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: Sales Negotiation

Sales Negotiation Tools that Work

Successful sales negotiation depends on more than just an individual seller’s set of skills. Mastering tactical maneuvers will never provide the kind of framework your sales team needs to consistently win great deals for your company. An effective sales negotiation process leverages the value and differentiation of your company’s offerings, creates alignment across internal departments and provides sellers with a repeatable framework to use successfully in the field. You may have a relatively young sales force that's frequently having to negotiate with seasoned procurement professionals. Perhaps, you find yourself getting increasingly frustrated with the fact that your team is always having to discount on price. Or you know as a leader that there is a lack of consistency in how your salespeople approach deals.  If you're dealing with any of those challenges, it's likely your organization could benefit from developing some key negotiation tools that support your salespeople's ability to negotiate on value.

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Categories: Sales Transformation

How Much Does a Sales Initiative Cost?

One of the most common questions we receive from prospects concerns the cost of our engagements. We pride ourselves on delivering incredible return for our customers, but that doesn't mean we shy away from talking price with prospects. That's why we just published "The Cost of a Sales Initiative," a web page devoted to the inputs and levers that contribute to the cost of launching our offerings. 

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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 Coaching Tools

A Lesson on Resiliency and Process

There have been so many times in my life when I’ve admired the resiliency in others. The ability to recover quickly despite loss, hardship, or other difficulties is no easy feat. The quality is not to be underestimated. This past year showed me my own resiliency. 2017 was a difficult year for me. I experienced personal loss of family and friends which took the wind out of my sails. Even in their final days, each of these people stood in the face of incredible pain and their own mortality. It was so admirable and forced me to reflect on my own resiliency. I asked myself, “How resilient are you?” I didn’t necessarily have an answer and still don’t, but have found some clarity in reflecting on the topic recently.

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Categories: Differentiation  |  Negative Consequences  |  Sales Negotiation

Simple Strategies to Increase Win Rates

If each rep in your sales organization could win one more opportunity a quarter, what would that do to your bottom line? Increasing your win rates demands attention from the top-down and the ground-up in a sales organization. While lasting change always takes consistent effort and leadership, there are some simple strategies you can reinforce with your sales teams that will help them focus on closing more deals, faster.

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Categories: Sales Planning

Podcast: Sales Planning Tips for Reps and Managers

Like it or not, the end of a year is a good time to start thinking about your plan for the next year. Have you drained the pond this year? How are you stacked up for success next year? What's your plan to make the plan?

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Categories: Sales Coaching Tools

The Key to Effective Sales Communication: Send to Your Team Now

If you are frustrated by what you’re hearing in QBRs, opportunity reviews or by the conversations you overhear reps having on the phone, there’s no doubt that improving the way your team communicates with prospects may help alleviate at least some of that frustration.

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