hour coaching session with John to one attendee. Sign up here: https://hubs.la/Q033B0m10…
With the extensive attention from leadership directed toward the planning of sales kickoffs, the need to focus on what’s to follow too often gets lost. Today, John Kaplan joins Rachel for a discussion on the incumbency of managers leading SKOs to dispense the knowledge, skills and cultural spirit to spark enthusiasm and a drive for success amongst employees in attendance. In the process, he also insists upon the need for sales reps to have a gameplan, as he puts it, “after the hoopla” of the SKO. Speaking of John Kaplan, you don’t want to miss our upcoming live Ascender Insights special, “The Plan to Make the Plan” , hosted by the man himself! Join us on January 23, 2025, from 10 to 11 AM Eastern Standard Time to hear John’s practical and time-tested advice on putting together a plan to improve your sales execution in no time. And that’s not even the best part—get this: All quota-carrying reps and first-line managers who register for the discussion are automatically entered into a raffle to win a free, one-on-one coaching session with John! Sound good enough? Click here to register! Here are some additional resources: Get MEDDICC Certified on Ascender! Plan to Make Your Plan | Ascender Course Get the Most Out of Your Next Sales Training | Ascender Article Three Ways Managers Can Drive Value-Based Selling Practices | Ascender Article How to Coach Value-Based Sales Messaging Aligned with C-Suite Priorities | Ascender Article Sales Managers: Test Your Reps’ Ability to Compete in Deals | Ascender Article How to Structure Effective Feedback to Your Sales Teams | Ascender Article Sales Managers: Your Four Critical Roles | Ascender Article Ten Questions to Help Sales Managers Give Better Feedback | Ascender Article Our Best Content on Decision Criteria | Ascender Article Asking for Help | Podcast Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
There often comes a point in deals when it’s best for all parties to go their separate ways. Today, Antonella O’Day joins Rachel to discuss the key indicators that you should walk away from a deal and how to do so tactfully. She talks about: Evaluating whether or not you can be successful in solving the customer’s problems. The number one reason why deals stall. The importance of tangible Customer Verifiable Outcomes to indicate the customer’s interest throughout the deal. Using the letters of MEDDICC to gauge your progress in a deal. Walking away from a deal on terms that leave the door open for future engagements. Here are some additional resources: Get MEDDICC Certified on Ascender! Lead Qualification | Ascender Course Getting to the Economic Buyer | Ascender Course Executing Your Discovery Strategy | Ascender Course Uncovering Hidden Pain Points | Ascender Article How to Convince Your Customer to Take Action in Your Sales Process | Ascender Article Creating Urgency with Your Customer | Ascender Video The Coat of Pain | Ascender Video Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
Are you set up for success this year? Antonella O’Day walks through some key areas of focus as you come up with your own plan to make your plan this year. She covers ways to: Analyze trends from the past year and the competitive landscape. Set personal targets for 2025 based on data and personal experiences from 2024. Identify ideal customers and new growth opportunities. Reflect on past mistakes and successes to inform future strategies. Upcoming Webinar: Join John Kaplan for a webinar on "The Plan to Make the Plan" on Thursday, January 23rd. One lucky attendee will win a one-on-one coaching session with John. Register now to secure your spot: https://forcemanagement.zoom.us/webinar/register/WN_cb4xS0-zSjKA-eozmAA7RQ#/registration Thank you for listening! Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career. Check out the platform here: https://my.ascender.co/Ascender/ Subscribe here: https://my.ascender.co/Ascender/PlanComparison…
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