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.
Drive Momentum with a Draft-In Approach
You’ve already invested in sales enablement, and some of your team’s tools, processes and running initiatives are undoubtedly worth keeping. No one wants to start over, and you shouldn’t have to. Your solution and the business problems it solves for your customers are unique, and your selling motion and revenue team training should be too.
That’s why we ground our programs in your most pressing business objectives. Force Management’s methodologies are not cookie-cutter, off-the-shelf sales training, and we don't ask you to discard all the pieces you have in place. Instead, we tailor our materials to reinforce your existing processes, systems and sales training initiatives
We carefully customize our programs for each client through our process of extracting crucial tribal knowledge from across departments and then drafting in to the pieces already in place. Our track record for yielding results with this approach is why hundreds of sales leaders keep returning to partner with us each time they take on a new role.
The Preferred Partner of Tech Unicorns
Experience matters. You want to work with someone who has done it before and can provide the expertise that helps you reach the next level.
Our work with the top 1% of privately-owned tech startups, the “unicorn” companies that surpassed $1 billion in valuation, gives us unique insight into the common threads that set them apart from other tech startups. Less than 1600 unicorns exist worldwide, and Force Management has worked with over 130 of them. For US-based unicorns, 1-in-6 have partnered with Force Management.
Here are examples of challenges we helped unicorn companies overcome:
project44’s Challenge: Align worldwide teams after 7 years of rapid growth, from startup to unicorn.
Solutions: Command of the Message®, Command of the Sale® and Opportunity Manager®
Results: • 115% YoY Growth over the first 2 quarters
• 53% increase in Average Deal Size
“There are scenarios where we're commanding a higher price tag than our competition because our customers see us as the right partner for them.” -Chief Sales Officer, project44
Read More: project44 Case Study
Sysdig’s Challenge: Communicating business value in a new market segment where the technology and solutions are widely unknown.
Solutions: Command of the Message®, MEDDPICC and Continuous Learning
Results: • Increased conversion rates by over 2x
• Cut ramp times by 50%
“Our net retention revenue and gross retention revenue have skyrocketed over the last 12 months because we're better at making our customers successful at their projects, because we understand their actual pain." -Chief Revenue Officer, Sysdig
Read More: Sysdig Case Study
Segment’s Challenge: Elevate GTM approach by aligning enterprise selling with product-led-growth strategy
Solutions: Command of the Message®
Results: 150% Growth in ARR over 2 years
“One of the most dramatic results for me and our Chief Product Officer is the transformation we see on the product side. The product team is now freed up and has more time to focus on building the product roadmap and improving product quality.” -Chief Revenue Officer, Segment
Read More: Segment Case Study
Actifio’s Challenge: Increase consistency to drive a repeatable, scalable business model
Solutions: Command of the Message® and Command of the Sale®,
Results: • Expanded gross margins
• Increased growth rate
“When you’ve gotten the sales scaled to a certain point, this becomes almost a have-to-have. It’s the only way you can be successful in an enterprise selling environment. Anytime you are trying to offer complex solutions, you have to have an offering like this.” -President, Actifio
Read More: Actifio Case Study
Medallia’s Challenge: Expand the sales team and drive SaaS growth.
Solution: Command of the Message®
Results: • 72% increase in Average Deal Size
• Increased the Sales team by 500%, with ramp times shortened by 70%
“Because of the framework and discovery questions, we do a much better job of mapping our solution to buyer needs, and we are more tightly aligned as a company with the customer.” -VP of Sales
Read More: Medallia Case Study
Follow the Path to Sustained Growth
Just like these elite companies powered their way to the top 1%, your roadmap to sustained growth likely includes a combination of keeping what works, driving cross-functional consistency, and elevating execution. Your revenue goals deserve a trusted partner with a proven solution.
Dig into more stories of transformation from companies of all sizes in our Case Study Library. Learn how other leaders across tech subverticals addressed their business challenges, leveled up their teams, and achieved their desired business objectives.
