The Sales Generator

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The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.

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John Kaplan

Blog Feature

Categories: Sales Conversation

Enable Your Salespeople to Help Buyers Stand in the Moment of Pain

As many of you know, my mother, Eileen Kaplan was a therapist who worked with the military. One of the greatest lessons that she taught me was making me stand in my moment of pain. This used to bug the stuffing out of me when I was younger because she always had a way of getting me to face reality. Today, as I travel around the world working with some of the coolest companies on the planet, this lesson is as relevant as ever.

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Blog Feature

Categories: Sales Conversation

Why Sales Reps Struggle with Metrics in the Sales Conversation

We’ve done hundreds of deliveries around our Command of the Message® methodology and there’s one topic that frequently comes up in our initial facilitation, even when we do refresher sessions for experienced reps. People continually struggle with defining the metrics in a sales conversation.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

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Blog Feature

Categories: Sales Productivity

The Worst Super Bowl Ever? A Lesson in Sales Discipline

Well it happened again! I woke up the day after a big sporting event and read the news a little perplexed. The headline read, “Super Bowl draws lowest TV audience in more than a decade”. Another read, “Boring game plus New Orleans rebellion leads to ratings drop”.

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Blog Feature

Categories: Talent Management

The Team, The Team, The Team

I have been very fortunate to be a part of some great teams in my life. My freshman year in college I played football for the Defending National Champions of I-AA (now D-I), Boise State University. I transferred my sophomore year to Bowling Green State University in Ohio and played for one of the greatest teams in BGSU history. During the 1985 season we were ranked 20th in the nation ahead of some of the powerhouse schools like Texas and Georgia!

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Blog Feature

Categories: Qualification  |  Talent Management

How Do You Hire Elite Salespeople?

Very often in our engagements, our customers ask us to comment on their people. They ask questions like, “What do you think of our people?” and “Do you think we have the right people?”. These are very common questions. Before I answer these questions about anybody’s people, I like to dig in a little further. I always ask them to tell me, “How do you define success in this or that role?”. It's amazing how many people struggle to give me a measurable answer to this question. A lot of people tell me things like, “They have to be smart”; “They have to have grit”; and my all-time favorite, “They have to have it".

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Categories:

A Lesson on Creating Buyer Value

I recently had the great pleasure of fishing with my dear friend, Dr. Bill down in Florida. Dr. Bill is one of the top doctors in the country in his field. This fishing trip was similar to the countless others we had taken, where we spend the time catching up on life and discussing our professions. Even though he is in medicine and I work in a sales consulting company (Hey, I could have been a doctor, it was all that medical stuff that got in the way, HA!), our talks about work are extremely stimulating for both of us.

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