43 episodes

We specialize in B2B sales transformations that help firms and companies increase revenue, improve sales margins and gain market share.

Force Management Force Management

    • Business

We specialize in B2B sales transformations that help firms and companies increase revenue, improve sales margins and gain market share.

    Selling the Platform Solution

    Selling the Platform Solution

    John Kaplan talks through best practices for preparing to sell the platform solution to your buyer, getting beyond just selling the smaller point solution.

    • 6 min
    Aligning Differentiation to Your Buyer

    Aligning Differentiation to Your Buyer

    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-john-kaplan/

    • 19 min
    The End of the Year

    The End of the Year

    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/forcemgmt
    IG: https://www.instagram.com/forcemgmt/

    • 5 min
    Metrics in the Sales Conversation

    Metrics in the Sales Conversation

    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

    • 6 min
    Your Sales Motion: Taking it from Excellent to Elite

    Your Sales Motion: Taking it from Excellent to Elite

    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.

    • 25 min
    Don't Miss These Conversations

    Don't Miss These Conversations

    Sign up for our webinar on selling and negotiating on value with Tim Caito and Joe Marcin here: https://forc.mx/2D9Cqvk

    Read our Q&A series with John McMahon on your next sales career opportunity here: https://forc.mx/2ZdhEEn

    • 2 min

Customer Reviews

Cuttyhunk_Carrie ,

Another great podcast- Must listen!

Leaders & Reps....
This is a must listen! We are at the end of the year and you've worked your butt off. You have to recharge over the holidays and get ready....but are you? How strong is your pipeline? Kaplan and Rachel did it again and provided me a few nuggets of wisdom to help me find creative ways to motivate my team. Keep up the great work!!!!

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