The Sales Generator

The Command CenterTM

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

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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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Categories: B2B Buyer  |  Front-line Managers

Key Focus Areas for Accelerating Growth

There’s not a sales leader out there who isn’t trying to accelerate growth. Even if you are working at a company that’s killing it in the marketplace, there’s a moment where that growth will stall and perhaps decline. How can you work to ensure that you are able to maintain your growth rate over time?

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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.

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Categories: Adoption and Reinforcement  |  Front-line Managers

How to Enable Your Sales Managers

When it comes to running a sales organization, no one can afford to waste time. High-performing leaders focus on where they can deliver the most value to their sales reps before, during, and after sales activities. One of the fastest ways you can provide impact as a sales executive is to provide processes, content and tools to help your managers succeed. 

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Categories: Front-line Managers

Resources to Help You Enable Your Front-Line Managers

One of the most effective ways you can to reinforce a sales initiative is to enable your front-line managers to coach your reps to success. Some of our most-read content on the blog has to do with this very topic. To make it easy, here is a quick round-up of our most popular posts on enabling your front-line managers to drive results. 

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Categories: Front-line Managers  |  Sales Coaching Tools

Drive a Command Instinct with Your Sales Team

Your sales team’s ability to drive revenue is directly correlated to your sales leaders’ ability to lead. Recent research published in Harvard Business Review by Steve W. Martin, found that 69% of salespeople who exceeded annual quota thought their sales manager was above average. The survey of 400 sales leaders and more than 1,000 sales leader interviews, showed that one of the most critical traits a sales leader can have is "Command Instinct." (Side note: We love the name.) Martin writes, “Great sales leaders establish firm command over their team by exercising the power their title and position entail. For example, they hold their team to a higher level of accountability.”

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Blog Feature

Categories: Front-line Managers  |  Sales Transformation

Sales Executives: Sales Transformation and Your Front-Line Managers

The success of a sales organization is a team effort. True success with any sales transformation is directly tied to how well your front-line managers are equipped to manage, reinforce and validate any new methodology.

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