Force Management

10/20/2026

leaders, industry research suggests the orgs that overhaul their data, automation, and user experience first are more likely to see real returns from AI in 2027.

The leaders getting started now are building their ROI case by:
- Diagnosing where the operating model is fragmented
- Setting the standards the data and tech will reinforce
- Activating the plan at their and sustaining it all year

We’ve broken down a few practical strategies we’re seeing win in scaling AI efficiency across teams and proving its return. Check out the blog: https://hubs.li/Q04BNlNj0

10/19/2026

AI has changed the buying process, and it may have also changed the solutions your sales teams are selling. What you used to need from your reps is no longer the gold standard. How do you change sales behaviors in a way that aligns with a new GTM motion?

On October 28, John Boney goes live for How to Change Behaviors in Your Sales Org, including how to prepare your reps for the high-stakes conversations that follow.

Buyers who engage late have let AI handle much of the research, and they expect business-specific insights. Reps gain a competitive edge by connecting what the buyer already knows to the business problem they haven’t fully framed yet.

If your buyers are arriving later and better informed, join us live next week at 12:30 PM ET: https://hubs.li/Q04By_mY0

10/19/2026

Sales Directors, are you developing your frontline managers, or just managing for them?

It can be easy to get caught up in closing the quarter. But the best Sales Directors create systems that simplify their managers’ workloads and help them spend more time on developing reps.

As Scott Rudy and John McMahon pointed out on our podcast, taking the time to develop that system now can actually set you up for less stress down the line – especially if your team is carrying a bigger number in 2027.

Our 2027 Planning Guide lays out how to set coaching cadences and operating rhythms that will help your team spend more time on what matters in the coming year: https://hubs.li/Q04BxWj80

10/16/2026

As more teams transition to selling AI on models, many are facing unexpected challenges with sales and consumption performance.

That's because selling AI tokens requires a different approach. The teams driving the most growth on token pricing right now are reinforcing these skills with their teams:

→ Value-based conversations: lead with the business problem before the rate card
→ Discovery that uncovers consumption drivers: size the commit to how the customer will actually use it
→ Ongoing qualification for consumption deals: keep applying MEDDICC after signature
→ Value Negotiation: trade credit terms instead of cutting the unit price

Our latest article covers the challenges revenue teams face on token pricing and how to drive consumption after the deal closes.

Explore strategies for revenue leaders to increase revenue selling AI technology on a token-based pricing model.

10/16/2026

Know exactly where your sellers are struggling, and train them on that.

Simple advice from five-time CRO John McMahon. Yet plenty of agendas still run on assumptions, reinforcing the same skills year after year.

Moving the needle starts with homework: digging into win/loss themes, buyer engagement, and what managers are seeing in the field.

McMahon and John Kaplan unpacked what the best SKOs do on Revenue Builders, and we pulled their four top tactics into one quick read: https://hubs.ly/Q04BhS9M0

10/15/2026

Mental performance coach Collin Henderson has trained teams at Nike, Amazon, Microsoft, and Salesforce. When it comes to sales, he estimates pipeline, pricing and KPIs account for 15% of performance, even though they get most of the coaching attention.

The rest sits under the surface, in self-doubt, fear, and comparison that show up in the moments that decide a deal.

This week on Revenue Builders, Collin gets into how leaders can balance skill development and internal interference, so ex*****on holds up under pressure.

Catch the episode here: https://hubs.li/Q04BhqqY0

10/14/2026

If your quarter depends on one rep having a great month, you don’t have a sales system. You have a hero. And needing a hero says a lot about the process around them.

Managing Director Brian Walsh sums it up: hero selling often starts with misalignment above the first-line manager.

Our 2027 Ex*****on Planning Guides lay out practical frameworks for turning star-player habits into a system the whole team can execute.

Get the guide for your role📍: https://hubs.li/Q04B5nGQ0

10/08/2026

When’s the last time you did something that fed your soul?

Doug Holladay, CEO and author, has seen plenty of high achievers shelve the passions that once energized them because the payoff didn’t come with a promotion, title, or a clear ROI.

On this week's Revenue Builders Podcast, he makes the case for picking those passions back up and treating them as part of how you grow as a leader.

Catch the full episode:
🎧Apple: https://hubs.li/Q04zDKSz0
🎧Spotify: https://hubs.li/Q04zDKTL0

Podcast Episode · Revenue Builders · October 8 · 1h 5m

10/07/2026

⏰Tomorrow: Why Your Kickoff Won't Fix Ex*****on.

Before you finalize your SKO plans, you may want to join our live session with Dave Davies. He’ll share field-tested strategies for preparing your teams to deliver 2027’s number and how to create accountability that drives results long after your kickoff event.

Join us live tomorrow at 2:30 PM ET: https://hubs.li/Q04znFlk0

10/05/2026

This Thursday, Dave Davies joins us live for Why Your Kickoff Won’t Fix Ex*****on. He’ll share how elite leadership teams build discipline that outlasts kickoff and holds up against 2027 revenue targets.

Wrestling with a planning question or reinforcement challenge? Bring it to the session.

📍October 8, 2:30 PM ET: https://hubs.li/Q04z4cT30

*****on