Force Management

When results matter, experience counts. Less than 1% of companies reach #Unicorn status ($1B+ valuation) – and we have the roadmap. Learn the three goals top-performing companies target to drive growth and secure funding in our latest eBook, Increasing Company Valuation: How the top 1% of companies secure greater funding, returns and growth. Free download: https://hubs.li/Q036n6F-0 #techsales #salesgrowth #B2Bsales

As a revenue leader, increasing the #EnterpriseValue of your organization is the best proof of successful leadership. To take your org to the next level, you need to demonstrate two things to your board and potential investors: reliable revenue and a scalable process. Organizations like project44, Sysdig and ClickSoftware reached over $1B valuation by getting this right. Their stories and strategies are shared in the new Force Management resource, Increasing Company Valuation. Great read for anyone who has organizational growth on their to-do list. #BeElite https://hubs.li/Q038f9p60

#FirstPrinciplesThinking is a hot topic among some of today's most influential and visionary leaders. It's been hailed as a game-changer across industries, used by leaders like NVIDIA CEO Jensen Huang and Amazon founder Jeff Bezos. In its most basic form, First Principles Thinking involves breaking problems down to their fundamental elements, stripping away all assumptions and preconceived solutions in the process. So why is this school of thought so popular, and how does it apply to B2B sales? ?? Breaking Down Complexity: In an era where business challenges are becoming more intricate, leaders are finding value in deconstructing problems to their most basic elements. This method allows them to rebuild solutions from the ground up, ensuring they address the root causes rather than just symptoms. ?? Fostering Innovation: By questioning inherited ideas and conventions, leaders can focus on the function rather than the form, leading to groundbreaking ideas and strategies. This approach encourages out-of-the-box thinking and helps organizations stay ahead of the curve. ?? Improving Decision Making: First Principles Thinking promotes a deeper understanding of the fundamental truths driving business performance. This clarity enables leaders to make more informed and impactful decisions, ultimately leading to better outcomes. ?? Adapting to Change: In a rapidly evolving market, the ability to adapt is crucial. By focusing on foundational elements, leaders can create more resilient and adaptable strategies that thrive in changing conditions. Curious to learn more about how #FirstPrinciples Thinking can transform your B2B sales strategy? We discuss how leaders can leverage this approach in our latest blog post: https://hubs.li/Q0396hHj0

?????? John McMahon hit the nail on the head with this recent comment on the Revenue Builders Podcast. Sales productivity is the biggest linchpin to growth - we hear it again and again from some of the most successful leaders we've worked with, who elevated their company to $1B valuation or more. They did it, in part, by zeroing in on sales productivity. So let's talk about productivity. That DOESN'T mean more inspection, more weekly meeting quotas, more hoops to jump through for your reps. What it does mean is empowering and enabling your revenue team to spend their time on revenue-generating activities and maximize the revenue potential for their time. Leaders do this by: ?? Clearly defining qualification benchmarks and leading indicators, ensuring managers are equipped to use them to coach on individual opportunities and chart the quickest path to maximum deal value - and know when a deal is not worth their time. ?? Aligning the go-to-market team on a messaging framework (NOT a script) that defines core value drivers and business use cases. A common language ensures high-value conversations that drive strategic objectives at the point of sale. ?? Cultivating a customer-facing approach and process that is aligned with the ideal customer's buying process. A well-defined process provides better visibility win/loss analysis, skill gaps and coaching opportunities to help define and reinforce which sales behaviors are actually productive for your business goals. We dig deeper on sales productivity, how successful revenue leaders improve it, and how it helps them drive higher valuations for their organizations in our resource, Increasing Company Valuation. Read it here: https://hubs.li/Q0392rNk0

Patrick Ball, CRO at Crux shares how to align with buyers at every stage, build a repeatable, scalable sales process, and execute business value assessments that drive real impact. You don’t want to miss this one! Listen now - links in the comments. #SalesStrategy #B2BSales #RevenueGrowth

First principles thinking is a tool used by some of today's top innovators. How does it apply to B2B revenue leaders? We break down how to use this framework to solve complex sales execution and revenue scaling problems on our blog. #FirstPrinciples #FirstPrinciplesThinking https://hubs.li/Q038FRFg0

76% of reps say they need significantly more coaching. Opportunity-based coaching is one of the biggest gaps in sales performance. Now, we've partnered with Replicate Labs to empower sales leaders to harness the power of AI and provide on-demand coaching to every rep. Replicate's AI sales coach, Cate, will be customized to your organization. Thanks to our partnership, Force Management customers can easily embed their methodology-driven content into the tool, ensuring the AI coach is powered by their Force Management investment. Ready to start driving efficiency and performance at the point of sale using the power of AI? Sign up for the waitlist now and let them know we sent you: https://hubs.ly/Q038C9Q80 #AISalesCoach

We’re excited to launch our new AI-Focused Tech Partner Program with Gong, Replicate Labs and WINN AI! “These partnerships will enhance the effectiveness of our established selling methodologies, such as Command of the Message? and MEDDICC, by integrating them into sales workflows. This will help companies fully leverage their investments in both Force Management and these advanced AI technologies.” - Paul Giaconia, Chief Product Officer of Force Management Learn more about how these partnerships will help revenue teams drive performance along with comments from leaders at Gong, Replicate Labs, and WINN.AI in the news release here: https://hubs.ly/Q038sM790

Force Management's methodologies have enabled a combined customer enterprise value of $652 billion across our 22-year history, and 132 of our customers have achieved an individual company valuation of over $1B. We know the leadership actions that lead to sustainable growth, increased investor confidence and higher returns. We break them down along with specific success stories in our new resource: Increasing Company Valuation. Read it now: https://hubs.li/Q038g7Zd0

One of my most memorable sales training experiences was watching Marty Mercer headline our SKO at Similarweb. I still remember so many little details from that week. He didn’t just teach—he made it immersive, energetic, interactive, fun, and just the right amount of quirky. Force Management are true experts at sales and sales training, and we are beyond excited to share that we have partnered up to combine their expertise with our coaching technology. Soon, Force Management customers working with Replicate Labs will be able to access their proven methodologies and frameworks directly inside our platform—fully vetted, fully approved. That means reps get relevant and consistent coaching tailored to both the sales process and real buyer needs. A huge thank you to all the people that made this happen. We have been chatting for over a year since we were a super early stage product. Thank you Marty Mercer, Matt Jordan, Paul Giaconia, Kathleen Schindler, Dave Davies and Kate (Hipps) Wall and everybody involved. Let’s go!