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Improve Qualification and Revenue Predictability

Equip your entire customer-facing organization to efficiently qualify, progress and close sales opportunities.

Get your teams working smarter and faster.

Ensure everyone knows their role and masters the hand-off to the next department.

Defined Accountabilities
Ensure everyone knows who does what when, and is accountable for the result. 
When your account teams speak the same language, everyone understands how to qualify a deal and what it takes to move to the next stage. 


Improved Deal Velocity
When everyone knows their job and what’s required, your deals move forward more efficiently.


Revenue Predictability
Build confidence in the forecast with a predictable process.


Proven Methodology

The MEDDICC methodology cuts down on the confusion of deal qualification, creating consistency in the sales process and driving revenue.

Top Sales Organizations & Command of the Sale® Success


Customized and Relevant

A sales execution plan based on your buyers.

Build a B2B sales process and qualification structure that’s aligned to how your buyers make decisions.
On-Demand Webinar |
Accurately Predict Revenue

Watch our on-demand webinar with Senior Partner Brian Walsh.
He covers key steps that will help you improve your sales
qualification process across your sales organization and for the long term. 

Watch It Now

The Tools to Reinforce

Equip a team of coaches  

Our methodology plans for adoption at the beginning, ensuring your managers know how to find opportunity gaps early in the forecast, which improves qualification and overall process efficiency.
Watch the video to learn how we accelerate adoption with The Command Center®, our on-demand digital content hub. 

An On-Demand Digital Content Hub that Accelerates Adoption

The Command Center is a mobile application and engagement platform that accelerates adoption by giving your reps, managers and executives 24-7 access to content, tools and resources that support your engagement.


Reinforcement of Sales Methodologies

Ensure Alignment in Sales Execution

You need it to be efficient.

The only way to guarantee a sales process that does what you need it to do, is to ensure your entire company understands their roles and accountabilities they are responsible for along the way. This cross-functional alignment will get you the results you need, repeatedly.

The Command of the Sale Focus

Work back from what’s most important for your customer and
ensure your teams improve deal velocity and predictability.
Gain a comprehensive understanding of how to align sales activities with complicated buying processes
Define customer outcomes to move an opportunity forward
Inspect, dissect and analyze current pipeline opportunities to determine what's needed to improve qualification
Understand when to walk away from the opportunity

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"Our sales athletes began to truly focus on asking great discovery questions and making sure they were performing thorough business assessments. That shift made it so much easier to drive value-based conversations and truly understand the size of the business problems we were solving. From there, we could start to differentiate not only what we sold, but how we sold it – and command a premium on our deals.”

Joe Marcin, Senior VP Global Sales

Read the Full Case Study

This isn’t a Cookie-Cutter Sales Approach

The Process that Ensures Results


1. Discovery

Our Command of the Sale methodology begins with a discovery phase. Our project team gathers the insights needed about how your company and organizational structure facilitates the customer engagement process.

We'll assess how the sales process is working now, how your buyers engage with your organization and any marketplace dynamics that impact how you engage with customers. This phase helps to ensure your deliverables are fully customized and aligned to your company.

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2. Workshops

This step is where your leadership teams create the tools that will be rolled out to the entire organization. Our series of high-impact workshops pull together the knowledge of senior members from your sales, marketing, product, and talent management teams and rapidly develops the needed content for integration and delivery.

This stage is pivotal because it sets the stage for organizational alignment. Customers tell us repeatedly that these workshops are essential to ensure that all of your teams are on the same page and are able to execute in a way that improves the bottom line.

See how we use the MEDDICC methodology to align both buyers and sellers around sales qualification that drives results.

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3. Integrate

After the workshop phase, you'll have drafts of the key deliverables that will improve the way you advance the sales process. During integration, we ensure this content is adapted into our baseline curriculum. We also identify and develop any new materials that are needed to support the sales training. 

Our project teams will work to ensure that everything rolled-out to your customer engagement teams has cross-functional agreement and is relevant to what they do every day. During this process, we also make sure that your delivery event is set up for measurable success. 



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4. Deliver

Delivery is the stage where the work of the team is launched to the sales organization. This step is where we focus on the B2B sales training that will give your teams the proficiency and tactical skills they need to improve sales execution. 

Our approach is based on state-of-the-art adult learning models. The majority of the instruction consists of role plays and practical exercises that leverage real-world selling scenarios. Pre-work for the delivery is managed through our Command Center engagement management system. 

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5. Sustain

This may be the most critical step and is one area where our customers see the Force Management difference most often. We ensure that the desired behaviors are adopted in the short-term and sustained in the long-term, resulting in the necessary ROI for the initiative.

Our methodology focuses on adoption from the start so immediately after training, your leadership teams, managers and reps understand the critical activities they need to do to leverage Command of the Sale in their work environments. The Command Center, our engagement management system, provides online courses and reinforcement modules that drive consistent adoption of the methodology.

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This Isn’t Your Average Sales Initiative

Contact us for more information on Command of the Sale.