Categories: Sales Negotiation | Sales Process
A well-defined negotiation strategy is a critical component of an organization’s success. A great negotiation strategy goes beyond individual seller skills - leaders should create a repeatable framework to ensure negotiation is being executed consistently across all deals to ensure maximum revenue. If your team repeatedly loses margin on deals, loses to competitors based on price or struggles to expand deal sizes, it may be time to assess your negotiation strategy.
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Categories: Sales Coaching Tools | Talent Management
Sales talent is a cornerstone to a best-in-class sales organization. As a sales leader you need the right people on board if you want to hit your revenue goals every quarter. Without a process to attract, hire and retain top sales talent you will waste money on mis-hires, lose talent to the competition and have no way to build a bench strength for growth.
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Categories: Podcasts
In the past month, the Revenue Builders Podcast has hosted some insightful conversations with experienced sales leaders. They discussed their sales journeys, critical career moves, management advice and emerging technologies. We also heard some great perspectives from our hosts, John Kaplan and John McMahon. Tune in below to hear 2025 sales best practices from a variety of established minds in the sales world. We publish two episodes per week, sharing lessons for sales leaders at all stages of their careers. Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
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Categories: Podcasts | Sales Kickoff | Sales Leadership
Force Management Co-Founder John Kaplan and five-time CRO John McMahon recently had an in-depth discussion on the Revenue Builders Podcast about sales kickoffs. Combining their years of experience, they hashed out what works and what doesn't when it comes to planning and leading a kickoff event as a revenue leader. Listen to the full podcast conversation here. Today, we're sharing the top leadership tactics that Kaplan and McMahon have seen make a successful SKO that drives productivity, revenue and valuation. Keep reading for four things that all the best SKOs do.
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Categories: Podcasts
Last month, the Revenue Builders Podcast shared stories from the sales world and beyond of leaders who built, coached and motivated elite teams. From Bowling Green University football coach Brian White to accomplished Human Resources expert Hollie Castro, these leaders have some wisdom to impart on building great relationships and coaching greatness out of the individual. We even get a special one-on-one episode from our hosts on the topic of sales kickoffs, how important they are to teambuilding and alignment, and how to get the most value out of them as a leader. Dig in to the below episodes to stay up-to-date with the latest in sales trends and strategies from some of the brightest minds in the industry. We publish two episodes per week, sharing lessons for sales leaders at all stages of their careers. Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
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Categories: Company Alignment | Sales Kickoff | Sales Training Initiative
This week, we hosted a webinar with Force Management Senior Partner Tim Caito. Tim is our resident expert on sales negotiation and has years of experience planning and leading sales kickoffs. He joined us to share his do's and don'ts when it comes to planning a sales kickoff that drives measurable results on company strategic goals and revenue objectives. Keep reading to learn our takeaways from Tim Caito on the top three actions that will produce SKO results. If you find these valuable, check out the full webinar recording available on-demand. It was an engaging tactical conversation with some intriguing and relevant live audience questions.
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