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: B2B Buyer  |  Sales Conversation  |  Sales Process

Creating and Capturing Value in B2B Sales

The key to creating and capturing value in B2B sales organizations often lies in the alignment between sales and delivery or customer success. As an organization, you need an efficient mechanism that enables your teams to speak the same language ensuring that what is promised in the sales process can actually be delivered on after the initial deal is signed. This connection can be a differentiator for a selling organization. It can also help with some of the underlying reasons that cause  buyers to choose your solution over others. 

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Categories: Company Alignment  |  Sales Productivity

Sales Productivity: How to Get Your Organization Aligned

Companies often function in silos, with sales, marketing and operations working separately instead of together toward common goals. As each department fights for budget and credit, inefficiencies become rampant. The longer they remain, the harder they are to correct. However, the power that comes from everyone moving in the same direction cannot be underestimated. Indeed, it takes work. But, the benefits that come from that effort are exponential. The question is, how do you get there? We're using this blog to break down how some of our most successful customers achieved alignment. Below are some of the best practices.

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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: Sales Conversation  |  Sales coaching

Improve Sales by Breaking Away from the Commodity Conversation

If you're selling in a maturing market, it is difficult to fight the commodity perception. There is a competitor always garnering for your market share. In a complex enterprise organization, the challenge for sales leaders is to pull together content, processes and tools so the sales team can make sense of it all and actually execute. 

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Categories: Sales Coaching Tools  |  Sales Transformation

3 Components Your Sales Training Program Must Include for Managers

When it comes to a sales training program, top leadership typically has a clear understanding of what they want the program to accomplish. Unfortunately and all too often, these goals can turn into misguided directives for front-line managers and their sales reps. Those edicts often create a team that's good at gaming the system, rather than driving true sales results.

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Categories: Inside Sales  |  Technology

Training Your BDR/SDRs: Maximize the Effectiveness of Your Automation

The last few years have seen a proliferation of sales acceleration tools. While many have come and gone, the best have taken root and proven that they really can help automate the most menial and manual sales tasks. Time-consuming activities like sending follow-up emails, making CRM updates, even tasks like activity planning have been improved with automation.

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Categories: Sales Transformation

The Top 3 Signs Your Sales Organization is Ready for Change

Despite spending 30+ years talking to and working with sales leaders in organizations both big and small, I always go in curious.  And this curiosity has helped me learn a lot about leadership.  One thing I’ve learned is that a leader’s commitment to change can make or break the success of a large-scale sales initiative.

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