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Know Your People:
Gain Faster Traction with New Hires

ON-DEMAND WEBINAR

Learn strategies to help you build a hiring profile, onboard efficiently, and manage your teams effectively in ways that separate you from the competition. 

Your SKO: Common Mistakes You Can't Afford to Make

Make or break strategies to drive critical objectives

SALES KICKOFF

Driving the Revenue Mindset

The most successful companies in today’s environment approach the go-to-market motion as a unilateral revenue team. Learn three key areas where leaders can establish a modern revenue mindset to improve efficiency, increase recurring revenue, and boost productivity across the entire revenue organization.

SALES ALIGNMENT

Selling an AI Solution

Artificial Intelligence is a fast-growing market with huge revenue potential. But like any new product category, it comes with a unique sales challenge - how do you create demand with buyers for an emerging and unfamiliar technology?

AI SOLUTIONS

Define the Right Priority for Your Sales Initiative

If you're looking to take your sales organization to the next level, it may be time to consider a sales transformation effort that can equip and align your team to deliver on ambitious company objectives.

SALES TRANSFORMATION

Leveraging Customer Success for Growth

Capture value after the initial sale. Consistently secure renewals and uncover expansion opportunities.

SALES GROWTH

The ROI of Sales Messaging

Elite leaders establish an approach that ensures consistent revenue in today's ever-changing sales landscape. Enable sellers to not only uncover buyer needs in real time, but attach your solution to tangible outcomes, and differentiate yourself from the competition.

SALES MESSAGING

Command What's Next Guide

Learn how sales leaders can align in three areas to ensure success in the next era of organizational evolution.

SALES TRANSFORMATION

5 Must-Do's for Your SKO

We outlined the five non-negotiable actions that elite business leaders take in preparation for the SKO.

SALES KICKOFF

Know Your People

Learn strategies to help you build a hiring profile, onboard efficiently, and manage effectively.

SALES TALENT

How MEDDICC Helps Drive Predictable Revenue | On-Demand Webinar

John Kaplan, President at Force Management, explores the power of the MEDDICC methodology and the benefits it can bring to sales leaders, managers and reps.

MEDDICC

Become a Next-Level Revenue Builder

Hear from C-suite leaders who have been there and done it all, on what it takes to become a next-level Revenue Builder.

SALES TRAINING

Launching a Sales Initiative

Learn what good looks like in a partnership to find an expert who can get you results.

SALES TRANSFORMATION

New Rules for Your SKO in a Changing Economic Landscape

Gain access to strategic insight in this webinar discussion with Force Management Managing Director, Brian Walsh.

SALES KICKOFF

Improve Technical Sales Execution

See stronger performance in complex technical sales cycles by helping your sales reps achieve greater alignment with the technical sales role.

SALES TRANSFORMATION

Sales Transformation Checklist

Best Practices for Leaders Driving Change

SALES TRANSFORMATION

Drive Sales Success During Economic Change

Define what's Mission Critical in a changing economy. Empower your sales team.

SALES TRANSFORMATION

Maximize MEDDICC Results

In this guide, we discuss how MEDDICC works with an effective sales process and a value selling methodology to create an environment where sales reps know how to execute, managers know how to coach and leaders know how to accurately predict revenue.

MEDDICC

The Sales Kickoff: What other sales leaders are doing

There’s no doubt that next year’s SKO will be different from years past. In this episode, we sat down to discuss how some of the sales leaders we work with are approaching their sales kickoffs.

SALES KICKOFF

Building a Culture of Alignment

Resources on how to get your organization aligned with your buyer.

ALIGNMENT

Sales Transformation Initiatives: Three Levels of Results

Experience has shown us that success can take a variety of forms. Varying degrees of effort results in three levels of transformation.

SALES TRANSFORMATION

Intercom Leaders Tell Their Story

The story behind Intercom's rapid growth, as told by their sales leaders.

SALES TRANSFORMATION

Top Resources for Creating Consistent Sales Performance

Use this page as a one-stop resource to enable your reps, your managers and your sales teams.

SALES COACHING

Drive Revenue Predictability Using MEDDICC

A strong qualification process is a critical component to any successful sales process. Drive consistent discovery & qualify opportunities better.

