Force Management: The Command Center

Our Latest Podcasts: Sales Tips for a Record-breaking Quarter

Force Management

If your New Year's resolution is to find small ways, every day, to provide value to your salespeople then you've come to the right place. Our December episodes focused on key sales skills and topics that lead to better numbers and faster close rates.

Product-Led Growth: Enabling Sales to Scale Your Success

Force Management

Product-led growth (PLG) is leading many B2B companies to drive rapid revenue success. While PLG solutions can propel organizations forward efficiently, this approach also brings specific and complex challenges of its own.

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Product-Led Growth: Driving Cross-Functional Support to Evolve Your Go-to-Market Strategy

Force Management

Scaling the success that comes with product-led growth (PLG) brings both opportunities and challenges. If your company is aiming to drive ongoing outcomes, while reducing inefficiencies across customer-facing organizations (Product, Customer Success, etc.)

Name that Tune: A Great Hire in Less Than Six Seconds?

Force Management

As shocking as it may be, your next career opportunity is often in the hands of someone that will spend less than SIX seconds determining if you are a good fit.

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

Five Stories to Watch: Get Motivated this Holiday

Force Management

For many of us, despite our best efforts, we’ll find ourselves crashing on the couch this holiday. Whether it’s from all the food or exhaustion of non-stop holiday cheer, it’s nice to veg out for a bit over the holiday.

How to Counteract the Fading Enthusiasm that Happens Right After Sales Training

Force Management

If you've ever launched a sales initiative, you know that you gain a significant return on the investment in the weeks immediately following rollout. The critical events that happen after training can make the difference between a sales initiative that moves the needle and one that falls flat.

Our Latest Podcasts: Prepare for a Record-Setting Year

Force Management

Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts.

Sales Leadership Q&A: Driving Success in Remote Sales Environments

Force Management

Get more out of your team and cut through the noise of remote working challenges. In our recent webinar , Force Management President, John Kaplan, answered timely questions on sales leadership actions related to the “post-Covid” world and remote working strategies.

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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How Zoom Uses AI to Ramp up Sales Certification and Proficiency

Zoom was struggling to ensure that sales reps around the world––with different levels of experience and proficiency––were getting certified on updated messaging. Traditional methods were unexciting, time-consuming, and ineffective! Find out how they achieved success in Second Nature’s Customer Case Study!

Reduce Company Silos in a WFH Business Environment

Force Management

The remote work environment is forcing sales leaders to motivate their teams and increase collaboration within groups and cross-functionally.

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.

Sales Leadership Q&A: Achieving Organizational Transformation

Force Management

Driving organizational transformation is no easy feat, whether it’s your first initiative or your 10th. Force Management President, John Kaplan, answered timely questions during a webinar on sales leadership , sharing the tactics leaders are using now to achieve critical outcomes.

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.

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!

How to Set Objectives for a Sales Kickoff

Force Management

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all of our sales kickoff resources, best practices and tools here. Sales Kickoffs are meant to get the sales team motivated towards a common goal for the upcoming year.

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.

Our Latest Podcasts: Four Topics to Share with Your Sales Team

Force Management

Our October episodes provide a refresher on key sales fundamentals that your reps can use to stand out from the competition and move their deals forward faster. Each episode provides tactics your salespeople can add to their approach as they prepare for their next sales conversation.

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.

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.

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

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.

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

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.

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

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.

Q&A: Leadership Actions That Support Revenue Growth

Force Management

Every sales leader wants to get more out of their current sales team and implement a strategy that drives immediate results. In our recent webinar , Force Management President, John Kaplan, discussed three critical areas where leadership alignment supports sales resilience and growth.

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.

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.

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.

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.

Recruiting Sales Talent: The If You Post It, They Will Come Fallacy

Force Management

The Frustrations with Job Postings. I am old. Fifty three to be exact. I was fortunate enough to get my start in recruitment before the internet, job boards or LinkedIn. Over the past twenty years, I have continued to experience the transactional nature of the way the world goes about attracting its most valuable asset, talent. Posting a job description that has a ton to be desired and hoping that the right person will come to us is fools gold. Can companies fill open roles with job postings?

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: 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.

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.

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.

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.

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.

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.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.