Force Management

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

Building Up Your Champion by Force Management

In this podcast, Force Management's John Kaplan runs through the five most common mistakes he sees with salespeople and the discovery process.