Force Management

John Kaplan shares a motivational story about being uncommon.

Senior Delivery Partner Brian Walsh runs through best practices for effective discovery. This podcast is a great listen for reps who are looking for a question flow that helps uncover business pain.

This podcast features best practices for enabling your front-line managers to reinforce a sales methodology

Best practices for reinforcing a sales initiative, including steps sales leaders and sales enablement teams can take before, during and after the training event.

Delivery Partner Patrick McLoughlin reviews his best tips for executing effective discovery.

John Kaplan discusses ways you can enable key contacts to sell for you within their own organizations.

John Kaplan discusses best practices for conducting effective role plays

The Sales Curmudgeon wraps up his latest series discussing the three things you need to make your sales initiative a success.

Our Sales Curmudgeon talks through why sales executives tend to "bet on the wrong horse" when it comes to their sales initiatives.

In Part 2 of the Sales Curmudgeon series, we break down key steps for managing change in your sales organization.

The Sales Curmudgeon provides his best tips for driving sales initiative success.

John Kaplan covers best practices for articulating value and differentiation with multiple buyers in a sales opportunity.

Managing Director John Kaplan breaks down best practices for identifying required capabilities early and validating them throughout your sales process.

Managing Director John Kaplan covers best practices for giving effective feedback to your sales teams.

Consulting Director Jeremy Powers discusses best practices for reinforcing a sales initiative.

Managing Director John Kaplan discusses ways to "dig deep" on negative consequences and motivate your buyer to take action.

This podcast provides some best practices for equipping front-line managers during your sales initiative.

Senior Partner, Dan Dawson, focuses on driving success with your sales initiative.

Managing Director John Kaplan discusses his best practices for asking great trap setting questions that help you demonstrate your differentiation and rise above the competition.

In this podcast, Force Management's John Kaplan discussed how to test your Champions and ensure they're actively selling on your behalf