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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Categories: Differentiation | Sales Conversation | Sales Leadership | Sales Transformation
For today's B2B tech firms, the path to rapid growth and repeatable revenue means advancing through stages and change. Each transformation story is different, but most boil down to three keys for success: choosing the right strategy or partner, applying the new methodology within daily rhythms, and ensuring long-term adoption. When Patra, an insurance-tech provider, crossed the $100M in ARR benchmark, their leadership launched a partnership with Force Management to elevate their go-to-market approach with the goal of doubling their revenue. One year into the partnership, Patra realized outcomes including a 143% increase in win rate, a 48% increase in Average Deal Size, more bookings, and faster times-to-close. Read the full Patra-Force Management Case Study here. Let’s look at how Patra found success and their approach to these three key areas:
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Categories: Buyer Alignment | Sales Discovery Process | Sales Enablement Technology | Sales Qualification
One way the most successful organizations outperform their competitors is by equipping customer-facing teams with the tools to navigate modern buying committees. In recent years, the stakeholders in B2B tech and enterprise software purchases have grown, which means increased buyer scrutiny. Customers are hyper-focused on ROI, and multiple parties approve deals through different criteria. What does this mean for revenue team leaders? In order to maintain timely sales cycles and hit revenue targets, it’s critical that leaders enable their sales teams to navigate these complex deals. Here are three strategies to enable your sales force to consistently communicate ROI in multilevel deals.
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Categories: Company Alignment | Sales Coaching Tools | Sales Productivity | Scaling Sales
The journey from start-up to maturity involves multiple rounds of iteration. Achieving product-market fit and getting your customers to pay and stay are the results of how your product and message adapted to your buyers' needs along the way. Now, reaching that next benchmark means continuing to refine and shift the way your company thinks about and talks about itself in the market. In our work with rapidly growing B2B SaaS and tech organizations, we’ve identified three common components that are crucial for satisfying the growth imperative. Here are three keys for leaders targeting the next revenue milestone:
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