The Command CenterTM

The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.

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Blog Feature

Categories: Sales Leadership  |  Technology

How to Align Your Tech Stack to Best Support Your Sales Teams

Matt Payne is the Senior Sales Enablement Manager at Jama Software which is a leading product development platform provider for companies building complex products and integrated systems. Matt is in charge of equipping the company's global sales team with the ability to sell business value.

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Blog Feature

Categories: Sales Conversation  |  Sales coaching

Enable Your Salespeople to Sell the Platform Solution

If your growth model has you moving from a point solution to a platform solution, it's likely you are assessing how well your sales organization is enabled to execute this new type of sale. It's a trend we see frequently with the high-tech companies with which we work. The decision to create and sell a broader solution has its benefits, but without enabling your sales teams to sell that new functionality, the decision will never realize its potential. Don't simply train your sales teams on the features and functions of your platform, rather equip them with how to sell the value of the holistic solution broader and deeper in the prospect organizations. It's about articulating value and differentiation, but it's also necessary to define the sales process and qualification method that will enable your reps to effectively maneuver through more complex sales.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

Use our Discovery Guide to teach them to ask the right questions at the right time and subscribe to our blog.

Blog Feature

Categories: Sales Messaging  |  Sales Transformation

A Sales Enablement Perspective: Enabling Command of the Message®

Marco Davi is a sales enablement professional with 15 years' experience in high-growth companies. He has worked with Force Management on our Command of the Message®  offering, implementing the program with a global sales force. Marco was responsible for the rollout in the UK office which included about 100 people.  He is also a certified facilitator of the program having participated in our training certification program.  Introducing and rolling out Command of the Message (CoM) in an organization is a major step in improving the overall sales strategy. As a sales enablement leader, I have seen and implemented my share of training programs. However, in my experience, Command of the Message is different than other off-the-shelf-type offerings because of its customization, particularly around the products and/or services that you sell. This customization is what creates immediate impact and provides sales reps with something they can use directly after attending the in-person training session.

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Blog Feature

Categories: B2B Buyer  |  Competitors  |  Industry Insight  |  sales challenges

Understanding Why Sales Organizations Win: Q&A With Sales Researcher

Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis. Both solutions provide analytical insights that help companies win more and identify the root causes that lead to lost revenue and customer churn. In advance of her webinar with Brian Walsh, Force's content team asked Melissa to share some perspective on her research and the companies with which she works.

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Blog Feature

Categories: Sales Kickoff

Our Best Sales Kickoff Resources

It is never too early to start thinking about your sales kickoff. Having a specific plan to align the event with the overall company growth goals and objectives for the year is critical to not only the event's success, but will help drive results after the kickoff. The best sales leaders in the world understand these events are about more than just the sales team. Used strategically, they can align the overall company on what's most important - the customer. That's why we've been writing a lot about the sales kickoff these past few weeks. The more your event is aligned with company-level objectives, the more it will set your salespeople up for success in the next four quarters.

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Blog Feature

Categories: Competitors  |  Differentiation  |  Sales Discovery Process

The Missing Link Between Your Differentiation and Your Buyers

There are a lot of organizations out there that tout what makes them different from the competition. However, at times, that differentiation is simply talk and no action. What's on the PowerPoint slides fails to translate to the real-life customer experience. You can't just proclaim differentiation as an organization. You need to be able to justify it and demonstrate you really do what you say you do. That's step one. Step two is another area where many organizations fall short. It involves equipping your reps with the ability to articulate differentiation in a way that has meaning to the buyer.

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