Force Management

You may know what makes your solution different than others in the market, but aligning that differentiation to the customers is how elite salespeople move the needle. In this podcast, John Kaplan runs through best practices for aligning differentiation to a customer's decision criteria. Learn more about Project Welcome Home Troops here: http://www.projectwelcomehometroops.org/Read why John is so passionate about this organization here: https://www.linkedin.com/pulse/special-mission-helping-veterans-joh

For many of you, the 4th quarter is well underway. Now is the time to assess where you're at and decide what changes you want to make for next year. In this episode, John Kaplan shares some motivation he learned from his college days! Fours up! Don't forget to follow Force - LinkedIn: https://www.linkedin.com/company/102429/admin/Twitter: https://twitter.com/forcemgmtIG: https://www.instagram.com/forcemgmt/

Why do reps struggle with metrics? It's likely because they're using them in the wrong way during the sales process. John Kaplan breaks down some tips in this short conversation. You can check out the blog referenced in the podcast here: https://www.forcemanagement.com/seller-blog/why-youre-struggling-with-metrics-in-the-sales-conversation

The people that hire you are not looking for okay, average or even good. They are looking for awesome, exceptional and elite. When salespeople take on a new career opportunity, they have made a conscious decision to pursue a career which is measured daily, weekly, monthly, quarterly and annually on performance. Knowing expectations are high, how do we overcome the hurdles of average and operate at an elite level? Ray de Avila breaks down what it takes to be elite in this podcast.

Sign up for our webinar on selling and negotiating on value with Tim Caito and Joe Marcin here: https://forc.mx/2D9CqvkRead our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEn

What do you do if you are in the middle of your sales process and you realize you aren't attached to the right business issue? John Kaplan talks through best practices for backing up the sales process.

If reps are overwhelmed at combining sales messaging methodologies with qualification and negotiation processes, John Kaplan breaks down a way to simplify it all into one single selling motion.

Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. Senior Partner Paul DeMore shares his best practices for aligning to the buyer in your discovery questions.

John Kaplan covers the mindset you need to have for effective sales planning.

Are your sales reps missing their numbers this year? Qualification may have something to do with it. John Kaplan talks through best practices for driving a qualification process that works for your sales team.

Ivan Gomez from Next Stage joins the Force Management podcast to talk about the best ways to overcome the fear of rejection, particularly when you are in an SDR/BDR role.

How do you summarize a great discovery session in a way that moves the sales opportunity forward? Senior Director Ray de Avila discusses best practices.

Senior Director Ray de Avila breaks down key tips for outlining the purpose, process and payoff for your sales conversations

Great tips for managers and reps on building an effective sales plan

Casey Jacox, Kforce President of Client Strategy & Partnerships, talks through best practices for applying Force Management methodologies in your sales organization.

In this podcast, John Kaplan runs through best practices for enabling your front-line managers to inspect, motivate and reinforce.

Two traits that will help your boost sales? Curiosity and the ability to tell great stories. Kforce President of Client Strategy and Partnerships Casey Jacox tells us why developing those skills are critical to being a great salesperson.

Casey Jacox, President of Client Strategy & Partnerships at Kforce talks about why the concept of vulnerability can be an asset to a salesperson

Senior Delivery Partner Brian Walsh breaks down the importance of building alignment within your company around these key essential questions

How do you build positive business intent in your sales process? Senior Delivery Partner Brian Walsh walks through best practices for gaining trusted adviser status with your prospects and customers.