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Categories: Customer Success  |  Sales Messaging  |  Sales Negotiation

How to Make QBRs Valuable for Your Customers

Quarterly Business Reviews are a common practice for B2B sales companies. They’re meant to provide value for the customer and also provide an opportunity for the sales team to discover ways to help customers be successful, but all too often they miss the mark. Most executives have been through countless lackluster or for lack of a better term, bad QBRs. That’s why your buyers may avoid these important discussions and opt to not come altogether. With a well-defined process on how your customer-facing teams create and capture value, you can differentiate your approach to these important meetings. 

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Categories: Sales Leadership

Three Ways to Balance Short-Term and Long-Term Goals

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. So the question becomes, “How do you handle the pressure of the quarter while ensuring achievement of the long-term goals for your sales organization?”

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Categories: Podcasts

Our Latest Podcasts: Improve Win Rates

Our April episodes cover sales fundamentals that reps can implement right now to improve win rates and margins. From influencing decision criteria to attaching to big business problems that demand urgency — each episode shares proven best practices and actionable tactics salespeople can use to beat the competition and close at a premium price. Review each episode below, and encourage your sales reps and managers to listen in. Find each episode on your favorite podcast player, so you can easily download, listen and share.

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Categories: Sales Messaging  |  Sales Transformation

Selling New Technology: Getting Reps Beyond the Technical Sale

How can you grow sales revenue when you’re selling a product that simply isn’t a line item in most buyer budgets? Selling a product that represents a new way of doing business demands that salespeople are equipped to be relevant to their buyers’ business-level challenges. When groundbreaking high-tech companies aim to scale sales success, solidifying alignment with their buyer is a key first step and one that can drive company-wide benefits in the process.

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Categories: Buyer Alignment  |  Sales Productivity  |  Sales Transformation

5 Actions That Increase Sales Performance

Every sales leader wants to get more out of their current sales team. How do you boost sales performance with what you have? In our recent webinar, Force Management's President, John Kaplan, and Chief Operating Officer, Dave Davies, discussed what sales leaders are doing right now. We’ve broken down our top five takeaways and action items from their conversation. If you want to watch the full discussion, get access to the on-demand webinar here.

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Categories: Sales Productivity  |  Sales Qualification

How to Combat "Not Right Now" Decisions

If "not right now" or "no decision" deals are crippling your pipeline, you likely need a concerted sales effort to minimize their impact on your forecast. Do you have clarity around what’s leading to not right now decisions?  The top-tier sales leaders we’re working with are successfully driving win rates and numbers up by helping their reps align with their buyers through their sales process and message. Define where deals are breaking down in your customer engagement process. Here are two areas to assess.

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