Our Best Resources for Sales Success

You know how important Champions can be to your sales process. But, how do you test them?

TESTING CHAMPIONS

We share steps sales leaders and sales enablement teams can take before, during and after the training event.

REINFORCEMENT

We share best practices for shifting to selling a platform solution.

SALES MESSAGING

We share best practices for aligning solution differentiation to your buyer's decision criteria.

SALES MESSAGING

This podcast covers best practices for using metrics to your advantage in your sales conversations.

SALES PROCESS

John Kaplan breaks down three key areas to assess if you have a pipeline full of deals that just won’t close.

SALES PROCESS

John Kaplan breaks down key triggers to watch out for and ways to hold yourself accountable.

SALES PROCESS

How salespeople and sales leaders can best use this time, even in the face of unprecedented circumstances.

SALES COACHING

Brian Walsh runs through how to play the long game in sales leadership or even in your selling role

SALES COACHING

This episode is meant to bring you some motivation and inspiration as you focus on this month, this quarter and this year.

SALES TRANSFORMATION

In this episode, John Kaplan talks through how you can use our concept of the Essential Questions to align with your buyer and address your customer’s evolving challenges.

SALES MESSAGING

John Kaplan talks through how to ensure you get the resources you need to close the deal and make your number.

SALES PLANNING

John Kaplan covers how you can focus your sales teams on having purposeful conversations right now

SALES MESSAGING

John Kaplan walks through simple things you can do as a sales leader or manager to keep your teams motivated and disciplined

MANAGERS

Tim Caito shares how to best prepare yourself (and your teams) for popular buyer tactics

VALUE NEGOTIATION

This episode is just for people who are new to a head of sales role or for those people who are looking to jump ship. John Kaplan outlines the key areas you need to assess for your success plan.

SALES COACHING

Front-line sales managers typically have one of the toughest jobs in the entire sales organization. In this podcast, John Kaplan runs through best practices for helping them be successful.

MANAGERS

Growing companies are often challenged with translating the founder’s vision and story into sales conversations that highlight the value and differentiation of the solution.

SALES GROWTH

John Kaplan explains how salespeople can be uncommon in their call preparation and conversations, so they can successfully earn the right to move their prospects into active opportunities.

SALES MESSAGING

John Kaplan covers the concept of a leadership footprint

SALES COACHING

Tim Caito discusses best practices managers and sales reps can instill into their negotiation process to ensure their business and procurement buyers view their solutions as valuable

VALUE NEGOTIATION

John Kaplan explains what it means to have an ‘audible-ready’ sales organization.

SALES MESSAGING

John Kaplan talks through the three things you need in every deal, minimizing no decisions, discounts and other risks to their pipelines.

SALES PROCESS

Brian Walsh talks through how to enable your sales teams to drive results using MEDDICC.

MEDDICC

We discuss how sales organizations are moving forward right now in a remote environment.

SALES TRANSFORMATION

Do you really have a champion or just a coach? If you’re a manager, how are you helping your reps find, develop, and test their champions?

SALES COACHING

Elite sales organizations have a process for gathering these proof points so their sellers can use them to drive high-value deals forward.

SALES MESSAGING

From warming up cold calls and building pipeline to asking trap setting discovery questions, and getting to the economic buyer, John Kaplan covers it all.

SALES TRANSFORMATION

Key ways to improve productivity and keep yourself and/or your sales teams motivated by being uncommon in what you do

SALES COACHING

How sales organizations can benefit from generating alignment between their SDR/BDR organization and their sales organization

SALES COACHING

What are the key differences between mediocrity and greatness? What separates the best salespeople from the rest?

SALES TRANSFORMATION

Brian Walsh shares personal experiences and tips on the art of great discovery and how your sales teams can earn the right to ask the hard questions and move opportunities forward.

DISCOVERY

Tim Caito explains how refining the internal process can enable your sales organization to increase deal velocity and achieve better outcomes.

VALUE NEGOTIATION

What your sales teams can do to win more when they’re up against professional buyers.

VALUE NEGOTIATION

How sales leaders and managers can make sure their strategic initiatives provide value for their sales organization.

SALES TRANSFORMATION

Three fundamentals elite salespeople use to sell and win against a “do nothing” buyer mindset.

SALES COACHING

We say these phrases so often, we decided to make a whole podcast about them.

SALES COACHING

Brian Walsh covers how you can assess gaps in your sales messaging and qualification processes to chart an efficient path to scalable, revenue growth.

SALES MESSAGING

Patrick McLoughlin talks through the concept of active listening and the fundamentals elite sellers execute flawlessly.

SALES COACHING

Are you considering a new opportunity? Do you feel good about the company you’re working for? Are you working for a company that’s set up for growth or are you on a sinking ship?

SALES TRANSFORMATION

Frank Azzolino, Force Management Senior Partner, has sold for years. He’s been there - done that. He also is a great teacher. Learn his top tips.

SALES COACHING

Being able to align the technical capabilities of a solution with the business outcomes that solution can provide is a key attribute of elite sellers.

SALES MESSAGING

How to conduct demos in a way that is value-based and improves your ability to win.

SALES TECHNOLOGY

How to adjust your own preparation cadence to ensure better success in the remote environment.

SALES COACHING

One thing we often emphasize at the end of each year is coming up with a plan to make the plan. This year, that planning process may look a little different. What are you going to change next year?

SALES COACHING

What SDRs and AEs can do to establish a handoff process that ensures your buyers feel heard and interested in continuing to move the deal forward.

SALES MESSAGING

John Kaplan talks through specific things you want to pay attention to if you’re making this shift in your career.

SALES MESSAGING

John Kaplan shares the prepping and practicing tactics he uses and teaches to accomplish critical meeting goals and achieve success in his deals.

SALES MESSAGING

John Kaplan covers the two mindsets he used when coming off either a good year or a year riddled with challenges.

SALES PROCESS

Marty Mercer stops by the podcast to provide tips on steering a buyer’s solution requirements away from your competition (including an impending “do nothing” or “no decision”).

VALUE NEGOTIATION

John Kaplan covers three types of questions you can use to help buyers articulate their business challenges.

SALES MESSAGING

Three key questions you need to answer for your economic buyer in order to propel a deal forward.

SALES MESSAGING

Hear how you can differentiate your solutions from all other outcomes to close your current and future deals faster.

SALES PROCESS

Tim Caito shares how you can set yourself up for success before price conversations begin — and in the end, close for a premium.

VALUE NEGOTIATION

Kathleen Schindler, Force Management Managing Director of Customer Success shares current best practices sales leaders are using to make changed behaviors stick.

SALES TRANSFORMATION

How to dig deep in discovery conversations in a way that creates a healthy tension in the conversation.

SALES MESSAGING

Small tricks he uses to make sure he keeps sales conversations focused on the customer.

SALES MESSAGING

best practices from salespeople and company leaders who have enabled their teams to sell higher, aligning to bigger business problems.

SALES MESSAGING

Author and Sales Leader John McMahon joins John Kaplan to discuss themes in his new book, “The Qualified Sales Leader”.

SALES TRANSFORMATION

Our latest podcast tells the uncommon story of Brandon Burlsworth.

SALES COACHING

Subscribe to the Revenue Builders Podcast, go in the barrel with John McMahon and John Kaplan.

PODCAST

If you’re beginning to plan next year’s sales kickoff, this episode is a must-listen. Force Management co-founder John Kaplan and five-time CRO John McMahon talk about what the best SKOs do and how to structure the event so it’s meaningful, motivating, and focused on execution

SALES KICKOFF