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Investor Blog

Our investor content is focused on helping you gain insight into what may be hindering sales growth in your companies. We provide thought leadership around ways you can continue to help your portfolio companies accelerate revenue growth.

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Joe Kaplan

Joe Kaplan has worked in sales and sales management for over 25 years helping companies build the foundation and discipline that fuels predictable revenue growth. He currently leads the Force Management Investor Program where he consults on sales effectiveness initiatives with investors and their portfolio companies. Much of his work includes advising and managing projects pertaining to strategic sales planning, sales process improvement, channel strategy, pre-sales support and management development.

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Categories: Scaling Sales

Aligning Sales to Execute Against the Growth Strategy

As an experienced investor, you understand that aligning a portfolio company's sales organization around go-to-market (GTM) shifts is critical. Most strategic changes aimed at improving a portfolio company’s competitive position in the market will likely demand alignment with their sales organization. Consider a buyer-focused framework that’s proven to help portfolio companies align their sales organization behind company goals in a way that supports front-line sales success. Assess the four essential questions everyone in your portfolio company should have consistent answers to. Leverage these questions to help your portfolio company leaders streamline the process of equipping sales with what’s needed to execute on the front line.

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Categories: Scaling Sales

Drive Business Predictability With MEDDICC

The fastest route to business predictability starts with a healthy sales pipeline and a consistent deal qualification process. When implemented correctly, MEDDICC enables company leaders and investors to have an accurate view of forecasted revenue, on any given day. Consider how you and your portfolio company leaders may be able to implement MEDDICC to sharpen your strategic decision making process and improve your ability to accurately forecast the business. As you guide your portfolio company leaders on next steps, share these insights with them to help them identify if a MEDDICC initiative is the right approach to their revenue predictability challenges.

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Accelerate Revenue Growth

Stay up to date. Don’t miss our content focused on improving sales performance in growing companies.

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Categories: Private Equity Resources

How the RightStar Alliance Supports B2B Private Equity Companies in Accelerating Growth

Force Management has become a member of the RightStar Alliance.  If you or your private-equity-backed portfolio companies are looking for a broader approach or need to address several initiatives simultaneously, without overlap or wasted resources — we can leverage the RightStar Alliance to simplify the process. The RightStar Alliance help us provide a multi-phased approach to our solutions and processes including: brand development, GTM models, technology integrations, and defining and operationalizing sales execution solutions. Understand how this alliance enables us to further support private-equity-baked portfolio companies and their investor partners in accelerating growth.

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Categories: Sales Messaging  |  Sales Productivity  |  Scaling Sales

Implementing a Value-Driven Sales Message to Drive Scalable Growth

Experienced investor partners have an opportunity to help portfolio companies generate consistent alignment on their buyer-focused messaging. Generating a value-driven sales message can have a strong impact in helping sales organizations align to support rapid growth. Establishing and implementing a value-selling approach to the sales message has supported NS1’s sales organization in driving revenue growth. Their Chief Operating Officer, Brian Zeman, said, "If you’re going to hire people, grow your business, spend millions of dollars on talent, it’s simply not worth it if you don’t have a solid methodology in place to make them productive."

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Categories: Sales Productivity

How to Support Rep Productivity to Drive Rapid Revenue Growth

Improving overall sales productivity, average deal size and customer retention, requires your portfolio company’s sales organization to be able to instill value in their conversations with buyers. For private equity firms, operational alignment within each portfolio company is critical. The capital investment and performance expectations for these companies are high. Not only do these companies need to execute on their vision, but they also need to ensure that their message is right and that there is alignment cross functionally, to enable the company to profitably grow.

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Categories: Sales Talent

How to Hire the Right Team for Growth

Investor firms have an opportunity to provide guidance to portfolio company leaders, throughout every stage of company growth. Rapid revenue growth requires a strong sales organization and a sales leader focused on motivating and coaching them. Finding the right sales leader and hiring a high-growth sales team is critical to success. A success profile is a great tool for helping portfolio leaders define and hire the right CRO. We've outlined how building a robust success profile for your critical sales roles can help your partnership build a strong foundation for revenue growth.

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