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Categories: Buyer Alignment  |  Sales Messaging

The Missing Link Between Your Differentiation and Your Buyers

There are a lot of organizations that tout what makes them different from the competition. However, at times, that differentiation is simply talk because sales reps are unable to articulate that differentiation in terms of buyer needs. Cross-functional alignment on the competitive differentiation of a great B2B solution and a sales consumable framework that enables reps to leverage that differentiation, can have a major impact on the sales team’s ability to win more and close higher-value opportunities. See how successful sales leaders generate this alignment and operationalize it in a way that drives repeatable sales impacts and company-wide benefits.

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Categories: Buyer Alignment  |  Sales Productivity  |  Sales Transformation

5 Actions That Increase Sales Performance

Every sales leader wants to get more out of their current sales team. How do you boost sales performance with what you have? In our recent webinar, Force Management's President, John Kaplan, and Chief Operating Officer, Dave Davies, discussed what sales leaders are doing right now. We’ve broken down our top five takeaways and action items from their conversation. If you want to watch the full discussion, get access to the on-demand webinar here.

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Categories: Buyer Alignment  |  Sales Kickoff  |  Sales Messaging

Four Reasons Your Sales Messaging Framework Needs a Refresh

Your sales reps are having conversations with critical leads right now. The challenge for many organizations is that those buyer needs may have changed or perhaps the solutions they’re selling have shifted. In the flurry of trying to drive pipeline and close deals, stopping to train sales teams on the tools they need to excel in this environment may unfortunately, fall by the wayside. 

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Categories: Buyer Alignment  |  Sales Messaging

The Right Methodology to Ensure Your Technology Sells

Finding new ways to meet evolving buyer needs is the cornerstone of every great sales organization. The current environment has many companies adjusting product road maps and sales campaigns, trying to align with the most pressing needs of their specific marketplace.  Given the current state, you, as a sales leader, have a huge opportunity to enable your sales teams to sell new products (or your exciting offerings) in a way that drives competitive revenue growth. How you enable your sales organization to sell your technology will play the biggest role in their success, and your success. Here’s how you can make the biggest impact:

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Categories: Buyer Alignment  |  Company Alignment  |  Front-line Managers

Three Ways Sales Leaders Can Shape What's Next

The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal.

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Categories: Buyer Alignment  |  Sales Productivity

Reframing Your Buyer Message for What’s Happening Right Now

In the changing environment, your buyer’s challenges may also be constantly shifting. Elite sales organizations are assessing how this economic environment is impacting their buyers and adjusting their sales message accordingly.

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