Force Management: The Seller's Command Center

How to Call on Customers with More Experience

Force Management: The Seller's Command Center

If you are just starting your sales career, it can be intimidating when you’re selling to much more experienced executives. After all, how can you convince them that you understand their business, when they can tell you’re only a few years out of college? The answer?

How to Ensure You're Selling For A Great Company

Force Management: The Seller's Command Center

I recently participated in a fireside chat for the MongoDB SKO with my great friends Cedric Pech, CRO at MongoDB and John McMahon, Board Member of MongoDB.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

The Best Ways to Cross-sell and Upsell Your Products and/or Services

Force Management: The Seller's Command Center

Accelerating growth is not always about closing new opportunities. It’s also about getting more out of the opportunities you have. That’s why the most successful companies are focused on cross-sell and upsell strategies, as well as net new business.

Your Best Sales Tactic? Go in Curious

Force Management: The Seller's Command Center

One of the most succinct pieces of advice our sales performance experts often share with reps is to go in curious and listen. Going in curious means you’re not going in assuming you know what the buyer's problems are.

Buyer 56

Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

Your Most Critical Accounts: 4 Questions to Ask

Force Management: The Seller's Command Center

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. Think about your most critical accounts. Do you have an effective plan set up around your top accounts?

How to Position Multiple Options in Sales Negotiations

Force Management: The Seller's Command Center

A critical way to minimize price-only sales negotiations is to provide multiple options to your buyers. In our Value Negotiation sales engagements, we often help sellers understand the concept of presenting multiple options, coaching them on how to execute in front of their prospects.

How to Stack Customer Requirements in Your Favor

Force Management: The Seller's Command Center

If you want to steer a buyer’s solution requirements away from your competition (including a “do nothing” or a “no decision”), there are a few key areas of your sales conversation that you can focus on to successfully stack customer requirements in your favor. Sales Discovery Process

Key Ways You Can Make the Most of Your Next Sales Training Session

Force Management: The Seller's Command Center

If you’ve been selling for a bit, you’ve been through your fair share of SKO events, sales training, sales methodologies, eLearning courses — the works. While some of these sales trainings may seem repetitive, others may have had a positive impact on your career.

Don’t Forget These Key Steps to a Value-Based Sales Conversation

Force Management: The Seller's Command Center

Value-based selling demands an understanding of a basic buying process, the stages that guide a buyer from determining their requirements to actually signing a deal.

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.

Six Sales Best Practices That Will Make Your Competitor Nervous

Force Management: The Seller's Command Center

There’s as much differentiation in how you sell as there is in what you sell. The most successful salespeople don't stand out from the competition by touting the features and functions of their latest product.

5 Tips to Make Role Plays More Valuable

Force Management: The Seller's Command Center

Role plays can play an important role in your ability to execute great sales conversations. They ensure you aren’t practicing your sales message in front of the customer. They allow you to test your agenda/question flow for gaps and prepare ways to pivot based on how the customer responds.

Sales Best Practices: 5 Ways to Prepare for Your Next Sales Meeting

Force Management: The Seller's Command Center

When you’re pursuing an opportunity and you earn that coveted time with a decision maker, you have to be ready to uncover their needs and articulate your value. Oftentimes, you only get one chance to get it right. Ensure you achieve your desired outcomes in your next sales conversation.

Your Virtual Sales Persona: Five Areas to Assess for Success

Force Management: The Seller's Command Center

Elite sellers stand out not just by what they sell but by how they sell. How you sell virtually can help you differentiate yourself from competitors and help you build trusted advisor status within your accounts.

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.

Being Elite: Four Lessons Learned From a Sales Veteran

Force Management: The Seller's Command Center

We recently caught up with Force Management’s Senior Director of Consulting Patrick McLoughlin on the Audible-Ready Sales Podcast. He shared some lessons learned in his 30+ year sales career. Here are our top takeaways from that conversation. Podcasts

How to Get Higher in Your Prospect's Organization

Force Management: The Seller's Command Center

Who doesn’t want to get higher in an organization and gain more access to people with discretionary funds?

Critical Factors to Uncover in Your B2B Sales Process

Force Management: The Seller's Command Center

If you are selling in complex B2B sales, you know there are critical factors in every opportunity that could influence whether or not you’re able to close the deal. Improve your ability to control the sale.

Win More By Making Procurement Your Ally

Force Management: The Seller's Command Center

Many salespeople find dealing with Procurement an unpleasant task. While it may be a thorn in the side of your sales process, it’s important to remember you can reframe the experience by effectively managing the value conversation and the important interests of professional buyers.

