Moving opportunities forward and maintaining a healthy pipeline in this environment — are two critical areas sales organizations are struggling with right now. &nbsp; In this episode John Kaplan talks through the three things you need in every deal, minimizing no decisions, discounts and other risks to their pipelines. He’ll discuss: &nbsp; - How to determine your PBOS, Required Capabilities and Metrics &nbsp; - How to change a deal at risk into a high-value opportunity &nbsp; - What’s needed for salespeople to become more relevant to their buyers right now &nbsp; Check out this and other episodes of The Audible-Ready Podcast at , , or our . &nbsp; Here are some additional resources focused on PBOS, required capabilities and metrics:&nbsp; &nbsp;  &nbsp;  &nbsp;  &nbsp;

23. Virtual Sales Initiatives: How to Get Results w/ Dave Davies & Brian Walsh

The Audible-Ready 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, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.

We’ll cover topics like: Sales Leadership, Sales Transformation, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.