Force Management

DECEMBER 26, 2024

As we wrap up another year, it's time to reflect on the resources that have resonated most with our sales leadership community. From actionable strategies to insightful discussions, these pieces have provided valuable guidance to help leaders navigate the complexities of sales leadership.

Sales Leadership 157

Sales Leadership Leadership Sales 157

Account Manager Tips

AUGUST 4, 2022

The prevailing thought is if you have graduated to sales leadership, you must already know what you're doing, otherwise you wouldn't have been promoted into the role. It’s the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. Highly recommend!

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Force Management

FEBRUARY 27, 2025

First principles thinking is a reasoning process used by some of todays top innovators to look at complex problems through a new lens. The concept is based on Aristotles writings about first principles, which he called the first basis from which a thing is known.

Sales Leadership 102

Sales Leadership Leadership B2B Innovation 102

Force Management

JULY 27, 2023

We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics.

Leadership 146

Leadership Organization Marketing Sales Leadership 146

Sales Gravy

APRIL 2, 2025

Leading, Managing, and Coaching: The Three Pillars of Leadership Sales leadership has three core pillars. Sales Leadership and Coaching Priorities Leaders who prioritized weekly one-on-ones, real-time one-to-one coaching, and rigorous sales pipeline reviews consistently deliver better results and productivity.

Sales Leadership 58

Sales Leadership Leadership Sales Acquisition 58

Force Management

JUNE 12, 2025

With the right foundational strategy and the right tool, AI should be a sales force multiplier enabling your teams to sell faster and more proficiently, bringing more value to customers and more impact to revenue.

Leadership 103

Leadership Organization Sales Artificial Intelligence 103

The Center for Sales Strategy

JUNE 19, 2024

Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively.

Management 146

Management Sales Leadership Leadership Sales 146

The Center for Sales Strategy

OCTOBER 2, 2024

It’s a skill that is absolutely necessary to succeed in sales and sales leadership. And leaders who receive ongoing training on improving their interpersonal, business, and leadership skills have teams everyone wants to be a part of. Successful leaders coach.

Leadership 129

Leadership Sales Leadership Prioritization Sales 129

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales Management 114

Sales Management Management Sales Leadership Leadership 114

Force Management

OCTOBER 10, 2024

Today, we're sharing the top leadership tactics that Kaplan and McMahon have seen make a successful SKO that drives productivity, revenue and valuation. Combining their years of experience, they hashed out what works and what doesn't when it comes to planning and leading a kickoff event as a revenue leader.

Leadership 164

Leadership Management Sales Sales Leadership 164

Customer Think

JULY 11, 2024

In this episode of the Sales Leadership Awakening podcast, Jenn Steele, CEO and Co-Founder of SoundGTM, discusses the challenging dynamic between marketing and sales teams. She highlights the common blame game between marketing and sales and the importance of effective communication and collaboration between the two functions.

Marketing 113

Marketing Sales Leadership Leadership Sales 113

MTD Sales Training

NOVEMBER 28, 2024

Today, mastering effective sales director skills is more critical than ever for influential leadership. As we approach 2025, the demands on sales directors are evolving, driven by technological advancements and changing consumer behaviours. After all, as a sales manager you need to lead by example.

Emotional Intelligence 62

Emotional Intelligence Negotiation Artificial Intelligence Sales 62

Hubspot Sales

SEPTEMBER 9, 2024

In parallel, your sales leadership team can then develop your sales plan ( grab a free HubSpot sales plan template here ) and align your marketing content to support prospecting outreach campaigns. This usually happens at the beginning of the fiscal year or a new quarter.

B2B 118

B2B Decision-making Media CRM 118

SalesPop

OCTOBER 9, 2024

The podcast covers a wide range of topics related to sales, leadership, and business, which aligns with Pipeliner’s focus on sales management. is a natural extension of Pipeliner CRM , offering complementary content while being able to stand on its own. creating a harmonious blend of ideas and values.