The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.

The Decision Process: Everything You Need to Know to Sell More

Force Management: The Seller's Command Center

As you transition in your career to selling larger contracts and working with more decision makers, your ability to navigate the decision process with multiple business influencers will be critical to hitting your quota. We often use the phrase, “getting multithreaded in your opportunities”.

Selling to More Decision Makers

Force Management: The Seller's Command Center

Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. If you’re at this crossroads, congratulations, you’ve done the hard work to progress your sales career to this point.

When To Use Customer Case Studies in the Sales Process

Force Management: The Seller's Command Center

If you sell for a living, you know the power of a customer testimonial. An effective client reference may mean the difference between a lost opportunity and a won deal. While your company may have great testimonials, if you don’t know how to use them in a sales process. their value will fall flat.

Maximize the Effectiveness of Proof Points in Your Sales Conversations

Force Management: The Seller's Command Center

Customer testimonials are an asset to any sales conversation. Providing tangible points on how your solution provides the results you promise strengthens your message.

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

5 Ways to Gain Trust in the Sales Process

Force Management: The Seller's Command Center

A seller’s biggest asset is their ability to articulate value and differentiation in a way that solves their customer’s most pressing business problems.

Get Beyond the Technical Buyer

Force Management: The Seller's Command Center

Getting beyond technical buyers and in front of economic buyers requires you to make distinct connections between your solution’s technical capabilities and the business pains of your prospects.

Buyer 52

Coaches VS. Champions: Know the Difference

Force Management: The Seller's Command Center

Champions can be a critical component to closing complex details. Identifying a Champion in your deal is a key step, but one where salespeople can struggle. Champions can easily be confused with Coaches. Make sure you know how to identify a Champion.

How to Use Your Sales Skills in Your Next Job Interview

Force Management: The Seller's Command Center

Matt Payne is a seasoned sales enablement executive, with extensive experience in software. A certified Command of the Message Facilitator, Force Management worked with Matt at Jama Software helping the company align the sales strategy with the organization’s growth goals.

Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

Our Most Popular Content on Executing Effective Discovery

Force Management: The Seller's Command Center

We write a lot about executing an effective discovery process. It’s one of our most popular blog topics, likely because it’s one of the most important components to a value-based sales conversation.

Get Better Results by Simplifying Your Meeting Objectives

Force Management: The Seller's Command Center

Sales calls can easily go awry when you try to accomplish too much. Your prospects may become overwhelmed or confused, and you may miss out on key opportunities to advance the deal. Before your calls, determine the key objective you want to accomplish in the conversation.

Ensure Success by Staying Aligned with Your Champions

Force Management: The Seller's Command Center

You’ve found a champion, now ensure you are leveraging their power, influence and vested interest in your success. Are you guiding your champion through their buying process, or are you dragging them along through your sales process?

2020 Podcasts: Improve Your Ability To Win More, Faster

Force Management: The Seller's Command Center

“ Some people want it to happen, some people wish it to happen, others make it happen.” - Michael Jordan. You’ve likely got goals for yourself next year; to hit consistent quotas, gain higher commissions, speed up your close rates, etc. What’s your plan to make it happen for yourself?

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.

Why Your Active Listening Skills Are Crucial to Hitting Your Number

Force Management: The Seller's Command Center

Great discovery questions can only get you so far if you’re not prepared to really listen to the answer in a way that enables you to dig deeper or pivot decisively. Listening is just as crucial, yet not always the easiest to master. Many people think they are good listeners, but sadly miss the mark.

Remember these Phrases to Sell More Deals

Force Management: The Seller's Command Center

If you’ve been around Force Management for any bit of time, you know that we have some phrases we repeat often. Here are three: “How big is the problem?”. Help them get to a place they can’t get to on their own”. What you do matters”. They’re simple, but powerful reminders for any of us in sales.

Three Ways to Improve Your Sales Messaging

Force Management: The Seller's Command Center

Nothing moves a deal forward like a sales conversation that’s focused on the fundamentals. If you want to command your message, you need to practice and zero-in on the basics , consistently.

How to Reignite Stalled Deals

Force Management: The Seller's Command Center

Mitigate the risk of deal stalls once and for all. Understand why stalls occur and three ways to avoid them. You’ve got numbers to hit, and your buyers still have problems they need to solve. With the pandemic, you may find that stalled deals are “unavoidable”.

Buyer 52

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.