The Seller's Sales Generator

The Seller's Command CenterTM

The latest tips to help you sell larger deals, exceed your quota and beat the competition.

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Categories: Sales Coaching Tools

Your Best Sales Tactic? Go in Curious

One of the most succinct pieces of advice our sales performance experts often share with reps is to go in curious. If you're curious, you're listening to your customer, you're asking great questions and you're more likely to uncover pain points and the negative consequences that are resulting from them. 

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Why Vulnerability May Be a Salesperson's Strongest Asset

Vulnerability is a topic that has gained some attention in recent years. You may remember Brene Brown's Ted Talk on The Power of Vulnerability which has been watched nearly 30 million times. This idea is clearly one to which people can relate. Have you ever thought about how that concept can help you as a sales leader or even as a sales rep?

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Categories: Sales Discovery Process

Why These Blogs Are Our Most Popular

When you manage a blog, it’s often difficult to predict what posts will resonate most often with readers. However, it wasn’t surprising to me that our most popular blogs in 2015 had to do with asking the right questions.

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Categories: Sales Leadership  |  Uncommon

Podcast: Multiple Decision Makers in Your Sales Process

In complex B2B sales, research shows that more and more decision makers are involved in purchasing decisions. Several sign-offs can be seen as a challenge or an opportunity for a salesperson.

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Categories: Sales Conversation

Our Favorite Part of the Sales Conversation

Customer references are a critical component to your sales conversations. Your customers want to know that you can really do what you promise. Hearing third-party evidence can provide the necessary validation to turn an opportunity into a closed deal. Our own proof points have won us and our clients some significant opportunities. They’re one of our favorite parts of the sales conversation.

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Categories: Sales Conversation

Best Practices for Defining and Validating Required Capabilities

Determining what exactly your customer needs in a solution is a pivotal component to successfully closing an opportunity. Your customers have a set of a required capabilities for whatever purchase they’re considering. These are the minimum solution requirements that are needed to solve the business problem and achieve the positive business outcomes.

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