MEDDICC

5 Actions That Fuel Lasting Sales Success

Ignite revenue growth after the launch of a strategic sales initiative.

SALES TRANSFORMATION

Achieve Results with Virtual Sales Training

We’ve always done virtual training at Force Management, but this capability has become much more important to our buyers. These eight strategies enable our project teams to drive impactful results for our customers.

SALES TRAINING

Building an Elite Sales Negotiation Process

Resources to preserve margin and equip your sales teams

VALUE NEGOTIATION

Being Elite: 3 Lessons Learned as a Revenue Leader

In this episode, John Kaplan shares a few lessons he’s learned as a sales leader, the mantra he follows and the one new hire that became an example of what not to do as a sales leader.

SALES COACHING

Rapid Sales Assessment

Keep What's Working. Change What Isn't. Define next steps to transform your sales organization and drive more revenue with our Rapid Sales Assessment.

RAPID SALES ASSESSMENT

Maintaining Momentum: Training Your Sales Teams Virtually

Right now, sales leaders like you are making adjustments, motivating their teams and figuring out the best ways to drive productivity virtually.

SALES COACHING

Become a Next-Level Revenue Builder eBook

A guide to scale sales growth in 3 key areas.

SALES TRANSFORMATION

Maintaining Sales Momentum in Times of Change

CEOs and sales leaders are revising sales plans, facing heavy-hearted decisions, and doing what they can to maintain momentum in uncertain times. Use these resources to increase your ability to compete.

SALES PRODUCTIVITY

How Companies Are Moving Forward Now to Drive Sales Growth

How sales leaders are moving forward right now. Our top practices for rapid revenue recovery and growth.

SALES EXECUTION

Our Approach to Virtual Sales Transformation Initiatives and Training

Watch and learn why our approach to virtual sales training has differentiated us in the marketplace.

SALES TRAINING

Playing Back Your Sales Discovery Sessions

A key part to successful discovery is the salesperson’s ability to articulate what they learned in discovery back to the customer. We call it playing back “What We Heard”.

SALES COACHING

How to Make Sure Your Bad Quarter Doesn’t Repeat Itself

In this podcast, John Kaplan talks through key areas to assess in your own organization after a less-than-stellar quarter.

SALES COACHING

A Conversation with Segment: Aligning Sales with Product

Calvin French-Owen CTO and Co-Founder of Segment invited our own John Kaplan for a chat on alignment, sales and growth.

SALES ALIGNMENT

Buyer alignment drives company-wide benefits for Sysdig

Changing the mindset of the company, with a focus on sales message and qualification was needed to speed up sales cycles and improve business predictability and growth.

SALES TRANSFORMATION

Ultimate Sales Kickoff Resource Guide

Best practices and planning tools for virtual SKO success

SALES KICKOFF

The Right Mindset for SKO Success

How are you going to use the SKO to align your sales organization around the critical outcomes you need to achieve in the upcoming year?

SALES KICKOFF

Sales Methodology Trends in B2B SaaS

If you're preparing to implement a strategic sales transformation, this webinar shares insights you can leverage as you work to successfully scale and operationalize your initiative.

SALES TRANSFORMATION

Testing Your Champion

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

TESTING CHAMPIONS

Reinforcing a Sales Initiative

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

REINFORCEMENT

Improving your Sales Process

Use our Sales Leader Action Guide to develop a sales process that improves deal velocity.

SALES PROCESS

Validate Command of the Message® Success

These 3 easy metrics can provide a quick sales snapshot of your team’s progress using Command of the Message® concepts.

SALES MESSAGING

The ROI of Sales Messaging

Elite leaders establish an approach that ensures consistent revenue in today's ever-changing sales landscape. Enable sellers to not only uncover buyer needs in real time, but attach your solution to tangible outcomes, and differentiate yourself from the competition.

SALES MESSAGING

Working With a Sales Initiative Partner

This video series is designed to help you make a decision about working with a sales initiative partner.

SALES TRANSFORMATION

Must Haves for a High-Performing Sales Organization

Use the list to benchmark your own organization on areas you excel and where you can make the greatest impact this year.

SALES TRANSFORMATION

How to Boost Sales with Ten Small Changes

Ten simple fundamental steps you can pinpoint, clarify with managers and reinforce.

