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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.

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Categories: Sales Leadership  |  Sales Productivity  |  sales pro

Your Sales Motion: Taking it from Excellent to Elite

Are we wired naturally to be elite?  Regardless of your title, role, occupation, the opportunity to be elite is sitting right in front of us. Salespeople, leaders and organizations strive to drive higher win rates, larger deals and better margins. Investors, shareholders and executives aspire to build high-performing sales teams, capable of maximizing market opportunities. They are not looking for okay, average or even good. They are looking for awesome, exceptional and elite.

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Categories: Company Alignment  |  Sales Conversation  |  Sales Leadership  |  Sales Productivity

Enabling a Global Sales Organization: Q&A with a Sales Leader

 Joe Marcin is the SVP of Global Sales at ClickSoftware. Click is a leader in field service management solutions, arming service leaders with real-time recommendations and operational intelligence. Joe is an experienced sales leader who has a breadth of experience selling complex software solutions globally. Force Management has worked with ClickSoftware to improve its sales productivity. In advance of his webinar with Tim Caito, Force's content team asked Joe to share his perspective on sales effectiveness. 

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

Use our Discovery Guide to teach them to ask the right questions at the right time and subscribe to our blog.

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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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Categories: Sales Productivity  |  Sales Transformation  |  sales challenges

Your Next Sales Career Opportunity: A Conversation For Sales Professionals

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.  Throughout my 20-year career of recruiting for and building software/SaaS sales organizations, no one has taught me more about my craft than John McMahon. The incredible part of my statement is that John has never been a recruiter. I believe that John is one of the most successful and influential people in the SaaS Industry. For instance, John helped develop Adam Aarons (former CRO of OKTA), Dali Rajic (CRO of AppDynamics), Chris Degnan (CRO of Snowflake), Dan Fougere (CRO of Datadog), Cedric Pech (CRO of MongoDB) and even John Kaplan and Grant Wilson of Force Management.

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Blog Feature

Categories: Adoption and Reinforcement  |  Sales Consumable Tools  |  Sales Productivity

3 Ways Leaders Can Drive Sales Methodology Adoption through Technology

As a sales leader, you’re responsible for ushering your sales organization through different seasons of growth. On the journey, you’ll probably sort through a myriad of changing people, processes, tools and content. Along the way you’ll work hard to identify and leverage what’s working and change what isn’t. 

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Blog Feature

Categories: Sales Productivity

The Worst Super Bowl Ever? A Lesson in Sales Discipline

Well it happened again! I woke up the day after a big sporting event and read the news a little perplexed. The headline read, “Super Bowl draws lowest TV audience in more than a decade”. Another read, “Boring game plus New Orleans rebellion leads to ratings drop”.

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