CRM 52

CRM Sales Sales Leadership Leadership 52

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager.

Sales Management 111

Sales Management Management Sales Leadership Leadership 111

Force Management

APRIL 3, 2025

When Patra, an insurance-tech provider, crossed the $100M in ARR benchmark, their leadership launched a partnership with Force Management to elevate their go-to-market approach with the goal of doubling their revenue.

Insurance 115

Insurance Leadership B2B Management 115

SalesGlobe

JUNE 13, 2025

Align Internally Before You Go External Before a single word is shared with the salesforce, make sure your internal stakeholders are fully bought in: Finance: Budget and payout modelling Sales Leadership: Strategic alignment HR/Legal: Compliance and parity Sales Ops/Enablement: Tools, timelines, and simulations A unified front is non-negotiable.

Management 52

Management Finance Innovation Negotiation 52

Brooks Group

JANUARY 31, 2025

World-Class Communication Skills To deliver actionable information in a relatively short timeframe, a top-notch sales trainer will be able to communicate complex concepts in a way that resonates with sellers. Sales Leadership Experience A sales trainer who has led people has earned the trust of their peers.

Facilitation 66

Facilitation Emotional Intelligence Sales Training Sales 66

Engage Selling

JULY 22, 2024

What if I told you every sales methodology works if you master two simple things? Spoiler: It’s all about value and leadership. Let’s dive into how to make sure your … The post Why Your Sales Process will Fail first appeared on Colleen Francis - The Sales Leader.

Leadership 62

Leadership Sales Sales Leadership 62

Engage Selling

APRIL 1, 2025

Leadership isn’t about proving you’re the best salesperson. For more strategies … The post Don’t Compete with Your Team first appeared on Colleen Francis - The Sales Leader. Learn how to encourage ownership and engagement, so you build a team that’s motivated and aligned with your goals.

Leadership 62

Leadership Sales Sales Leadership Sales Management 62

Upland

OCTOBER 8, 2021

Worse, when high-profile accounts become marquee references for the organization, the rep is often disconnected from the requests coming from sales, leadership, and marketing. When asked directly, most AEs will assert that they “own” their accounts, yet they are not often responsible for managing reference access programmatically.

B2B 195

B2B Sales Leadership Organization Customer Success 195

Corporate Visions

JUNE 3, 2025

Amanda DeVlugt sat down with Kristen Twining, SVP of National Sales at FireMon, for an honest and empowering conversation about closing the gender gap in B2B sales leadership.

Sales Leadership 52

Sales Leadership Leadership B2B Sales 52

SalesPop

MAY 21, 2025

Final Thoughts Tony Morando shows that great sales leadership comes from experience, coaching, clear goals, and teamwork. His tips can help leaders build strong, successful sales teams ready for anything. Celebrate the Wins Appreciating the Team Tony knows hard work matters, but so does celebrating success.

Sales 109

Sales Remote Working Sales Leadership Meetings 109

Force Management

SEPTEMBER 26, 2024

In a conversation with John Kaplan on the Revenue Builders Podcast, Tenable COO Mark Thurmond refers to this leadership function as Removing the Friction. Clear the runway for them to go after and successfully land high-dollar targets by making efficiency an overt theme across your SKO.

Leadership 153

Leadership Sales Meetings Sales Training 153

MTD Sales Training

DECEMBER 1, 2022

If you’re looking for tips on how to Nail A Sales Interview we’ve got some good advice too. Think about the last time you made a significant alteration to how you approach a sale. Leadership & Training Interview Questions Sales managers do more than close deals. With that said, let’s get to it.

Sales Management 62

Sales Management Management Retail Sales 62

Brooks Group

JUNE 13, 2024

How Personality Assessments Can Help Internal Sales Conflict Resolution Understanding the behavior styles, communication preferences, and personality of each individual on your team is essential for good sales leadership in general. It’s especially important when it comes to disputes.

