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The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.

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Rachel Clapp Miller

Blog Feature

Categories: Sales Messaging  |  Sales Transformation

The Sales Snapshot

We know you're busy. That's why in today's blog post we are giving a quick snapshot of content we've published and discovered in the past month.  Run through our list below for this month's highlights.

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Blog Feature

Categories: Sales Negotiation

Four Negotiation Skills to Arm Your Sellers with Right Now

If your sales team is challenged with losing margin in key negotiations, it’s often very apparent once you hit the end of the quarter. The problem with many negotiation sales trainings is that they treat negotiation as an event at the end of the sales process, rather than a process that should be driven by your business strategy.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

Use our Discovery Guide to teach them to ask the right questions at the right time and subscribe to our blog.

Blog Feature

Categories: Competitors  |  Differentiation  |  Sales Messaging  |  Sales Transformation

Four Questions Every Sales Organization Needs to Answer

Leading a sales organization that hits its number repeatedly is a difficult and complex task. You are probably living these intricacies right now – complex solutions, gaps in your sales team, multiple buyers, product/sales/services not on the same page – Sound familiar? We’ve seen it time and time again. Truth is, the challenges you’re dealing with are common and sometimes, taking the first steps to solving them isn't all that complex.

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Blog Feature

Categories: Company Alignment  |  Sales Leadership

What Every Elite Sales Organization Does

Who doesn’t want to lead an elite sales organization? Leading an elite sales organization starts with building the content, processes and tools that drive the quadrants of sales effectiveness – message, sale, plan and talent. Beyond those areas are key tenets that top sales leaders follow. Their adherence to these fundamentals result in higher performance, increased productivity, revenue and market share.

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Blog Feature

Categories: Adoption and Reinforcement  |  Front-line Managers  |  Sales Transformation

The Five Things You Don't Want to Shortchange if You Want to Be an Elite Sales Organization

There’s one thing elite sales organizations know. There are no shortcuts to success. If you don’t build the foundation for growth, you’ll struggle with the key tenets of a high-performing sales organization, which include: The ability to enable reps to be relevant and compelling at the customer-level Established cross-functional alignment that ensures everyone knows who does what and when Developed management cadence to accurately predict revenue and consistently achieve your number Build a process and tools so your managers can own their talent – hiring, retaining and coaching top salespeople to success.

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Blog Feature

Categories: Sales Messaging  |  Sales Transformation

September: The Sales Executive Snapshot - ICYMI

Every week we are publishing content that aims to help you generate more revenue per rep and accelerate growth in your sales organization. In case you missed our latest post – here’s a quick roundup of what we’ve published.

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