Force Management: The Command Center

An Easy Way to Drive SKO Participation and Success

Force Management

In the flurry of SKO planning, it’s easy to get bogged down on the details. You and your enablement team are making a slew of decisions — who’s presenting, where are you doing it, what’s the agenda, etc.

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Where Alignment Means Revenue

Force Management

If you want to align your organization behind company goals, growth benchmarks and evolving customer needs, you’ll need to successfully move your organization through rapid change and enable your sales team to execute.


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Leadership Insights to Share With Your Front-line Managers

Force Management

Your front-line managers can be one of the most valuable assets for any sales organization. Top sales leaders should always be looking for ways to support and enable these critical team players.

How to Improve Qualification in Your Sales Organization

Force Management

If you want to get your sales teams working smarter, you need a well-defined sales process and qualification approach. Why do so many organizations struggle with consistently qualifying and progressing the right opportunities? Sales Process Sales Qualification

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

Top 5 Takeaways from Our Conversation with John McMahon

Force Management

Five-time CRO John McMahon’s book, The Qualified Sales Leader: Proven Lessons from a Five Time CRO , has been at the top of sales leaders’ reading lists since it was published in April.

Enabling Managers to Execute the Skill/Will Coaching Approach

Force Management

One of the key ways sales leaders can improve sales performance is by helping their managers coach their teams. Ensure your managers are spending the right amount of time coaching the right people all while taking into account their skills and level of motivation.

Sales Kickoffs: The Mistake You’re Making

Force Management

Check out all our sales kickoff resources and tools in the Ultimate Sales Kickoff Resource Guide. Strategizing around this year’s sales kickoff (SKO), coming out of last year’s challenges, may require a shift in your approach.

What Sales Leaders Are Assessing to Course-Correct Performance

Force Management

Are this year's sales initiatives bringing the results you hoped to achieve thus far? The mid-year mark is a good time to get a quick snapshot of where your team is at and determine your next plan of action. Sales Productivity

5 Tips to Help You Attract, Hire and Retain Top Sales Talent

Force Management

Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

New VP of Sales? | Resources to Get You Started | Force Management

Force Management

You’ve put in the work to achieve your new position and now you’re aiming to make an immediate impact on sales success. We’ve pulled together some of our most popular resources that apply to people in a new sales leadership role.

Top Five SKO Considerations for Sales Leaders

Force Management

Aligning the sales strategy with the company growth strategy is a key component to successfully growing a sales organization. There’s no better time than the sales kickoff to make sure your sales team knows the company growth plan and how they as salespeople are a key component to making that happen.

Our Latest Podcasts: Build an Elite Team

Force Management

If you're focused on providing tangible value to your salespeople and outlets for them to grow and become elite — this month's episodes are exactly what you need. Each episode covers specific ways you can take action right now, as well as insights you can use as you develop next year's sales kickoff.

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Our Latest Podcasts: Provide Value to Your Team

Force Management

How have you created value for your sales team this year? In our most recent podcasts, we discuss ways you can support your people and coach your entire team to success.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Our Latest Podcasts: Skills To Drive Numbers Up

Force Management

Your number one priority is always to drive numbers up, but your number one job is to help your salespeople grow, improve and become top performers. Fortunately, those two tasks go hand in hand.

Enable Sales Managers to Make an Impact Using Win/Loss Insights

Force Management

You may know the reason why a specific deal was won or lost, but can you and your account teams reverse engineer that process to improve results on the next deal? Is your team currently leveraging those insights to repeat successes and avoid known setbacks?

Our Latest Podcasts: Coaching Lessons from Netflix

Force Management

This month's episodes packed an extra punch. With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as as seen on Netflix's Last Chance U: Basketball Series) — each episode has something for everyone in your organization.

Sales Productivity: How to Survive in a Competitive Market

Force Management

Enable your sales team to pick up the pace this year, particularly if they’re in a competitive sales environment. Maybe you know what’s working well and what isn't, but you’re unsure how to move forward.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

2020: The Great Teacher

Force Management: The Command Center

Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor.

5 Leadership Tactics That Get Results

Force Management

Great leaders are great leaders — no matter the court they operate in. On the Audible-Ready Sales Podcast, John Kaplan, Force Management President, had a chance to chat with Coach John Mosley Jr. from Netflix's Last Chance U and East Los Angeles College. Coaching inspiration can come from anywhere.

