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The Command CenterTM
The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.
Categories: Sales Negotiation | Sales Process
There are two sides to every sales negotiation - the negotiation with the customer and the internal process that's going on in your own company, as your salespeople try to move a deal forward. When we ask sellers if their internal process helps or hinders their customer negotiations, the answer is always the latter. Most of sales leaders agree their internal process isn't really a process at all, rather a series of one-off requests and fire drills. That's why we encourage growing organizations to develop a negotiation strategy at the organizational level that's aligned with the company's overall growth strategy. Developing that plan requires intention and a concerted effort across your company, but the measurable results are worth the effort. The negative consequences of not taking action may be the very things that prevent your organization from truly realizing your revenue goals.
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Categories: Industry Insight | Sales Process | sales challenges
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 Process
When salespeople learn methodologies, they can sometimes become overwhelmed by the tactics presented. However, effective processes aren't one-time events, they are executed together in one single selling motion. In our new podcast, John Kaplan breaks down some tips and tricks that help reps layer in new processes in a way that's simple and practical.
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Categories: Qualification | Sales Process
You've got a sales qualification process in your organization. You feel like it should be making a difference. However, you feel like it still may have room for improvement. We've been there and we've talked to sales leaders just like you who have felt the same way. Here are some areas we encourage them to focus on to ensure their sales qualification process is making a difference.
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Categories: Sales Negotiation | Sales Process
We like to say that, “all the sins of the sales process come home to roost in the negotiation.” Meaning there is a clear correlation and intersection between your sales negotiation and sales process. If you’ve got a negotiation problem, it could very likely be tied to the ineffectiveness of your sales process.
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Categories: B2B Buyer | Sales Conversation | Sales Process
The key to creating and capturing value in B2B sales organizations often lies in the alignment between sales and delivery or customer success. As an organization, you need an efficient mechanism that enables your teams to speak the same language ensuring that what is promised in the sales process can actually be delivered on after the initial deal is signed. This connection can be a differentiator for a selling organization. It can also help with some of the underlying reasons that cause buyers to choose your solution over others.
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