Categories: Government Buyers
While we don't know how the government budget showdown will end, one thing we do know is that the federal government is shifting how it buys technology - and organizations need to make sure they're adapting. With the rise of the Department of Government Efficiency (DOGE), agencies are moving away from feature-based buying and toward outcome-driven decisions. That means sales teams must evolve from technical demos to strategic conversations that clearly show how their solutions support agency missions and deliver measurable results. Top government priorities include:
Share
Categories: Sales Kickoff
For more strategies and guides for an impactful SKO, check out our Ultimate Sales Kickoff Resource Guide. We've worked with hundreds of organizations to help them improve their B2B sales execution and achieve revenue growth, and the sales kickoff (SKO) is a prime opportunity for meaningful change. The sales kickoff is the biggest enablement investment of the year for many organizations, so achieving measurable ROI for the desired sales outcomes is a must. Whether you're a revenue leader or part of an enablement team, you probably have specific organizational objectives that you want your SKO to support. In this article, we'll share some of the actions we've seen drive lasting success from the sales kickoff
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Coaching Tools | Sales Leadership
What Is a Sales Role Play? Sales role play is a simulated sales conversation designed to prepare reps for real customer interactions. It allows salespeople to rehearse key parts of the conversation (like discovery, objection handling, or negotiation) before stepping into a live selling situation. Role playing helps identify gaps in preparation, test out messaging, and gain feedback in a risk-free setting. When implemented correctly, it's one of the most powerful tools for improving sales execution, confidence, and agility.
Share
Categories: MEDDICC | Sales Process
Any successful sales organization relies on a structured qualification process to guide its efforts. Qualification isn’t just about saying “yes” or “no”—it’s about asking the right questions early on, aligning with the buyer’s needs, and ensuring every deal in your pipeline truly warrants your team’s time and attention. This guide will break down what sales qualification process means, why it’s essential for both buyers and sellers, and how to build a repeatable framework that drives efficiency and revenue.
Share
Categories: Company Alignment | Sales Productivity
At Force Management, our focus is helping our customers achieve revenue results, even long past their initial engagement with us. That's why we're continually sharpening our methodologies and tools to make them more robust and valuable for our clients. As many organizations continue to face uncertain market conditions, causing higher scrutiny and hesitancy from buyers, we know you still have your sights set on big revenue goals — and we're determined to help you make them happen.
Share
Categories: Sales Transformation
The economic landscape is unpredictable. When you have revenue goals to hit, you don't have time to wait around for executional challenges to reveal themselves. As a leader, you need to diagnose and address sales problems before they show up on the revenue report, and you need solutions that can impact your revenue this quarter. Uncertainty in the market and shifting priorities for your customers doesn't mean you can't meet your ambitious revenue goals for the year. Start now identifying how you can help your revenue team focus on the core revenue-driving activities that will help them build and close qualified pipeline.
Share
Content, Curriculum and Community to Accelerate Sales
Visit Ascender