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Three Ways Sales Leaders Balance Short- and Long-Term Goals

Force Management

I often have the conversation on “balancing long- and short-term sales goals” with sales leaders. Finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge.

Our Best Content to Share With Your Sales Teams

Force Management

We’re regularly updating our robust content library, focused on sales best practices. Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process.

How to Increase ABM Performance with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

Why Some Sales Negotiation Training Programs Work and Others Don't

Force Management

A defined negotiation strategy is a critical component to an organization’s success. If you’re seeing these challenges across your sales organization, it’s time to shift your sales team’s approach: Sales Negotiation

Our Latest Podcasts: Hit Benchmarks Early This Year

Force Management: The Command Center

Our January episodes aimed to help sales teams start the year right. Each episode shares insights sales reps, managers and leaders can use to make an immediate impact on the pipeline. Listen, and share with your sales teams to support them in driving better numbers right away this year.

Remote Selling is Here to Stay: 3 Ways to Drive Numbers Up

Force Management: The Command Center

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey.

How to Align Your Sales Team After a New Acquisition |Force Management

Force Management: The Command Center

Acquiring a company can be an exciting time for an organization. It may bring new capabilities and solution differentiators, perks for employees, verticals to target, etc… On the flip side, an acquisition also brings the challenge of incorporating updates and changes into the sales function.

5 Conversion Rate Optimization Mistakes to Avoid and How to Fix Them to Get More Leads

Speaker: Jen Dewar, CEO of Jalydew

Brand awareness and website traffic are great, but bottom line: you need your marketing programs to generate sales leads, and you need those leads to turn into new customers. There are many things you can do to increase leads and customers without increasing your marketing spend. Join Jen Dewar, CEO and Principal Consultant at Jalydew October 20th, 2021 at 11:00 am PDT for an insightful look into how to optimize your conversion rates.

Develop Proof Points That Make an Impact

Force Management: The Command Center

Proof Points are a critical component to the sales process. They provide proof that you do what you say you can do. The more they’re aligned to your buyer through industry, problem or positive business outcome, the more effective they’ll be.

Top 10 Topics That Resonated With Sales Leaders in 2020

Force Management: The Command Center

2020 was a year unlike any other. Many of us are still working through unexpected and unique challenges. The Force Management content team worked to publish content that was relevant and helpful to a sales community that was navigating unprecedented times.

Sales Transformation: The Ladder to Organizational Success

Force Management

Changing the sales behaviors of an entire organization requires time, commitment and a plan for reinforcement that drives lasting results.

Use Your Sales Kickoff to Increase Talent Retention & Revenue Growth

Force Management

If you’re aiming to boost seller capabilities through an enablement initiative, ensure your efforts and resources drive the front-line impacts you need. Consider a strategic sales initiative that not only uplifts employee skill sets but also their engagement, or commitment to solving customer problems and getting results. A Gallup study recently cited in this Wall Street Journal article showed replacing an employee can cost twice as much as the annual salary.

Best Practices for Engaging Your Go-To-Market Sales Teams

Speaker: Ruth Stevens, President of eMarketing Strategy

Join Ruth Stevens, President of eMarketing Strategy, for her webinar all about the key strategies for post-lead marketing, from reaching the entire buying group, and delivering a steady stream of personalized content and messaging to help them make a purchase decision, keep buying from you, buy more, and provide you with glowing recommendations and referrals.

How New B2B Sales Methodology Trends Might Impact Your Initiatives

Force Management: The Command Center

The way you launch and implement a new sales methodology is critical to its success. In fact, it may be even more important than the methodology you choose to adopt in the first place. That’s the findings from the latest study from MetaCX.

Six Solutions Our Buyers Are Finding Additional Value in Right Now

Force Management: The Command Center

We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us.

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How We Approach Virtual Sales Training to Ensure Results

Force Management: The Command Center

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. Read the original article to learn more about why our process equips our customers to achieve lasting results. Read it here.

Resolutions for a Successful 2021

Force Management: The Command Center

"We first make our habits, and then our habits make us." - John Dryden. With 2020 being the year it was, many of us have likely picked up some new habits - some great and a few we may want to leave behind. Habits are critical to being successful in sales.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.