Force Management: The Command Center

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?

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.


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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.

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.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

Our Latest Podcasts: Tips to Drive Better Execution Right Now

Force Management: The Command Center

Each December episode can help your sales reps make an impact on current pipeline opportunities, no matter what stage of the sales process they're in.

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.

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.

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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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Our Latest Podcasts: Hit Your Numbers & Start Strong in 2021

Force Management: The Command Center

End this complex year on a high note and define your plan for next year. Our November episodes share tips and insights to consider as you make strategic decisions (for yourself or your sales team) heading into next year. Review our rundown of episodes below.

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Set A Results-Driven Sales Planning Mindset

Force Management: The Command Center

End-of-year territory reviews and planning sessions are upon us. As a leader, it's critical to support your sales managers and reps in developing a plan to drive consistent pipeline and ensure your sales team isn’t missing out on high-value accounts.

Four Ways to Improve MEDDICC Execution to Ensure Results

Force Management: The Command Center

Company leaders are moving quickly to make sure their their qualification process is set up to ensure their sales teams can execute against it and they can effectively predict the business.

5 Sales Attributes We’re Thankful For

Force Management: The Command Center

The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog.

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Four Reasons Your Sales Messaging Framework Needs a Refresh

Force Management: The Command Center

Your sales reps are having conversations with critical leads right now. The challenge for many organizations is that those buyer needs may have changed or perhaps the solutions they’re selling have shifted.

Win-Loss Themes | What Your Price is Too High Really Means

Force Management: The Command Center

This blog contains content from originally from Clozd. We're excited to announce that our very own Tim Caito , Senior Partner at Force Managment, will be taking part of Clozd's #winlossweek , the largest online event dedicated to win-loss analysis. The free conference runs from Sept.

How a Virtual SKO Can Move Your Organization Forward

Force Management: The Command Center

When the pandemic hit, plans were already in the works for many sales organizations to launch a new sales initiative. But those plans had to wait, while companies tried to figure out what they were going to do and how they were going to move forward.

Why Relevance and Customization Are Key to the Success of a Sales Initiative

Force Management: The Command Center

Many companies spend significant time and resources planning and executing their sales transformation initiatives and/or sales kickoff events. If done right, the effort can set your sales organization (and yourself) up for long-term success.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How to Equip Managers to Drive Lasting Results from a Sales Initiative

Force Management: The Command Center

First-line managers, more often than not, are the linchpin to whether a sales enablement initiative sticks or falls by the wayside. If your managers see how invested you are in the change initiative’s success, they’ll see the importance of driving long-term reinforcement and adoption.

#1 Ranking Objective for CROs: Cracking into New Accounts

Force Management: The Command Center

Cracking into new accounts is the top challenge of sales leaders in the current environment. Sales Mastery just released new data after asking 200+ sales leaders for their top sales objective moving forward.

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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 to Set Up an Effective Adoption Plan Around Your Sales Kickoff

Force Management: The Command Center

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. No doubt this year has you rethinking your sales kickoff “event”.

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. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

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.

A Discussion with Tech Company Sales Leaders: What’s Top-of-Mind Right Now

Force Management: The Command Center

If you're a sales leader, it can be helpful to hear from others in your role to know how they’re dealing with similar challenges and where they’re finding success. We recently talked sales challenges with a group of sales leaders in the high-tech industry, as part of an event with Modern Sales Pros.

Our Top 5 Sales Kickoff Resources

Force Management: The Command Center

SKO season is quickly approaching. Like many aspects of this year, sales leaders are again faced with having to rethink the norm and find new ways to achieve their desired outcomes.

Our Latest Podcasts: Driving Results in a Murky Sales Environment

Force Management: The Command Center

The goal of this month's episodes was to share how your sales organization can pivot in their mindset and their daily sales activities to drive results — even during challenging times. Each episode covers timely tactics sales leaders, managers and reps can use to move and close high-value deals.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

The Right Methodology to Ensure Your Technology Sells

Force Management: The Command Center

Finding new ways to meet evolving buyer needs is the cornerstone of every great sales organization. The current environment has many companies adjusting product road maps and sales campaigns, trying to align with the most pressing needs of their specific marketplace.

Why Leaders Are Shifting from SKOs to Virtual Sales Training Initiatives

Force Management: The Command Center

The typical sales kickoff event is going to look different this year. With the possibility of an in-person event becoming more and more unlikely, company leaders are using this opportunity to invest in strategic sales initiatives that they can launch virtually, during the time of their would-be SKO.

Using MEDDICC to Drive Revenue Predictability

Force Management: The Command Center

A great qualification approach matters in today’s changing environment. Every buyer is dealing with something they haven’t dealt with before. Because of this, their buying processes are changing.

Getting Beyond the “Event” of the SKO

Force Management: The Command Center

2020 has forced many companies to make tough decisions, while constantly adjusting for benchmarks aimed at revenue recovery.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Our Latest Podcasts: Closing High-Value Deals

Force Management: The Command Center

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.

Our Latest Podcasts: Tactics That Get Results

Force Management: The Command Center

The goal of this month's episodes was to share key strategies sales teams can implement right now to close opportunities. Each episode covers timely tactics sales leaders, managers and reps can use to make an impact on the live deals in the pipeline. Review our rundown of episodes below.

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. I like to talk and write about things that give people “spirit”. What often happens, is that I wind up getting the most spirit out of the exercise. I think today is one of those days

Our Top Content: What's Resonating Most With Sales Leaders

Force Management: The Command Center

We’ve been publishing a lot of content this year. We even set a record for website visits. Sometimes, we even have trouble keeping up with everything we’re publishing. So, we’re thinking some of you may have missed some of the assets we’ve put out this year

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.