Enable The Buyer-Focused Sales Conversation

Equip your entire customer-facing organization to effectively create and capture value with their sales message.

We do more than train. We transform organizations.

Command of the Message® ensures sales teams can execute at the buyer-level, repeatedly.

Organizational Alignment
Ensure your entire organization is focused on buyer needs, value drivers, and desired outcomes.
Increase Average Deal Size
When your sales teams shifts from selling product features to solving business challenges, they’ll see larger deals repeatedly.

 

Improve Quota Attainment
Enable your sales managers to get more out of "B" performers by giving them the tools, processes and content to improve sales results. 

 

Move Buyers to Take Action
Effectively differentiate against competitors, including “do nothing” and “do it internally.”

 

Top Sales Organizations & Command of the Message

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RSA
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KForce
ATHN
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Customized and Relevant

This isn’t your average B2B sales training.

We aren’t off-the-shelf. We make it our mission to fully understand your business. Our programs are highly customized so they’re relevant to your industry, buyers and organizational structures.

Why Sales Messaging Transforms Organizations

Build a sales force that closes larger deals. The ROI of Sales Messaging white paper provides best practices for an audible-ready sales force and shares stories of companies who took on the initiative.

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Focused on Adoption and Reinforcement

Guarantee Results in Your Organization.

Our methodology drives adoption at the beginning, ensuring concepts are continually reinforced. Our on-demand engagement platform establishes a place where reps, managers, and leadership gain real-time access that provides continuous learning.

An On-Demand Digital Content Hub that Accelerates Adoption

The Command CenterTM  is a mobile application and engagement platform that accelerates adoption by giving your reps, managers and executives 24-7 access to content, tools and resources that support your engagement.

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Build Alignment with our Process

You can’t get there without it.

The only way to guarantee your organization can execute with the buyer is to demand marketing, product, services, etc… are all on the same page. Our most successful clients have cross-functional alignment. No matter how disjointed you are now, our process will get your teams in sync.
Watch the video and hear from our customers how we drive alignment across the organization. 

Understand Your Investment

It’s tough to say exactly how much a sales initiative costs because there are several factors that contribute to it, as well as several that will lower the cost. We're here to help you understand your investment, and transform your business.

Learn How We Can Help

What Command of the Message Enables

Reignite your experienced team members, while giving needed structure to your newer salespeople.
Execute discovery in order to uncover compelling business pain
Structure a sales conversation in a way that focuses on value
Repeatedly gain access to key decision makers
Align differentiation with what’s important to the buyer
Identify gaps within an opportunity early in the process
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“I’ve gone through a lot of sales methodologies. Command of the Message is just extremely intuitive and customer-focused. It’s been a tremendous help for us as an organization."

Jonathan Cogan, SVP of Worldwide Sales

Read the Full Case Study

Our Process Makes Us Different.

Our experience ensures results.

Discovery

1. Discovery

Every Command of the Message engagement begins with a discovery phase. Just like in a sales process, our project team gathers the insights needed about your company, organizational structure, products, industry, and buyers. For example, what are the current dynamics within your company and in that marketplace that are  impacting the sales organization? Where do you have cross-functional alignment and where can it be improved?

You play an integral role in ensuring that we gather the needed information from your internal players and your customers to ensure that your Command of the Message program is customized to your organization. 

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Workshops

2. Workshops

This step is where your leadership teams create the tools that will be rolled out to the entire organization. Our series of high-impact workshops pull together the knowledge of senior members from your sales, marketing, product, and talent management teams and create the needed content for integration and delivery. 

This stage is pivotal because it sets the stage for alignment. Our clients tell us repeatedly that these workshops get them to a place they couldn't get to on their own and fosters the needed cross-functional alignment that results in bottom-line impact. 

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Integrate

3. Integrate

After the workshop phase, we integrate the developed content into the baseline curriculum. We also identify and develop any new materials that are needed to support the sales training.   We want to ensure that everything rolled-out to your sales teams has cross-functional agreement and is relevant to what they do every day.

During this process, we also make sure that you are in full agreement with what we are presenting to your teams during delivery. 

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Deliver

4. Deliver

Delivery is when the program is launched to the sales organization based on the content that was created during the previous stages. This step is where we focus on the B2B sales training.

Our approach is based on state-of-the-art adult learning models. The majority of the instruction consists of role plays and practical exercises that leverage real-world selling scenarios. Pre-work is delivered via our Command Center engagement management system. 

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Sustain

5. Sustain

This step is one area where our customers see the Force Management difference most often. We ensure that the desired behaviors are adopted in the short-term and sustained in the long-term, resulting in the necessary ROI for the initiative.

Our methodology focuses on adoption from the start so immediately after training, your leadership teams, managers and reps understand the critical activities they need to do to leverage Command of the Message in their work environments. The Command Center, our engagement management system, provides online courses and reinforcement modules that drive consistent reinforcement of the methodology.

 

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This Isn’t Your Average Sales Initiative

Contact us for more information on Command of the Message.