Name: Force Management
Rating: 9.2 (5 reviews)
Author: Force Management

Communications Outsourcing

Help Desk

Web and Video Conferencing

Customer Support

Changelog

Chatbot

JavaScript Frameworks

Development

Attendance Tracking

Career Center

K-12 Online Learning

Education

Audit

Barcode

Business Intelligence (BI)

Collaboration

Corporate Performance Management (CPM)

Manufacturing Execution

Project Portfolio Management

Enterprise

Accounting

Finance and Accounting

Applicant Tracking

Benefits Administration

Corporate Learning Management

Credentialing

HR Management

Payroll

Talent Intelligence

Talent Management

Workforce Analytics

Workforce Management

Human Resources

Cloud Storage

Data Center Infrastructure Management

Data Center Outsourcing (USA)

Data Pipeline

Data Virtualization

Desktop Management

Desktop Outsourcing

Digital Experience Monitoring (DEM)

Enterprise Flash Array Storage

File Sync and Share

Fraud Detection

HTML Editors

IT Asset Management

IT Infrastructure Monitoring

IT Operations Analytics

Identity Management

Integration Platform as a Service (iPaaS)

Message Queue

Modular Storage Area Network (SAN)

Network Performance Monitoring

Storage Area Network

Technology Business Management

Testing Services

Information Technology

A/B Testing

Ad Serving & Retargeting

Affiliate

All-in-One Marketing

Contact Center

Content Management

Customer Experience Management

Digital Asset Management

Email Marketing

Intent Data

Marketing Automation

Social Media Management

Survey & Forms Building

Web Analytics

Marketing

Project Management

Video Conferencing

Professional Services

Customer Relationship Management (CRM)

Trade Promotion Management

Sales

Auto Repair

Emergency Notification

PCB Design

Pharmacy

Public Sector Software

Retail Analytics

Vertical-Specific

medium

memoryBlue is a sales development consulting firm headquartered outside of Washington, D.C, with offices in Austin, TX, Boston, MA, Denver, CO, Seattle, WA, and San Jose, CA. Founded in 2002, they state over 2,000 high-tech clients have used memoryBlue's sales talent to secure new revenue opportunities, further qualify inbound leads, and scale existing sales teams to grow their business faster.

memoryBlue

Sales Consulting

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Axiom Sales Force Development

2Win! Global in Colorado Springs offers video sales and demo-based sales presentation training for sales, pre-sales, and customer success.

2Win!

Opus Growth Partners

DataBees

Databees

Winning by Design

Likelihood to Recommend

Atomic Revenue

Corporate Visions

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Hunter & Bard

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Force Management

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Reviews

TrustRadius is a technology and business research firm based in Austin, Texas. The company is known as a review platform for verified B2B technology and software reviews through a proprietary algorithm and human verification.

TrustRadius

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Sales Consulting Services and Companies

Highspot

I use Force Management almost every single day to ensure that sales opportunities I have in play are being run seamlessly and efficiently. I use this for my own opportunities and to work with others on my team to do the same thing. This is a fantastic tool to get strategic on deals and ensure that you have a high level of confidence in them closing. 

Product Usage

I use Force Management almost every single day to ensure that sales opportunities I have in play are being run seamlessly and efficiently. I use this for my own opportunities and to work with others on my team to do the same thing. This is a fantastic tool to get strategic on deals and ensure that you have a high level of confidence in them closing.

Pros and Cons

Deal Cycle Management
Strategic Negotiations
Overcoming Concerns

Things done well

Verticalized Training
Segments content for SMB, Mid, Ent

Things done poorly

Force Management is suited for almost every single deal and cycles so I don't think that there's a time that you couldn't find value in the content provide. I would say that there are specific verticals that are more niche and as result aren't as benefited by the material but it can still be used generally.

Content
Overcoming Concerns
Discovery Questions & Tactics

Most Important Features 3.4.21

Higher % of closed/won opps
Faster time to close

Return on Investment

I think that Force Management provides a more targeted approach to the strategic deal cycle vs the competition. Highspot is great for content but you have to go searching for it. Force management will walk you through the steps needed to ensure that you're on pace to close a deal.

Alternatives

Other Software Used

Force Management 2023-01-17 13:50:21

Sandler Training

Force Management is an easy-to-use tool, without a doubt a true sales enablement transformation framework. This also helps us optimize the time and collaboration of our Sales teams to be more efficient and wider in their deals. We use the Force Management framework in all of our business segments, including Business Development Representatives. 