Energy and Utilities 115

Energy and Utilities Decision-making Sales Construction 115

Force Management

MAY 30, 2024

When CS is able to maintain continuity through handoffs and convey value through the post-sale stages of the customer relationship, organizations reap the benefits of high renewal rates, reduced churn, and increases in Net Retention Revenue.

Customer Success 160

Customer Success Leadership B2B Organization 160

Brooks Group

AUGUST 26, 2024

Then you need to train sales professionals, sales managers, sales ops, and sales leadership how to use it. And sales professionals are notoriously reluctant to adopt CRM tools. CRM Isn’t Introduced Well CRM generally seems geared toward management, not sales professionals.

CRM 89

CRM Sales Software Software 89

Nutshell

JULY 5, 2024

Underneath rejection’s disappointment, there are lessons and growth awaiting us if we have the courage and humility to uncover them.” — Ron Carucci Sales leadership quotes 77. The true price of leadership is the willingness to place the needs of others above your own. “The ” — Zig Ziglar 2. ” — Chieu Cao 78.

Sales 125

Sales Decision-making Leadership Sales Leadership 125

Brooks Group

OCTOBER 3, 2024

Consistency, transparency, and a commitment to development will serve you well as a new sales manager. Become a Better Sales Manager Sales management is a tough job—partly because, as a sales manager, you’re pulled in so many different directions.

Sales Management 105

Sales Management Management Sales Training Sales 105

Hubspot Sales

MARCH 4, 2024

Each customer is different, and each sale is different, therefore each sales process needs to be different.” Effective leadership starts with caring about (and showing you care about) your people. Sales leaders get things confused about what it means to lead — it‘s not because you have a title that makes you a leader.

Construction 124

Construction Leadership Sales Prioritization 124

PandaDoc

MAY 22, 2025

Heres a quick breakdown: Function Sales enablement Sales operations Primary goal Increase rep effectiveness through content, training, and tools Optimize sales processes, data, and infrastructure Focus area Salespeople (skills, knowledge, buyer engagement) Systems and processes (efficiency, scalability, reporting) Common tools LMS, sales content platforms, (..)

Sales 52

Sales Onboarding Finance CRM 52

Force Management

DECEMBER 14, 2023

Implement and inspect what channel leadership adopts in the field Ensuring that your channel leaders are driving enablement and adoption in the field will help drive greater success. Articulate value and differentiation in a way that has meaning to the buyer 3. Position and negotiate value, preserving margin and avoiding price cuts 3.

Value Proposition 164

Value Proposition Negotiation Decision-making Leadership 164

MTD Sales Training

AUGUST 19, 2024

By building a culture of continuous improvement, organisations can ensure their sales teams remain emotionally intelligent and effective. The Future of Emotional Intelligence in Sales “Leadership is not just about algorithms and data; it is about understanding and engaging with people.

Emotional Intelligence 62

Emotional Intelligence Sales Client Relationships Sales Training 62

MTD Sales Training

SEPTEMBER 20, 2024

By using the principles of sales psychology and behavioural economics, you can not only overcome these biases but also use them to your advantage. Ready to take your sales to the next level?

Decision-making 62

Decision-making Sales Sales Training Negotiation 62

Hubspot Sales

SEPTEMBER 6, 2023

With more time and better processes in place, the entire sales team can now work more strategically and efficiently than ever before. Before we rolled out the platform to the entire company, sales leadership selected several reps to serve as HubSpot Champions. How did you get the team on board?

Sales 126

Sales Onboarding Prioritization Profitability 126

Hubspot Sales

APRIL 27, 2023

Since sales managers focus more on company oversight, they should possess stellar leadership and communication skills. They should also know how to manage time, solve problems rationally, and analyze data to achieve sales objectives. This role is perfect for people who prefer to lead teams rather than do client-facing work.

Sales 126

Sales Account Management Communication Sales Management 126