The goal of this month's episodes was to share key strategies for sales teams looking to execute on critical pipeline deals. Each episode covers timely tactics sales leaders, managers and reps can use to build and maintain pipeline. Review our rundown of episodes below. Share these strategies with your sales teams to help keep them focused and motivated.
Each episode is available on your favorite podcast player, so you can easily download, listen and share.
Episode 24: Coaches vs. Champions
Duration: 12 min
Topic: You know that champions can be a critical component of moving your deals forward and maintaining successful relationships with your customers. In this episode, John Kaplan shares questions to help your sales teams identify if they're working with a champion or coach. He also explores what your sales teams can do if they're working with a coach and still need to find a champion.
Episode 25: How Successful Companies Implement MEDDICC
Duration: 33 min
Topic: Spoiler — just adding the tool to your sales process won’t drive results. Sales leaders, managers and reps have to put in the work to make it work. In this episode, Managing Director of Facilitation and Delivery, Brian Walsh covers how to enable your sales teams to execute on MEDDICC criteria on every critical opportunity to ensure results.
Episode 26: Maximize the Effectiveness of Proof Points
Duration: 12 min
Topic: Elite sales organizations have a process for gathering effective proof points that their sellers can use to execute on and close high-value deals. In this podcast, John Kaplan explains how to develop a process for gathering impactful proof points and who should own this role in your organization. He also walks through when and how to use proof points in the most effective way. This is a great episode to share with your sales teams.
Topic: If you're an avid listener to The Audible-Ready Podcast, or could benefit from quick tips on critical sales fundamentals, this episode is for you. We took a step back to cover some of the most frequently asked questions we get from the salespeople we train. From warming up cold calls and building pipeline, to asking trap-setting questions, and getting to the economic buyer, John Kaplan covers it all.
We publish new episodes every week. Download, listen, share them with your teams. If there's a topic you want us to cover, email us.You can subscribe to our podcast on all the major streaming platforms.