SALES TRANSFORMATION

Enable Your Front-Line Sales Managers

Too often sales managers aren’t trained for their important roles. Here are resources to help train your front-line sales managers to drive success with their sales teams.

SALES COACHING

How On-Demand Technology Drives Adoption of Sales Methodologies

In this eBook, we've outlined what it takes to drive rapid, consistent adoption of sales methods across your entire team and why technology will play a big role in your team's success.

TECHNOLOGY

Increase Sales Revenue

Transformation on every level takes sustained focus and energy. Getting to increased sales revenue takes equal parts of leadership, commitment and guts.

SALES TRANSFORMATION

How to Lead an Elite Sales Organization

Leaders in sales roles have many obstacles to face. Read our insights to help create a sales motion that drives rep productivity and accelerates growth.

SALES TRANSFORMATION

Effective Sales Planning Action Guide

An effective sales plan should also act as a mechanism for sellers to provide reliable information to their sales managers.

SALES PLANNING

Sales Transformation Decision Guide

This guide outlines why a partner perspective can help you drive results, and provides tools and techniques to help set you up for success.

SALES TRANSFORMATION

Boost Command of the Message® Success

Learn how to embody a leadership role for sales transformation and reinforce Command of Message® concepts.

SALES MESSAGING

6 Key Action Steps for Talent Management

Many organizations put talent management priorities at the bottom of the priority list. Unfortunately, that can be a costly mistake.

TALENT MANAGEMENT

Execute Your Land & Expand Strategy

If your current sales strategy isn’t working, it may be time to reassess how you are equipping your reps to expand and how your company is aligned behind the strategy.

SALES STRATEGY

Develop a Sales Franchise Mindset

Shift the mindset of your sales organization to drive a reliable forecast by building pipeline at the territory level.

SALES PLANNING

Social Media in Your Sales Process

It's important to have social media incorporated into your sales process. Learn how to easily incorporate it in a way that drives accountability and line-of-sight.

SOCIAL SELLING

Busting the Myths of Sales Negotiation

Read the five widely-held beliefs about sales negotiation that are based on false assumptions.

VALUE NEGOTIATION

Guide to Articulating Differentiation

Best-in-class sellers know how to articulate differentiation to build a connection back to the positive business outcomes their customers are trying to achieve.

SALES MESSAGING

A PRIMeR for Successful Sales Adoption

Why do so many change initatives continue to fail miserably? Learn how to make adoption a priority for your sales team with this eBook.

SALES TRANSFORMATION

Get Buy-In For Your Sales Initiative

In this eBook we've outlined best practices that come from years of helping sales leaders get buy-in for their initiatives and provide a framework for demonstrating the initiative's value to other departments.

SALES TRANSFORMATION

Improving Sales in Staffing

In this eBook, we outline key components every staffing organization needs to account for before they invest in a sales training initiative.

SALES TRANSFORMATION

Predicting No Decisions

Research says some organizations are losing as much as 30% in revenue because their buyers simply don't make a decision. How do you know if your deal is at risk for a "no decision" outcome? How can you lessen the impact these stagnant deals will have on your forecast?

SALES PROCESS

Taking Command

How to link content with technology to drive adoption success. Watch Matt Jordan, our head of Product Development as he shares critical elements that drive results for our most successful clients.

SALES TECHNOLOGY

Your Next Sales Kickoff: Five Mistakes for Sales Leaders to Avoid

Dave Davies shares the 5 most important elements of a successful sales kickoff.

SALES KICKOFF

From Good to Great

The critical factors that create the most successful sales organizations. How to change sales behavior - for the better and for the long term.

SALES TRANSFORMATION

Accurately Predict Revenue

Build Consistency into Your Sales Process. We know what you need to do to dominate the qualification process in your sales organization.

SALES PROCESS

Building an Elite Sales Organization

Listen to learn the one thing that may be keeping your team from hitting your numbers this year.

SALES TRANSFORMATION

Accelerating Sales Growth

Learn the key action steps to help accelerate revenue growth in your sales organization.

SALES TRANSFORMATION

Align Message, Management & Metrics

Discover how sales leaders can manage opportunities more effectively and drive visibility into the true health of the pipeline.

