Sales Insights

Market trends, sales challenges and educational insight

This collection of articles outlines some of the key challenges faced by today’s global sales organizations and explores best-practice methodologies to address them.

5 Power Plays of an Audible-Ready SellerWhen an NFL quarterback calls an audible, he shifts his players to a new formation to better combat the defense. As an audible-ready seller, you have the knowledge and flexibility to do the same in your sales calls.

5 Priorities for Sales Talent ManagementEstablish a successful sales talent management strategy by focusing on these five priority areas.

Breakthrough Sales StrategiesLearn how sales organizations are using these breakthrough strategies to help their sales grow, even in a down economy.

Bringing the HeatFanning the flames of lagging sales? Focusing on the five fundamental, yet critical areas of sales effectiveness may be just what you need to jump-start your team’s performance.

CEO’s Want Better Sales ForcesRead our take on how to address the top four sales challenges CEO’s are facing.

Crafting Your MessageLearn how to answer the question, “What do you do” in a way that demonstrates your capabilities and uniqueness and prompts great follow up questions.

Influence Your Customer’s Decision Making CriteriaManaging Partner, John Kaplan, addresses ways to influence your customer’s decision criteria.

Overcome the Perception That Your Product is Too ExpensiveManaging Partner, John Kaplan, offers ways to help customers overcome the perception that your product is too expensive.

Seller Deficit DisorderBy asking the right questions and using those answers to frame the customer conversation, you can overcome the five top symptoms of Seller Deficit Disorder.

Creating Effective Sales Management across the Organization

“What Force Management brought to the table was the structure and the impetus to get us to sit down, cross functionally and actually hammer out the details of what our standard focused messaging was going to be as our sales teams went to market. We all got behind it.”

- Dave O'Connell, Senior Manager, Worldwide Sales Enablement, RSA