Force Management: The Command Center

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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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.

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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.

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.

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.

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.

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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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.

Make the Most of Every Lead: Key Questions to Help Sales & Marketing Alignment

Force Management: The Command Center

Our economic environment has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively executing on every valuable lead. Because of the shift in many buyer environments, it’s never been more important to effectively communicate the value and differentiation of your solution in a way that aligns to your customer's greatest business challenge. That need demands marketing and sales communicate a consistent buyer-focused message.

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!

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”. We’re working with many sales leaders right now who are considering shifting their SKOs and instead, launching broader sales transformations aimed at improving sales performance.

Our Latest Podcasts: Navigating Today?s Sales Conversations

Force Management: The Command Center

The goal of this month’s podcasts were to stay timely and relevant to the issues sales teams are dealing with right now. In each episode, we covered topics aimed at helping sales leaders, managers and reps navigate new buyer concerns and make positive tweaks to their process to improve the pipeline.

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. Lately, we've seen a lot of companies come forward, ready to take action. Their leaders realized their company can’t wait any longer to launch initiatives that are critical to their future success.

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. The move often shifts travel and entertainment funds into tools, content and training to improve critical components of sales execution.

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.

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

How to Determine Where Your Sales Team is Struggling the Most

Force Management: The Command Center

Over the past few months, many sales organizations have been struggling with margins, deal size, and overall sales productivity due to the current economic climate. While some sales leaders are simply trying to keep their teams focused, others are trying to do anything to stop the bleeding and recoup lost revenue

How Sales Messaging & Qualification Drive Scalable Growth

Force Management: The Command Center

At any company life cycle stage, there are challenges that come with driving scalable growth. Defining where the biggest gaps or opportunities lie within a sales process is one complication sales leaders, their executive teams, and even their investment firms often struggle with. Determining which sales initiative will drive the most impactful results takes careful consideration. Sales Messaging Sales Transformation

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. As company leaders get closer to determining new revenue goals for the upcoming year, sales leaders are left with the task of finding impactful ways to align their sales organization around what’s needed to succeed.

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.

Make MEDDICC Work for Your Sales Organization

Force Management: The Command Center

Over the past few months new challenges may have forced the need for changes and shifts in your sales process. As you consider ways to help reps faster qualify opportunities, improve forecast accuracy, and increase win rates, make sure you’re looking beyond the process

8 Resources to Maintain Sales Rep Productivity

Force Management: The Command Center

Maintaining rep productivity is one of the top focus areas for the sales leaders right now. The most effective sales teams are the ones who are keeping focus on their buyer and executing a plan that's setting them up for success when business opens again.

Use Your Virtual SKO to Invest in Your Salespeople

Force Management: The Command Center

If you decide to move forward with a virtual sales kickoff event, it will have its benefits. You can forego the hefty budget required for hotel stays, travel expenses and other in-person provisions. Your sellers will be "out of the field" less, which means less time away from critical sales activities. You can also reset the event according to your organization's priorities, which may mean getting busy with SKO planning earlier or later than you’re used to.

Maintain Sales Productivity: Five Ways Your Company Can Focus Your Reps on Selling Value

Force Management: The Command Center

With the news about the COVID-19 Pandemic changing daily, focus can be a challenge for a sales leader. The constant shift likely means pivoting between heavy-hearted decisions, board meetings, conversations with employees and the albeit adjusted revenue numbers.

The 5 Keys to Sales Emails That Set More Meetings

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

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

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. Share these effective strategies with your sales teams to help them hit their numbers this quarter and the next.

The "Wanna Factor": What The Big Game Teaches Us

Force Management: The Command Center

I hope that you enjoyed this year’s Super Bowl as much as I did. I am just getting back into the office after a great first part of the week on the road. I have enjoyed writing my recent football recaps , as I'm passionate about what sports can teach us off the field.

Is Your Internal Process Crippling Your Sales Negotiations?

Force Management: The Command Center

There are two sides to every sales negotiation - the negotiation with the customer and the internal process that's going on in your own company, as your salespeople try to move a deal forward.

The Importance of Recruiting Sales Talent

Force Management: The Command Center

As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment.

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.

Making the Shift to Selling the Platform Solution

Force Management: The Command Center

If you're making sizable shifts next year to enable your sales team to sell a platform solution, you need to ensure they're able to make that jump.

How to Determine Where Your Sales Team is Struggling the Most

Force Management: The Command Center

Over the past few months, many sales organizations have been struggling with margins, deal size and overall sales productivity due to the current economic climate. While some sales leaders are simply trying to keep their teams focused, others are trying to do anything to stop the bleeding and recoup lost revenue

What I’ve Learned from Virtual Sales Training

Force Management: The Command Center

Right now, sales leaders around the globe are trying to determine what is the best course of action for their sales teams. Perhaps they planned a training initiative that they put on hold or they’re waiting to roll out a new solution to their buyers, and they’re trying to wait for the right time to start ramping up their sales team on the new strategy. Sales Transformation Technology

Aligning Your Sales Engine with Product Development: A CTO Perspective

Force Management: The Command Center

Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

How to Ensure Your Virtual Sales Initiative Gets Results

Force Management: The Command Center

When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training. Sales Transformation

The Power of Shifting Left in Your Sales Negotiations

Force Management: The Command Center

"Shift Left" is a saying we often promote to our Value Negotiation customers. What we mean by this saying is that your salespeople need to start the negotiation strategy early on in the sales process.

Three Ways Sales Leaders Can Shape What's Next

Force Management: The Command Center

The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal. Front-line Managers B2B Buyer Company Alignment Sales coaching

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Our Latest Podcasts: Keeping Pipelines Moving

Force Management: The Command Center

The goal of this month's episodes was to highlight the key things sales leaders, managers and reps should be focusing on to improve pipeline health and increase margins. Check out our rundown of episodes below. Use them as ways to keep yourself and your sales teams motivated. Each episode is available on your favorite podcast player, so you can easily download, listen and share. Podcasts

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.