SALES TRANSFORMATION

Change Conversation With Procurement

Hear us discuss how shifting your negotiation approach can expand the potential value your reps bring to the table in every deal.

VALUE NEGOTIATION

Land and Expand

Equip your reps with the ability to create value for customers. Watch this on-demand webinar to learn how to pivot to a successful land and expand strategy.

SALES PLANNING

How to Get Buy-In For Your Sales Initiative

Best practices for getting other department leaders to support your initiative

SALES TRANSFORMATION

Selling and Negotiating on Value

Watch to learn how to build cross-functional alignment in a way that supports the sales force

VALUE NEGOTIATION

Leading Through Seasons of Growth

Growth is not a one and done endeavor. It’s a continuous push. What happens when you meet or exceed those aggressive growth goals? What’s next? In this on-demand webinar, John Kaplan explains best practices for leading through seasons of growth.

SALES TRANSFORMATION

Actifio

Actifio aligns the entire company behind creating and capturing customer value.

CUSTOMERS

Why Force Management?

To drive sales effectiveness, you’ve got to do the work. No Shortcuts!

OUR PROCESS

Driving Adoption

How our Customer Success Managers drive adoption of methodologies.

CUSTOMERS

Jama Software

Jama Software saw a 10% decrease of average deal cycles and 50% growth of new and expansion business. See how they did it.

CUSTOMERS

Working With a Sales Initiative Partner

This video series is designed to help you make a decision about working with a sales initiative partner.

OUR PROCESS

Facilitator Profile - Brian Walsh

Hear why Facilitator Brian Walsh loves what he does.

FM IN ACTION

The Power of Value Negotiation

Make negotiation an organizational competency. Our in-person negotiation training sessions are just one way we help improve your company's sales negotiation strategy. It's one stage in our Value Negotiation methodology that aligns your organization on the elements of a great deal.

VALUE NEGOTIATION

Scaling Your Company

Zendesk's VP of Sales explains how Force Management has helped their company scale.

CUSTOMERS

Why Force?

Why this sales executive decided to choose Force over the competition

CUSTOMERS

Continued Relationship

Jaimie Buss explains how the continued relationship with Force Management has been beneficial for Zendesk's growth.

CUSTOMERS

The Power of an Agenda

Force Management's John Kaplan explains the importance of sending an agenda prior to sale meetings with prospects.

FM IN ACTION

Execute Successfully

This video outlines the time and resource commitment it takes to drive a successful sales initiative.

OUR PROCESS

Interactive Learning Session

See one of our most dynamic facilitators in action! Watch Managing Partner, John Kaplan, lead participants in an interactive learning session.

FM IN ACTION

A Sales Enablement Perspective

Executive Liz Pulice discusses how Force helps Sales Enablement

CUSTOMERS

Veracode

Veracode drives growth numbers with Command of the Message®.

CUSTOMERS

Opportunity Coaching

Brian Walsh talks through best practices for conducting an effective opportunity coaching session.

FM IN ACTION

Commonly Asked Questions

Here are a few questions that we hear most often.

OUR PROCESS

Welch Allyn

Learn how Welch Allyn's pipeline opportunities increased by several millions of dollars.

CUSTOMERS

Positive Business Outcomes

Force Management's John Kaplan explains why sellers need to get credit for having a role in the positive business outcomes their customers achieve.

FM IN ACTION

Ping Identity

Ping Identity saw opportunity in its marketplace to transform from selling one primary capability, Single Sign-On, to sell more enterprise solutions.

CUSTOMERS

RSA

RSA closed more $1M+ deals than they ever had before with Command of the Message®.

CUSTOMERS

Comparative Differentiators

Force Management's John Kaplan talks about the importance of articulating comparative differentiators in your sales conversations.

FM IN ACTION

Sophos

Shifting from a product sale to a value sale with Command of the Message®.

CUSTOMERS

athenahealth

Sales leaders at athenahealth saw results in almost every part of its sales organization including a 30% increase in lead generation.

CUSTOMERS

Measuring Success

Force Management's John Kaplan discusses the importance of paying attention to minimum requirements and measuring success.

FM IN ACTION

The Workshop Process

Executives discuss the power of the Force Management workshop process

CUSTOMERS

Facilitator Profile - Tim Caito

Learn more about our facilitator, Tim Caito and see him in action at a workshop.