Force Management framework
Sets up sellers for success
Challenges sellers to be value driven

Only a few certified trainers available internally
1-2 annual trainings on methodology
More out of the box integrations to use the framework

Force Management is well suited for Business to Business organizations that are going upmarket. Orgs with Enterprise sellers, sales engineers, business development reps, and a strong supporting staff will benefit from this methodology framework. There is a decent amount of change management required with Force Management to ensure it is being implemented correctly and reps are adopting it, otherwise it may not be worth the investment

Internal certified trainers
Using MEDDPICC within our systems
Take home guidebooks to refresh up on

FM is geared towards the Enterprise sellers and although it has a few modules for the Business Development Reps, we also needed to bring in Sandler Training in conjunction with FM to ensure our BDRs were reaping these benefits as well. Another unfortunate issue we noticed with FM was the out-of-box integrations available and we would have sync issues with SFDC.

Senior Manager, Sales Technology

Force Management 2023-01-17 09:27:28

Salesforce Sales Cloud

Salesloft

6sense

Salesforce CMS

We did a company-wide Force Management training with their Command of the Message program. It was a very rich program that was well organized and personalized to our company's value proposition. They had an easy to follow guide that hosted the materials, highlighted what take home exercises we needed to complete, as well as reinforcement training. The whole training was centered on how to provide value and connect our product's services directly to the prospective client's use cases and business pain, in a way that ties directly to the outcomes they're looking to achieve with employee collaboration. 

Discovery question flow
Describing value drivers
organized sfdc implemented workflows directly after

Some of the MEDPICC tenets didn't apply to all business segments
The reinforcement training should still be offered as a refresher - 1, 2 years later
A lot of the principles were focused on Enterprise, so we had to modify for smaller accounts

I loved incorporating and practicing "the mantra" in my presentations and business meetings. The discovery flow is really intelligent as well because you first get a sense of where the team currently stands with their business challenges, then are able to speak to your product later. The whole idea of mapping specific services to a company's issues, using their own language and metrics, is really paramount to build rapport and see if it's possible to solve their business problems.

Speaking the prospective client's language to vet out ICPs faster
Telling more customer stories with similar use cases
We now have a cohesive company-wide language to qualify deals

Sandler training was also super valuable, but I enjoyed how Force Management COTM program is so highly personalized. Sandler has really great strategies for business conversations, but wasn't as specific to our company's offering and language. I think Force Management also does a great job at reinforcing the lessons and gave more interactive exercises to practice with.

Force Management 2023-01-16 13:07:03

OneNote

Salesforce Experience Cloud

Outreach

LinkedIn Sales Navigator

Gong

We leveraged the for consulting services for our Sales Org. <br><br>They helped us:<br><ul><li>Create our Value Framework (problems we help customers solve)</li><li>Create a repeatable process for uncovering pain related to those Pillars we identified</li><li>Trained us on how to create a narrative throughout the sales process, constantly uncovering and testing our hypothesis on the Value Pillar we will provide and Pain we discovered to continue to hone in on them as we get higher in the Customer Org. </li></ul>

We leveraged the for consulting services for our Sales Org. 

They helped us:
Create our Value Framework (problems we help customers solve)Create a repeatable process for uncovering pain related to those Pillars we identifiedTrained us on how to create a narrative throughout the sales process, constantly uncovering and testing our hypothesis on the Value Pillar we will provide and Pain we discovered to continue to hone in on them as we get higher in the Customer Org.

Questions throughout the Sales Process
How to create Executive Summaries and align with initiatives going on within a Customer Org
Training on uncovering Pain/Value Hypothesis
Training on presenting at each stage in the buyers journey

Prospecting (not their focus I don't think but aligning the value to outbound messaging would be cool and how to use those pillars to see if those are focuses within the org to get the initial meeting
Renewals

I am a new rep (1 year closing experience to date). I previously was an SDR within the org so I know how to book outbound meetings but the First Meeting, Demo, Onboarding, ROI and everything else that comes next was sort of a gray box for me. My org did a nice job training me on what to present and steps needed to get a sale however the "Narrative" of how to string those calls together and build off the last one was something that I felt was lacking that FM tied together to create a cohesive buyers journey where me as a seller is constantly uncovering pain / buying processes to align more and more to what the C level is thinking about at that Org so when we get there we make our product and that champ that helped us navigate the Org look great

Faster Deals
Larget Deals
Getting to the CxO level more often

Outreach, LinkedIn Sales Navigator, Gong, OneNote, Salesforce Experience Cloud

Force Management 2023-01-16 10:42:10

Force Management

Overview

What is Force Management?

Fantastic Resource To Close Deals!

Force Management Review for large org

A Force to be reckoned with

Leveled Up our Org

Pricing

Force Management

What is Force Management?

Entry-level set up fee?

Offerings

Would you like us to let the vendor know that you want pricing?

Alternatives Pricing

Sparklead

What is Sparklead?

Product Demos

ZooM SFA – Sales Force Automation & Mobile Field Force Management System

GoSales Pharma Demo | Sales Force automation Software

A Complete Field Force Management Solution | Vave Microtech

Selliscope, the Sales Force Management System

Service Offering Details

What is Force Management?

Comparisons

Compare with

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Reviews and Ratings

Reviews

No reviews found