Categories: Sales Negotiation
Too many sales organizations approach negotiations as a series of tactics that need to be executed at the end of a sales process. Reps negotiate without a defined strategy, that leaves them helpless when dealing with much more experienced procurement professionals. They don't know what their give-gets are and if they do, they aren't aligned to the overall company strategy. Legal is going into the negotiations blind without the context they need to effectively respond in the negotiation. Frankly, by the time the deal is done, the margin is no where near where it should've been and sales leaders are left shaking their heads in frustration.
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Categories: Sales Process
Paul Liberatore was the Senior Sales Enablement Manager for U.S. and Canada at Welch Allyn, a leading global healthcare solutions company. Liberatore has more than 20 years’ experience managing enablement and e-learning. Force Management began working with Welch Allyn in 2012 in an effort to improve overall sales effectiveness and generate more revenue per seller. The competitive medical marketplace is dealing with unprecedented fiscal challenges. As providers of all sizes continue to maneuver through health care reform, keeping your sales team prepared for the next hurdle can be a daunting task.
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Categories: Sales Transformation
Job growth in the IT sector is outpacing all other sectors and expected to grow 13% by 2026, according to the Bureau of Labor Statistics. The opportunity for jobs is one thing, filling them is quite another. This recent Wall Street Journal article noted that unemployment in the IT sector dropped to a 20-year-low, forcing employers into a "historic" fight for people to fill critical roles. For the staffing industry, these dynamics will put many firms at risk. If you don't have the right people to help your clients, they'll look elsewhere. The staffing organizations that will excel in this unique environment will have tools, processes, and content behind how they address these customer and candidate dynamics.
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Categories: Sales Leadership | Sales Transformation
You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.
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Categories: Sales Leadership | Sales Productivity
Are we wired naturally to be elite? Regardless of your title, role, occupation, the opportunity to be elite is sitting right in front of us. Salespeople, leaders and organizations strive to drive higher win rates, larger deals and better margins. Investors, shareholders and executives aspire to build high-performing sales teams, capable of maximizing market opportunities. They are not looking for okay, average or even good. They are looking for awesome, exceptional and elite.
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Categories: Company Alignment | Sales Conversation | Sales Leadership | Sales Productivity
Hear from Joe Marcin, former SVP of Global Sales at ClickSoftware. Click is a leader in field service management solutions, arming service leaders with real-time recommendations and operational intelligence. ClickSoftware was purchased by Salesforce for $1.35 billion. Joe is an experienced sales leader who has a breadth of experience selling complex software solutions globally. Force Management has worked with ClickSoftware to improve its sales productivity.
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