Ping saw an immediate impact in the way they structured the cadence of their sales meetings and their territory planning.
"That impact translated almost immediately to our customers as well because we had a common language we were all speaking,” he said. Ping’s ability to drive adoption of the methodology created a stream of wins for the sales organization including:
- 7 out of the 10 largest subscription deals in company history
- 45% growth of subscription product year over year
- Turned around an opportunity where they were ruled out, to winning the business three months later
“There’s tremendous value in bringing Force Management in, whatever product you’re selling,” said Packer. The time to value is short. Much shorter than I’ve had with applications of other sales methodologies, but I’ve never had one as comprehensive as this either.”
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