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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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Categories: Sales Negotiation  |  Sales Process

The One Thing That's Missing in Many Sales Negotiations

When a sales negotiation results in a less than desirable outcome for your company, there’s often one thing that’s missing. It’s likely there was a lack of realization that negotiation starts very early in the sales process.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

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Categories: B2B Buyer  |  Sales Negotiation

Five Essential Questions That Drive Success with Professional Buyers

For most sellers, their negotiation experience comes from a personal frame of reference. If their experience has been that negotiations is tactical and they’ve traditionally included procurement at the end of the deal, that’s probably how they’ll continue to approach professional buyers within the sales process.   

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Categories: Sales Leadership  |  Sales Negotiation  |  Sales Process

Four Ways Sales Leaders Can Improve Their Negotiation and Sales Process Strategy

A great sales process should include a great negotiation strategy - one that helps professional buyers fully understand the value and differentiation of each option.  And one that helps them make the best decisions for their company.  As a sales leader, you need to enable your team to prove the fit and justify the value of your offering in a way that allows you to preserve margin and charge a premium for your product and services.

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Categories: B2B Buyer  |  Sales Negotiation  |  sales challenges

Six Truths About Professional Buyers That Will Help Your Sales Team Negotiate Great Deals

Despite what many of your sellers may believe, procurement is not where good sales deals go to die. A shift in your team’s mindset about when and how to communicate with professional buyers can increase opportunities and create great deals.  As a sales leader, your negotiation strategy should help your sellers communicate the value of your offering and mitigate risk for the buyer. These six truths can help your sellers demystify the professional buyer and understand how to successfully work with procurement to negotiate winning deals:

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Categories: Sales Negotiation

[FM Clients] Aligning SaaS and Traditional Sales Models

Recently, B2B companies have seen a shift in the landscape with the rapidly growing popularity in Software as a Service marketing.  Now that both SaaS and Traditional sales models have their place in today’s business landscape, sales organizations are facing a difficult challenge; to align these sales models to “play nicely together” for cohesive sales execution.  Unfortunately, few B2B sales organizations have made the necessary shifts in sales execution to complement both selling methods.   So how can you effectively align SaaS and traditional sales models? You’ll need to start out by aligning your sales process with the customer’s buying process, establish standards for qualifying sales opps, and support sellers in consistently capturing, creating and communicating value. 

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