FM IN ACTION

Working with Force

Talent and Sales Executive Kara Gilbert Shares Her Perspective

CUSTOMERS

A Marketing Perspective

Repeat Client Claudine Bianchi explains the value Force brings to Marketing.

CUSTOMERS

A Product Perspective

Hear how Force drove alignment at Jama Software from the SVP of Products and Strategy

CUSTOMERS

The Power of Our Methodologies

Marketing leader Mike Troiano shares his thoughts about the power behind the Force Management methodologies.

CUSTOMERS

Selling the Platform Solutions

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

SALES MESSAGING

Aligning Differentiation to Your Buyer

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

SALES MESSAGING

Metrics in the Sales Conversation

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

SALES PROCESS

Why Your Deals Are Taking Too Long

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

SALES PROCESS

Don’t Be Fooled: Selling to Someone You Know

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

SALES PROCESS

Get Busy: Advice for Salespeople

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

SALES COACHING

Sales Leadership: Playing the Long Game

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

SALES COACHING

The Sales Negotiation Balancing Act

Tim Caito walks through how he's helped top companies streamline their internal processes so they can focus more on their customers.

VALUE NEGOTIATION

The Uncommon Story

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

SALES TRANSFORMATION

Aligning With Your Buyer’s Changing Needs

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

Get the Resources You Need to Get the Deal Done

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

SALES PLANNING

Approaching Your Sales Conversations with Empathy

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

SALES MESSAGING

The Role Leaders Play in Keeping Sales Reps Focused

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

MANAGERS

How to Prepare for Buyer Negotiation Tactics

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

VALUE NEGOTIATION

New Sales Leader Job? Here’s Your Roadmap for Success

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

How to Best Enable Your Front-Line Managers

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

Scaling Sales: How to Sell As Well as your Founder

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

Getting into a New Opportunity

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

Critical Concepts Sales Leaders Must Communicate

John Kaplan covers the concept of a leadership footprint

SALES COACHING

Negotiation FAQs & Best Practices

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

Creating an Audible-Ready Sales Organization

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

SALES MESSAGING

3 Things You Need In Every Deal

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

SALES PROCESS

How Successful Companies Implement MEDDICC

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

MEDDICC

Virtual Sales Initiatives: How to Get Results

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

SALES TRANSFORMATION

Coaches vs. Champions

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

Maximize the Effectiveness of Proof Points

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

Our Most FAQs from Salespeople

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

Staying Motivated in Today’s Environment

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

SALES COACHING

Getting Your SDR Process Right

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

SALES COACHING

How to Move Yourself Beyond Mediocrity

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

SALES TRANSFORMATION

Executing Great Discovery

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

How Your Internal Process is Crippling Your Sales Negotiations

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

VALUE NEGOTIATION

Finding Success with Procurement

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

VALUE NEGOTIATION

Why the Best Sales Leaders Go Beyond Compliance

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

SALES TRANSFORMATION

Competing Against Do Nothing

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

SALES COACHING

Remember These Phrases. Sell More Deals.

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

SALES COACHING

Where Sales Messaging & Qualification Intersect

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

Improve Your Active Listening Skills

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

SALES COACHING

Is Your Company Set Up For Growth?

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

Lessons From a Sales Veteran

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

Leveraging the Technical Mind

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

The Art of the Demo

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

SALES TECHNOLOGY

Virtual Selling Tips & Tricks

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

SALES COACHING

The Pandemic: The Great Teacher

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

The Handoff: SDR to AE

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

Shifting to Bigger Sales & More Decision Makers

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

SALES MESSAGING

Prepare and Practice to Confidently Execute Sales Calls

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

The Mindset You Need to Hit Your Number

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

SALES PROCESS

Stacking Customer Requirements in Your Favor

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

Helping Buyers Reach Their Own Conclusions

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

SALES MESSAGING

Three Questions You Need to Answer For Your Economic Buyer

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

SALES MESSAGING

Reassess Your Deal

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

SALES PROCESS

How To Negotiate Early

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

Reinforcing a Sales Initiative

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

SALES TRANSFORMATION

A Conversation with Coach John Mosley Jr.

