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: Differentiation  |  Sales Process

How to Use Differentiators to Influence the Sales Process

Enabling your reps with the ability to articulate your differentiation in a way that has meaning to the buyer can be the one thing that makes the difference between meeting your revenue goals or continuing to struggle in your sales organization.  As a sales leader, you are ultimately responsible for the number. It's up to you to make sure your reps, front-line managers and everyone who engages with customers are crystal clear on what makes you different from the competition.  

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Categories: B2B Buyer  |  Sales Discovery Process

Give Your Reps the Ability to Have Value-Based Sales Conversations

The sales conversation is such a critical component of the sales process, we call it "the moment of truth." It can often make or break an opportunity for a lead to move further along in the process. When sales organizations are struggling with making revenue numbers, the problem may lie in what your salespeople are saying to a potential customer.  Do any of these challenges sound familiar? 

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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: Differentiation  |  Sales Messaging

What's the Meaning of Command of the Message?

If you've never been through a Command of the Message engagement, it's difficult to understand what commanding the sales message really means  and how your organization achieves it. We write and talk a lot about having Command of the Message®  because we believe that without it, no sales organization can thrive in a competitive environment. Command of the Message is the hallmark of a high-performing sales team.

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Categories: Sales Execution  |  Sales Messaging  |  Sales Planning  |  Sales Transformation  |  Talent Management

How to Build a High-Performing Sales Organization

High-performing sales organizations don’t get there by chance. It is a predictable and calculated path to growth. The best sales teams have the necessary foundation in place so reps and managers are able to (1) spend time on high-value revenue activities and 2) (effectively execute with buyers. There is a sales motion in every organization that drives rep productivity and ultimately revenue growth. 

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Categories: Sales Messaging  |  Sales Transformation

Why a Sales Messaging Initiative Will Help You Accelerate Growth

When you are trying to accelerate growth in your sales organization, every component of your sales team and process needs to be maximized for effectiveness. Meeting aggressive revenue goals demands a focus on sales talent, sales planning, sales execution and sales messaging. Time and time again, we’ve seen organizations struggle with which area to tackle first. Indeed, it can be a bit overwhelming. Our customers that have been most successful typically start with aligning their company on the value they provide their customers and what makes them better and different than the competition.

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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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