Categories: Sales Leadership | Scaling Sales
First principles thinking is a reasoning process used by some of today’s top innovators to look at complex problems through a new lens. The concept is based on Aristotle’s writings about first principles, which he called the “first basis from which a thing is known.”
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Categories: Differentiation | Sales Messaging | Scaling Sales | Unicorn Companies
If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any private company – to reach a valuation of $1 billion without an IPO. As a revenue leader, your success is tied to securing growth, increased returns, and higher valuation. So what do unicorns and their leaders do differently that sets them so far apart from the competition?
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Categories: Mission Critical Success Series | Sales Leadership | Sales Qualification
As a revenue leader, your timeline to results is critical. Stakeholders and board members want to see outcomes, and you need constant progress from your teams to reach ambitious revenue targets. No strategic pivot is immediate – many initiatives can take at least a full sales cycle to reach full adoption and have visible impact on revenue numbers. If you’re looking to supplement your strategy with something that can affect revenue as soon as this quarter, consider launching a qualification update or reinforcement initiative.
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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: CRO Best Practices | Sales Kickoff | Sales Leadership
The sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a way that is relevant to your company's top priorities and revenue goals for the year? Force Management has worked with hundreds of organizations to help them execute sales kickoffs that advance their strategic revenue goals. Today, we're calling on insights from three of our veteran facilitators who design, plan and lead kickoff training events that get results. Here are the leadership actions after the sales kickoff that they've seen drive positive business outcomes.
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Categories: Company Alignment | Sales Kickoff | Sales Productivity
As we start the new year, many of us are also launched into SKO season. As a revenue leader, you've invested budget, time and resources into this event - with the assumption that you will see ROI in terms of your strategic revenue goals. Your goal may be to improve upon last year's performance by training up new or underperforming members of the sales team and communicating expectations. The sales kickoff is a prime opportunity to build momentum, right the course and chart the path towards increased sales productivity and revenue. In order to achieve desired levels of growth and productivity, leaders must ensure that their presentation addresses the needs of every member of their sales team.
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