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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Rachel Clapp Miller

Blog Feature

Categories: Sales Discovery Process

The One Word You Need to Teach Your Sales Teams for Effective Discovery

Do you find yourself consistently frustrated with deals coming across your desk that: give away too much margin; aren't tied to the biggest business issue; have limited access to the economic buyer?

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Blog Feature

Categories: sales challenges

What We Tell Clients Who Say They Can "Do it Themselves"

It's a conversation that can be uncomfortable. When we are talking to sales leaders and executives, we are most often dealing with very smart people. They know how to lead, how to sell, what's needed to be successful and perhaps more importantly, what's not.

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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.

Blog Feature

Categories: Company Alignment  |  Sales Transformation

How to Get More Budget For Your Sales Initiative

You know what’s working within your sales organization. And, perhaps more importantly, you know what isn’t. Maybe your sales team isn't focusing on value in the buyer conversations, and they're giving up too much margin or losing deals all together. You need better access to the economic buyer and frankly, a better understanding of how your prospects buy.

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Blog Feature

Categories: Industry Insight  |  Sales Transformation

How to Improve Sales in an IT Staffing Organization

Job growth in the IT sector is outpacing all other sectors and expected to grow 13% by 2026, according to the Bureau of Labor Statistics. The opportunity for jobs is one thing, filling them is quite another. This recent Wall Street Journal article noted that unemployment in the IT sector dropped to a 20-year-low, forcing employers into a "historic" fight for people to fill critical roles.  For the staffing industry, these dynamics will put many firms at risk. If you don't have the right people to help your clients, they'll look elsewhere. The staffing organizations that will excel in this unique environment will have tools, processes, and content behind how they address these customer and candidate dynamics.

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Blog Feature

Categories: Sales Conversation  |  Sales Planning  |  Sales Transformation

Does Your Sales Organization Have What it Takes to Be Elite?

 An elite sales organization is one that drives higher win rates, larger deal sizes, higher margins, and predictable revenue.  Can you confidently say you and your team excel in all of these areas?  Whether you're launching a new product, moving to a subscription model or trying to meet accelerating growth rates, it is difficult to scale if you don't have the foundation in place.

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Blog Feature

Categories: Sales Leadership  |  Sales Transformation  |  sales challenges

Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative

You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.

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