Categories: Company Alignment | MEDDICC | Sales Messaging | Sales Transformation
Scaling a B2B tech company isn’t all about getting more revenue. In fact, unpredictable growth can cause a promising company to nosedive by making big bets that it can't follow through on. To scale successfully, you need a repeatable system that allows you to forecast revenue accurately and consistently deliver on value to retain revenue. Many organizations and their leaders struggle with these same questions as they target the next level of growth: How do we keep teams aligned and productive as we grow and add new talent? How do we improve forecasting accuracy and revenue predictability? How do we ensure our strategy translates into measurable board outcomes like higher Average Contract Value (ACV), Annual Recurring Revenue (ARR) growth and reduced Customer Acquisition Cost (CAC)? If you’re leading a SaaS or tech organization, achieving alignment at three levels — executive, cross-functional, and within teams — can be the difference between scaling successfully and stalling out. To explore how alignment impacts your growth goals, we'll draw on the story of how one company, Caveonix, applied these principles to drive measurable results like a 200% growth in ARR, a 30% decrease in average sales cycle length, and a 94% decrease in CAC.
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Categories: Company Alignment | MEDDICC | Sales Messaging | Sales Transformation
When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting product, delivery, operations, and finance. Unreliable revenue means falling shortof the expectations of your board and leadership. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively. Leaders of revenue teams with a high slip rate need a systematic fix for an organizational challenge. On the Revenue Builders Podcast, hosts John Kaplan and John McMahon met with featured guest John Donnelly III, CRO with DTiQ and Co-Founder of e2log, to break down the reasons why deals slip, and the strategies leaders can use to solve the problem.
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Categories: Company Alignment | Sales Transformation | Sales and Marketing
In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.
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Categories: Company Alignment | Sales Training Initiative | Sales Transformation
So you invested in a sales enablement initiative. Maybe you launched a new sales methodology or qualification framework. But six months, a year, two years down the road, you realize it’s not delivering the results you need.
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Categories: Company Alignment | Customer Success | Differentiation | Sales Leadership | Sales Training Initiative
With countless sales training and enablement providers vying for attention, choosing the right partner can feel like navigating a maze of promises and playbooks. So why choose Force Management as your partner for driving the change that yields outcomes like improved sales productivity, better forecasting accuracy, and lowered churn? Because we don’t just train sales teams—we transform them. Hundreds of sales leaders who’ve partnered with us multiple times say that our approach stands apart from other options by what happens before, during, and after our training events. Long before your team’s training starts, we help your leaders achieve alignment on the most critical messaging, differentiation, and selling processes for your customers. We extend this work beyond your SKO or training event, integrating it into your company’s DNA to instill the discipline needed to drive progress and meet targets every quarter. It’s all three: the power of the pre-training executive alignment workshops, the best-in-class sales methodologies customized for you, and the dedicated customer success team that helps ensure lasting impact and results. Here are details on the pre-work and post-work that anchor major sales initiatives, along with insight from B2B tech leaders on how this approach led to successful outcomes for their companies.
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Categories: Company Alignment | Sales Productivity
At Force Management, our focus is helping our customers achieve revenue results, even long past their initial engagement with us. That's why we're continually sharpening our methodologies and tools to make them more robust and valuable for our clients. As many organizations continue to face uncertain market conditions, causing higher scrutiny and hesitancy from buyers, we know you still have your sights set on big revenue goals — and we're determined to help you make them happen.
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