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, Sales Initiative Results, Sales performance, Adoption and Reinforcement, making quota, high-tech sales, enterprise sales, and so much more.
As the year winds down, many sales professionals hear the dreaded phrase: “Not right now.” But what does that really mean? Is it truly a timing issue, or something deeper? In this episode, Rachel Clapp Miller sits down with Antonella O’Day to unpack the real reasons behind this common objection and share actionable strategies to keep deals warm without being pushy.
Antonella explains why “not right now” often signals more than just budget freezes and timing challenges. She outlines four key scenarios that could be at play—from lack of urgency to missing internal consensus—and offers practical questions to diagnose the situation. Plus, learn how to maintain momentum, deliver value during delays, and use cadence as a powerful lever to build trust and stay top of mind.If you’ve ever wondered how to turn a polite “no” into a future “yes,” this episode is packed with insights you can put into practice today.
What You’ll Learn in This Episode:
Why “not right now” is rarely just about timing
Four common scenarios behind the objection
Diagnostic questions to uncover the real reason
How to keep relationships warm without selling
The role of cadence in building trust and credibility
Tactical tips for delivering value during delays
Key Takeaways:
Treat delays as a window to build relationships, not as dead ends.
Deliver value without asking for anything in return—become a trusted resource.
Use intentional, varied touchpoints to stay relevant without being annoying.
Ask candid questions to save time and preserve relationships.
11 Nov 2025
The End of the Year mindset with John Boney
As the year winds down and Q4 ramps up, sales professionals face the pressure of closing strong. In this episode, Rachel sits down with John Boney to discuss how sellers can maintain focus, prioritize effectively, and execute with clarity and discipline during the final stretch of the year.Whether you're managing stretch deals, navigating procurement hurdles, or trying to re-engage quiet accounts, this episode offers practical advice to help you finish the year with momentum—and set the stage for a successful Q1.
Key Takeaways:
Intentional Urgency: Learn how to drive urgency without sounding pushy by aligning with customer outcomes rather than internal sales timelines.
Pipeline Segmentation: Break down your deals into three buckets—winnable, stretch, and next-year opportunities—to focus your efforts where they matter most.
Avoid Common Pitfalls: Discover the top mistakes reps make in Q4, including leading with discounts and ignoring procurement/legal timelines.
Reactivating Quiet Accounts: Use proof points, industry insights, and respectful “breakup emails” to reignite stalled conversations.
Mutual Action Plans: Co-create timelines with buyers to ensure alignment and avoid last-minute surprises.
Leveraging Internal Stakeholders: Engage leaders and cross-functional partners early to help move strategic deals forward.
Resources Mentioned:
“Asking for Help” Podcast Episode (https://podcasts.apple.com/us/podcast/asking-for-help/id991362894?i=1000624492760)
23 Sept 2025
Tips for Managing Your Time
In today’s episode, John Boney joins Rachel to share his best advice on time management as a sales rep. He highlights the importance of operating with a mindset of ownership over your territory, discusses the calendar management habits of elite sellers, explains how to balance current deals with pipeline generation, and urges reps to sell proactively rather than reactively. He also advises managers on adding value to teams while avoiding micromanagement.
Here are some additional resources:
Get MEDDICC Certified on Ascender! (https://my.ascender.co/Enroll/Certification_Details?Id=7&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d)
Actionable Account Planning (https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=399b06aa-7cae-41d1-8b04-61907d380647&IsFromEmail=False) | Ascender Course
Effective Opportunity Coaching Sessions (https://my.ascender.co/Enroll/Course_Details_V2?ComingInQ=0&IsComingSoon=False&id=eeb3d015-575a-4741-bb98-e31cfa144a20&IsFromEmail=False) | Ascender Course
Five Things to Help You Uncover New Business Opportunities (https://my.ascender.co/Ascender/Explore?post=five-things-to-help-you-uncover-new-business-opportunities&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d) | Ascender Article
Sales Managers: Test Your Reps’ Ability to Compete in Deals (https://my.ascender.co/Ascender/Explore?post=sales-managers-test-your-reps-ability-to-compete-in-deals&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d) | Ascender Article
Are You Owning Your Success As a Salesperson? (https://my.ascender.co/Ascender/Explore?post=owning-your-success-as-a-salesperson&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d) | Ascender Video
The Franchise Mindset (https://my.ascender.co/Ascender/Explore?post=podcast-the-franchise-mindset&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d) | Podcast
Building a Rhythm Around Pipeline Generation (https://my.ascender.co/Ascender/Explore?post=podcast-building-a-rhythm-around-pipeline-generation&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d) | Podcast
How to Uncover Buyer Needs (https://my.ascender.co/Ascender/Explore?post=podcast-how-to-uncover-buyer-needs&referrer=41138464-2c92-4de7-a217-dc9b5a98d40d) | 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.
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Who has been a guest on The Audible-Ready Sales Podcast
Names identified in recent episode analyses. Showing up to five guests.
Antonella O’Day
John
Brian Walsh
John Kaplan
Jim “Pouli” Pouliopoulos
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
4.8 / 5
80 ratings
Podcast Authority Score: 54 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
72
Social presence
0
YouTube
0
Engagement
90
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