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Blakely Roth

Blog Feature

Categories: Sales Productivity

Key Ways You Can Make the Most of Your Next Sales Training Session

If you’ve been selling for a bit, you’ve been through your fair share of SKO events, sales training, sales methodologies, eLearning courses — the works. While some of these sales trainings may seem repetitive, others may have had a positive impact on your career. The way you approach these initiatives is directly correlated to how much value you get from the trainings. Elite sellers show up to sales training events with an understanding that this moment could have a significant impact on their quotas and their customer’s ultimate success. Show up with a mentality to maximize results and ensure you get value from your next sales training. Here are a few tactics you can use to get the most out of any sales training. 

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Categories: Sales Productivity

5 Tips to Make Role Plays More Valuable

Role plays can play an important role in your ability to execute great sales conversations. They ensure you aren’t practicing your sales message in front of the customer. They allow you to test your agenda/question flow for gaps and prepare ways to pivot based on how the customer responds. When role plays are executed correctly, they provide valuable takeaways for everyone involved. Here are some best practices to ensure role plays are worth your time.  

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Categories: Differentiation  |  Sales Conversation

Your Virtual Sales Persona: Five Areas to Assess for Success

Elite sellers stand out not just by what they sell but by how they sell. How you sell virtually can help you differentiate yourself from competitors and help you build trusted advisor status within your accounts.  Having a seamless and professional virtual presence is the least your buyers expect in remote sales conversations. This expectation leaves no time to let up on basic best practices. Don't let your competition win on better prep and execution.  Assess your virtual persona and ensure you’re maximizing your return from these important sales conversations. Here are some key focus areas:

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Blog Feature

Categories: Podcasts

Being Elite: Four Lessons Learned From a Sales Veteran

We recently caught up with Force Management’s Senior Director of Consulting Patrick McLoughlin on the Audible-Ready Sales Podcast. He shared some lessons learned in his 30+ year sales career. Here are our top takeaways from that conversation.

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Categories: Sales Discovery Process

How to Stack Customer Requirements in Your Favor

If you want to steer a buyer’s solution requirements away from your competition (including a “do nothing” or a “no decision”), there are a few key areas of your sales conversation that you can focus on to successfully stack customer requirements in your favor.

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Blog Feature

Categories: Sales Discovery Process

How to Get Higher in Your Prospect's Organization

Who doesn’t want to get higher in an organization and gain more access to people with discretionary funds? If you feel like you’re consistently selling to the lower rungs of your customers' organizations and your managers are telling you to get higher, you likely need to adjust your sales conversation. Remember, whoever you’re working with in a buyer’s organization is one of many. Selling higher requires you to expand your point of view on the business perspectives of other key players in a buyer’s organization. At the same time, avoiding stalls, losses or delegation requires you to expand your buyer’s point of view on the benefits of an enterprise-level business case, not just a business case for their siloed needs. Improve your ability to gain access to decision makers higher, wider and deeper in a buyer's organization and make an impact. Here are three common reasons why salespeople sell low and how you can shift your process to sell higher.

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