Force Management: The Command Center

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.

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.


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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

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

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: 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.

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.

How to Combat "Not Right Now" Decisions

Force Management

If "not right now" or "no decision" deals are crippling your pipeline, you likely need a concerted sales effort to minimize their impact on your forecast. Do you have clarity around what’s leading to not right now decisions?

Insights Sales Leaders Are Using to Determine Their Next Steps

Force Management

Take a deep dive into the content and expertise other sales leaders have found insightful as they operationalize new initiatives. We asked the Force Management team what assets resonate the most with the leaders they’re talking to every day. This list is the result.

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Selling New B2B Technology: Getting Reps Beyond the Technical Sale

Force Management

How can you grow sales revenue when you’re selling a product that simply isn’t a line item in most buyer budgets? Selling a product that represents a new way of doing business demands that salespeople are equipped to be relevant to their buyers’ business-level challenges.

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The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

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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Why the Best Sales Leaders are Great Coaches

Force Management

The best sales leaders are great coaches. If you’ve made the jump from sales rep to sales manager, you know that effective coaching is a learned skill.

5 Actions That Increase Sales Performance

Force Management

Every sales leader wants to get more out of their current sales team. How do you boost sales performance with what you have? In our recent webinar, Force Management's President, John Kaplan, and Chief Operating Officer, Dave Davies, discussed what sales leaders are doing right now.

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.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

How to Make QBRs Valuable for Your Customers

Force Management

Quarterly Business Reviews are a common practice for B2B sales companies. They’re meant to provide value for the customer and also provide an opportunity for the sales team to discover ways to help customers be successful, but all too often they miss the mark.

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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.

Our Latest Podcasts: Improve Seller Skill Sets

Force Management

Our March episodes focused on key steps in the sales process. Help your salespeople improve their ability to execute on selling fundamentals like, influencing decision criteria and selling higher.

Our Latest Podcasts: Improve Win Rates

Force Management

Our April episodes cover sales fundamentals that reps can implement right now to improve win rates and margins.

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

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 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.

Insights on Maintaining Virtual SKO Momentum

Force Management

If you launched some type of virtual sales kickoff event this year or you’re building momentum for an upcoming sales initiative, what’s your plan to reinforce it throughout the year? Anyone who has launched a strategic sales initiative knows it’s a big effort.

Sales Productivity: How to Get Your Organization Aligned

Force Management

Companies often function in silos, with sales, marketing, product and operations working separately, instead of together toward common goals.

4 Data-Driven Steps To Drive Successful B2B Demand Generation

Fact: Good data lives at the core of every successful B2B demand generation strategy. Without quality data, it’s nearly impossible to identify and segment your target audience and create messaging that speaks to their values and interests. Whether you’re stepping into a new position or you’re new to demand generation, learning the tricks of the trade can be, well, tricky. In this eBook, you’ll discover how to improve your demand generation program—and your bottom line.

Shifting to Consumption-based Pricing: Ensure Sales Alignment to Drive Numbers Up

Force Management: The Command Center

SaaS trends show companies are increasingly making the shift to usage-based pricing models. The ability to increase monetization over time and emphasize a land and expand strategy makes consumption-based models attractive to growing companies.

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.

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 Sustain New Sales Behaviors

Force Management

With any strategic change initiative, there’s always the question of whether or not it will stick. If you’re tasked with ensuring your sales organization can execute against aggressive growth goals, you’re likely readying your plan.

The Modern Customer Success Playbook

The evolution of every high-functioning, effective customer success strategy centers around three C’s: connected experiences, an engaging customer journey, and a culture built on customer-centricity. Satisfaction won’t cut it. Quarterbacking your customers to long-term success and growth is proven to combat churn and transform customer success teams into revenue-drivers. But where do you start? Download the playbook today!

An Approach to Opportunity Coaching That Makes an Impact

Force Management: The Command Center

If you’ve launched a strategic initiative to improve your sales organization’s success rate this year, ensure your managers are prepared to drive consistent execution and make it stick. Opportunity coaching sessions are an ideal place to reinforce new methodologies and sales behaviors.

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.

Don’t Let Your Sales Initiative Fail: Lead from the Front

Force Management: The Command Center

With any strategic change initiative, there’s always the question of whether or not it will stick. Anyone who’s been involved in a sales transformation knows, going from point A to point B, the desired future state, is no simple feat.

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Get Busy: Responding to the Crazy Week That Was

Force Management: The Command Center

It's Saturday morning and I am reflecting on this past week. It started off with my sluggish reaction to the time change; moved through a free-fall of personal wealth and ended with overwhelming public health concerns for my company and global community.

A Proven Guide to Recruiting Passive Candidates

It's a simple, frustrating truth that you can't predict everything when it comes to recruiting for businesses. At some point in your role as a recruiter - perhaps more frequently than not - you'll need to fill a position quickly and you'll look for active recruitment strategies to do it. However, it's not efficient or cost-effective to be in the active recruitment mode all the time. It's important to also invest in building a passive candidate pipeline. Download the guide for tips that can help you build a recruitment strategy that attracts both active and passive candidates for the best possible mix.

How to Assess if You’ve Made Your Talent a Competitive Advantage

Force Management: The Command Center

You monitor rep performance, but what processes have you put in place to build “B” sellers into “A”s and retain your highest performing people? Do you hire what you think are top performers, only to see that they aren’t worth their cost in the long run?

Our Latest Podcasts: Build a Team of Top Performers

Force Management

Our February episodes aim to help sales leaders and managers improve seller skill sets and productivity this year. Help your salespeople stand out from competitors, avoid a dreaded "not right now" decision, and improve their ability to execute the fundamentals of great selling.

Four Areas of Sales Effectiveness to Assess Before Next Year

Force Management: The Command Center

If you’re responsible for your sales organization’s success and need to make an immediate impact — we’ve outlined a roadmap you can use to scale success. Assess your sales organization’s ability to execute in these four areas of sales effectiveness.

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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.

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.