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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Brian Walsh

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Make MEDDICC Work for Your Sales Organization

Over the past few months new challenges may have forced the need for changes and shifts in your sales process. As you consider ways to help reps faster qualify opportunities, improve forecast accuracy, and increase win rates, make sure you’re looking beyond the process.

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Categories: Sales Transformation  |  Technology

What I’ve Learned from Virtual Sales Training

Right now, sales leaders around the globe are trying to determine what is the best course of action for their sales teams. Perhaps they planned a training initiative that they put on hold or they’re waiting to roll out a new solution to their buyers, and they’re trying to wait for the right time to start ramping up their sales team on the new strategy.

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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 Leadership

Leadership's Three Outcomes

At the start of 2018, I was in a place of reflection. I had lost two very important family members, a few friends and it sparked a few thoughts for me. I ended up posting it on my LinkedIn profile. It received a lot of comments, as it clearly resonated with my network. So this year, I wanted to build on that perspective, as I think many of you are in a place right now where you are charged with leading an organization to great success. 

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Categories: B2B Buyer  |  Sales Conversation

Align with the Buying Process: The Power of the Mantra

Many of our Command of the Message® alumni use the phrase "The Mantra”. The Mantra is a saying that we use to ensure the sales team is aligned to the buyer around their current state, what they're trying to achieve with a solution (Positive Business Outcomes) and what's required to get there (Required Capabilities).

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Categories: Sales Leadership  |  Sales Transformation

How to Increase Revenue by Improving the Manager/Seller Relationship

If you're looking to increase revenue, one of the fastest ways to do it is to improve the relationship between your managers and sellers. Making that link more effective, resourceful and aligned will pay back with significant results. We work with managers extensively in our Manager Coaching deliveries and those curriculums are based on a few basic tenets that you can apply to your own organization.

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Three things that will help your sales reps make their mark

The Force Management team has had a productive and eventful few days at Outreach.io's Unleash Conference. There is power in a group of people who believe in elite sales organizations coming together to learn, mentor and develop plans to execute. I was happy to be a part of it and hope you are too!

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Sales Pro Central