Categories: Company Alignment | MEDDICC | Sales Messaging | Sales Transformation
When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting product, delivery, operations, and finance. Unreliable revenue means falling shortof the expectations of your board and leadership. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively. Leaders of revenue teams with a high slip rate need a systematic fix for an organizational challenge. On the Revenue Builders Podcast, hosts John Kaplan and John McMahon met with featured guest John Donnelly III, CRO with DTiQ and Co-Founder of e2log, to break down the reasons why deals slip, and the strategies leaders can use to solve the problem.
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Categories: Company Alignment | Customer Success | Differentiation | Sales Leadership | Sales Training Initiative
With countless sales training and enablement providers vying for attention, choosing the right partner can feel like navigating a maze of promises and playbooks. So why choose Force Management as your partner for driving the change that yields outcomes like improved sales productivity, better forecasting accuracy, and lowered churn? Because we don’t just train sales teams—we transform them. Hundreds of sales leaders who’ve partnered with us multiple times say that our approach stands apart from other options by what happens before, during, and after our training events. Long before your team’s training starts, we help your leaders achieve alignment on the most critical messaging, differentiation, and selling processes for your customers. We extend this work beyond your SKO or training event, integrating it into your company’s DNA to instill the discipline needed to drive progress and meet targets every quarter. It’s all three: the power of the pre-training executive alignment workshops, the best-in-class sales methodologies customized for you, and the dedicated customer success team that helps ensure lasting impact and results. Here are details on the pre-work and post-work that anchor major sales initiatives, along with insight from B2B tech leaders on how this approach led to successful outcomes for their companies.
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Categories: Differentiation | Sales Leadership | Sales Training Initiative | Unicorn Companies
Less than 1,600 companies have ever achieved Unicorn status, which means they achieved a $1B valuation benchmark without going public. While the number of Unicorns has tripled over the past six years, they remain incredibly rare—fewer than 1% of tech startups get there. The ones that reach Unicorn-level don’t just grow—they scale with precision through a go-to-market (GTM) strategy that elevates a great product into a market leader. At Force Management, we’ve partnered with over 140 of these elite companies. Across these engagements, three common strategies consistently emerge: cross-functional alignment on customer value, managers are equipped to coach, and executive buy-in that drives the initiative from the top down. Here’s a breakdown of how our Unicorn clients implemented these strategies:
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Categories: Sales Leadership | Sales Productivity | Sales Training Initiative
The B2B tech marketplace operates at a lightning-fast pace. The companies that stay ahead of the competition do so by maintaining momentum even through internal changes their leaders make to keep up with the times. The question becomes: how can revenue teams adapt and evolve without disrupting the bottom line?
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Categories: Sales Leadership | Sales Productivity | Unicorn Companies
Leaders of B2B software and tech organizations looking to ignite revenue with a consulting or training partner have no shortage of options. When evaluating potential partners, two must-haves for most companies are: 1. Not starting from scratch 2. Evidence of where the training partner has been successful At Force Management, we take pride in how we differ from other vendors in the sales training and enablement space. If your team is weighing the decision to bring in an expert, consider how a revenue partner that meets these criteria will help you meet your revenue targets faster.
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Categories: Competitors | Differentiation | Sales Leadership
As a leader responsible for ambitious company revenue targets, you have several options to improve execution. You can organize an internal initiative, or work with one of the many sales training providers claiming to impact your bottom line. We've helped over 130 sales organizations grow their valuation to $1B+. In 20 years of partnering with revenue leaders, more than 350 of them have returned with their next company. What brings them back is clear: ROI. We asked some of our repeat partners what drove their decision to partner with us time after time. Here are the top three things they say set us apart.
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