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Categories: Sales Leadership  |  Sales Productivity  |  sales challenges

The Fourth Quarter: What's Your Plan?

Now is the time many of us assess how our year has gone. Some of you may be scrambling to make the number, hinging the year on a few deals that you're waiting to close. Others of you may be riding out the quarter, perhaps pushing some deals into next year to give yourself a little runway.

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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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Digging Deep Creating the Right Questions Flow for Effective Discovery

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Categories: sales challenges

Launching a Sales Initiative: What We Tell Clients Who Say They Can "Do it Themselves"

It's a conversation that can be uncomfortable. When we are talking to sales leaders and executives, we are most often dealing with very smart people. They know how to lead, how to sell, what's needed to be successful and perhaps more importantly, what's not.

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Categories: Industry Insight  |  Sales Process  |  sales challenges

Sales Best Practices: Enabling a Challenger Sales Team

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 Leadership  |  Sales Transformation  |  sales challenges

Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative

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 Productivity  |  Sales Transformation  |  sales challenges

Your Next Sales Career Opportunity: A Conversation on Mistakes to Avoid

Chad Peets is a Managing Director of Sutter Hill Ventures. He is responsible for GTM hiring globally and has placed more than 2500 software sales executives. Chad shared his recent conversation with John McMahon with The Command Center blog.  McMahon is a Force Management customer, a sales veteran and an adviser to some of the world's most successful software companies.  This post is part two of the conversation. Read part one here.  In the last conversation with John, we discussed components to consider when picking your next sales career opportunity. We reviewed the "3 Why’s" and five critical factors that should help you analyze if the company is going to be the right one for your next move. In this post, we discuss the mistakes people make when deciding on their next move. John provides some good food for thought as you consider your next opportunity. 

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