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Categories: Sales Discovery Process

Our Most Popular Content on Executing Effective Discovery

We write a lot about executing an effective discovery process. It’s one of our most popular blog topics, likely because it’s one of the most important components to a value-based sales conversation. Effective discovery helps separate you from other salespeople, putting you in a better position to influence the decision criteria, instead of simply reacting to it. Top sellers know that solid discovery helps the customer clarify their thoughts and may encourage them to think about their situation in a way they haven’t before. We rounded up some of our best resources on executive effective discovery. Use them to your advantage.

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Categories: Sales Conversation  |  Sales Process

Get Better Results by Simplifying Your Meeting Objectives

Sales calls can easily go awry when you try to accomplish too much. Your prospects may become overwhelmed or confused, and you may miss out on key opportunities to advance the deal. Before your calls, determine the key objective you want to accomplish in the conversation. Prepare your agenda accordingly.  

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Categories: Differentiation  |  Podcasts

Ensure Success by Staying Aligned with Your Champions

You’ve found a champion, now ensure you are leveraging their power, influence and vested interest in your success. Are you guiding your champion through their buying process, or are you dragging them along through your sales process? Continuously help your champion drive the success of the deal by staying aligned with their internal challenges and coaching them on how to execute effectively inside the account. Here are key ways to stay aligned with your champion to ensure a positive outcome: 

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Categories: Podcasts

2020 Podcasts: Improve Your Ability To Win More, Faster

“Some people want it to happen, some people wish it to happen, others make it happen.” - Michael Jordan You’ve likely got goals for yourself next year; to hit consistent quotas, gain higher commissions, speed up your close rates, etc. What’s your plan to make it happen for yourself? Top performers are constantly honing their craft, even if it’s just fifteen minutes a day — recapping what worked well in previous deals (or what didn’t), seeking advice from their team, or listening to tips from those with years of sales experience. Finding daily small ways to improve your skills can make a big difference in where you’ll be sitting this time next year.

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Categories: Podcasts  |  Sales Discovery Process

Why Your Active Listening Skills Are Crucial to Hitting Your Number

Great discovery questions can only get you so far if you’re not prepared to really listen to the answer in a way that enables you to dig deeper or pivot decisively. Listening is just as crucial, yet not always the easiest to master. Many people think they are good listeners, but sadly miss the mark.  Active listening is a key skill that elite sellers possess — and they are able to speed up their deals and close at better margins because of it. Understand what preparing to actively listen looks like and how you can refine your listening skill set to sell more, faster.

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Categories: Sales Conversation

Remember these Phrases to Sell More Deals

If you’ve been around Force Management for any bit of time, you know that we have some phrases we repeat often. Here are three:  “How big is the problem?” “Help them get to a place they can’t get to on their own” “What you do matters”  They’re simple, but powerful reminders for any of us in sales. Put them on your mirror. Write them down in your journal. Instagram them. Recite them over and over as you develop sales strategies and progress your opportunities.

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