Force Management

08/13/2026

“There’s nothing like a person who’s representing your company that’s passionate and believes in the value they bring to the customer.”

This week on the Revenue Builders podcast, Oomnitza CEO Rob Potter unpacks why real passion isn’t a personality trait. It’s built on belief – and belief only comes from evidence.

Reps who believe in the value they deliver show up differently.

Catch the full episode: https://hubs.li/Q04sYLcz0

08/12/2026

Your 2027 SKO will be here before you know it. Do you have a plan for driving lasting behavior change that impacts revenue goals?

Your SKO is not just an event, it’s an inflection point.

Team-building and a great keynote won’t move the revenue needle on their own. Teams who see measurable ROI from their SKO go in with a plan and follow up with ex*****on.

We outlined the 5 non-negotiable actions elite enablement leaders take before their SKO to turn it into lasting momentum, not just a moment.

Get the full guide: https://hubs.ly/Q04sNT930

08/06/2026

Last month on the Revenue Builders Podcast, our guests explored what it takes to win deals as AI raises the stakes for sales organizations to execute consistently.

From training for high-pressure sales moments to mastering the AI landscape, July's conversations unpack the discipline and alignment revenue leaders need to compete in this new environment.

Check out the recap and tune in to see what leadership lessons you might have missed.

Explore insights from July's Revenue Builders episodes on navigating AI's impact on sales, deal qualification, and building resilient sales organizations.

08/06/2026

As a long-time operating and sales executive, Mark Thurmond has collaborated internationally and knows what it takes to work across markets, cultures, and teams.

On this week’s episode, Mark shares how he builds alignment when GTM strategies don’t translate 1:1 across regions. He also digs into how his path from sales rep to Co-CEO of Tenable was built through consistent ex*****on, tough operating assignments, and crises that demanded calm before certainty.

Listen to the latest Revenue Builders episode. https://bit.ly/4z27BTw

08/04/2026

Last year, 85% of organizations increased AI investments, but only 10% saw measurable ROI.

AI can’t fix a disconnected sales process.

If sellers are using different workflows, managers are inspecting deals differently, and tools aren’t aligned to how opportunities actually move, you’re turning up the noise by adding AI.

Revenue Workflow Optimization helps revenue teams create the ex*****on system AI needs to advance deals with greater consistency.

AI adoption is happening fast.

The teams that win will be the ones that align it to how they sell.

See how RWO can support your GTM ex*****on: https://bit.ly/4fLT1GL

07/31/2026

When you have aggressive growth goals, you need to get aggressive about aligning your GTM org. Take it from Salsify Chief Commercial Officer Lisa Schrumpf.

Salsify worked with Force Management to align their organization from the top down, providing clear methodology, messaging and qualification process that made their revenue goals achievable. Now, Salsify’s cross-functional teams are able to execute the revenue strategy on the frontlines, and the results prove it:

✅240% increase in net new business within the first year
✅Pipeline coverage increased from 2.0x to 4.4x
✅Decreased sales cycle length by 3%
✅Increased overall sales conversion rates by 1 point

Explore the full case study: https://hubs.li/Q04qX-8h0

07/30/2026

85% of teams report persistent GTM misalignment. Take our assessment to pinpoint alignment gaps and get custom resources to help build a more predictable revenue engine: https://hubs.li/Q04rm6qr0

07/24/2026

Many organizations talk about being customer-centric, but few are actually aligned to how their customers really buy. That’s a missed opportunity, considering aligned companies see 2x higher customer retention rates.

As John Kaplan emphasizes, top-performing organizations are focused on connecting resources and processes to the customer journey. But the real opportunity comes when that alignment extends into AI-powered seller workflows.

That means building repeatable activity around customer problems, pains, and buying behaviors — not just internal assumptions.

If you’re thinking through your revenue strategy, check out our playbook to see how greater GTM alignment can turn strategic priorities into consistent ex*****on. https://hubs.li/Q04qGCJg0

07/24/2026

Alignment is the difference between stalled growth and scalable growth. Take the GTM alignment diagnostic to get action items and resources in less than 5 minutes: https://hubs.li/Q04qvW4q0

07/23/2026

Sales organizations are investing heavily in AI, but many are still challenged to prove measurable business impact.

For leading revenue teams, AI integration is becoming a core part of building a modern revenue engine — one where sellers and technology work together to improve ex*****on and drive stronger outcomes.

Read the latest blog to explore the strategies turning AI investment into business results. https://hubs.li/Q04qxJG00
https://hubs.li/Q04qxJG00