From Netflix's Last Chance U series, East Los Angeles College Basketball Coach John Mosley Jr. joins John Kaplan for a conversation on—you guessed it—coaching.

SALES COACHING

Getting Comfortable with Uncomfortable Conversations

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

SALES MESSAGING

Why Are You Talking?

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

SALES MESSAGING

Enable Reps to Sell Higher

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

SALES MESSAGING

Building Sales and Customer Success Alignment

The value of training customer success and the sales team. How Sysdig improved retention rates.

ORGANIZATIONAL ALIGNMENT

Meet the Facilitator: Antonella O'Day

Force Management Facilitator Antonella O’Day shares her lessons learned in her sales career.

FM IN ACTION

Meet the Facilitator: Patrick McLoughlin

orce Management's Senior Director of Consulting and Facilitation Patrick McLoughlin shares lessons learned in his sales career.

FM IN ACTION

A Conversation with John McMahon

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

SALES TRANSFORMATION

Meet the Facilitator: Tim Caito

Tim Caito shares lessons he's learned as part of this conversation with John Kaplan.

FM IN ACTION

The Brandon Burlsworth Story

Our latest podcast tells the uncommon story of Brandon Burlsworth.

SALES COACHING

Sales Leadership and Accountability

3 critical areas where alignment means revenue.

SALES TRANSFORMATION

Boosting the Performance of Your Sales Organization

Build a resilient sales organization without rolling the dice. Leave no question about whether new behaviors/processes/methodologies will stick. Ensure they do. Define your plan to build a resilient sales team.

SALES COACHING

Get Busy: How to Maintain Sales Rep Productivity Right Now

John Kaplan walks through key ways you can keep your teams motivated and focused in this environment.

SALES COACHING

Beyond the Data

Tim Caito discusses how to pull that insight on why you lost into future sales activities, specifically around sales process, messaging, qualification and negotiation.

SALES PROCESS

Meet the Facilitator: Brian Walsh

Brian Walsh shares his lessons learned as part of this conversation with John Kaplan for The Audible-Ready Sales Podcast.

FM IN ACTION

How to Scale Product-led Growth

Segment's Chief Revenue Officer, Joe Morrissey shares how a value-based sales motion helped scale their organization’s product-led growth (PLG) success, increasing ARR by 150% over a two-year period.

CUSTOMERS

150% Increase in ARR over 2-Year Period

Segment's Chief Revenue Officer Joe Morrissey shares how to enable a sales organization to align with buyer needs and accelerate business value.

CUSTOMERS

What to Prioritize to Drive Critical Company Outcomes

Segment's Chief Revenue Officer, Joe Morrissey shares how a value-based sales motion helped scale their organization’s product-led growth (PLG) success, increasing ARR by 150% over a two-year period.

CUSTOMERS

Revenue Builders Podcast

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

PODCAST

Coaching the Coaches

5 Lessons on Training Front-Line Sales Managers

SALES COACHING

Leader Videos: Cut Through The Noise

Hear from revenue leaders about how they’re preparing to come out on top – by utilizing value-based messaging, rigorous qualification and technology to drive revenue.

ECONOMIC CHANGE

Industry Leadership Panel

Watch host Brian Walsh lead a discussion with three industry leaders who share key insights and proven strategies for creating sales success in a challenging market.

ECONOMIC CHANGE

5 Leadership Behaviors That Drive a Revenue Mindset

We've identified five specific behaviors leaders practice that elevate their teams, maximize performance, and help them dominate the playing field. Instilling a revenue mindset across customer-facing teams is a major part of building the cross-functional alignment that fosters growth. Navigate changing times by engaging these five behaviors and setting your revenue teams up for success and growth.

SALES TRANSFORMATION

What the Best SKOs Do

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

Implementing AI Tools for B2B Sales Teams

Take advantage of the efficiency provided by new technologies in a way that supports and enhances your topline sales strategy.

AI SOLUTIONS

Enabling Product-Led Growth Success

Drive sustainable revenue growth with cross-functional alignment on your solution's value

SALES GROWTH

Driving Growth on a Consumption Pricing Model

As Cloud, SaaS and tech companies seek continued growth in the market, new pricing models have gained traction. One of the most popular pricing models of the past few years is consumption-based pricing.

SALES GROWTH