The Sales Generator

The Command CenterTM

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

Start seeing X improvement in your Y

A support statement of your value proposition. Entice your visitor to complete your cta.

Example CTA

Rachel Clapp Miller

Blog Feature

Categories: Sales Process

Don't Wait to Improve Your B2B Sales Process 

Sales is the engine that is accelerating organizational growth and fueling revenue. There's no better way to enable your sales team to sell more, faster than to align your sales process with how your B2B buyers buy. In addition, your salespeople need to be able to execute against it. It needs to clearly outline who does what and when they do it. Remember, having a CRM does not mean you have a sales process.

Read More

Blog Feature

Categories: Adoption and Reinforcement  |  Sales Transformation

How do you ensure the success of a sales training initiative? Steps to take before you start.

For every sales initiative that positively transforms a company, there are countless others that fall flat with time, money and resources wasted. If it has become apparent that you need to lead a sales initiative to improve sales rep performance, there are some key steps you need to take before you even think of scheduling a sales training event.

Read More
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: Front-line Managers

How to Lessen the Burden on Your Front-Line Managers

The Force Management team is passionate about enabling managers. I solicit content ideas repeatedly from our sales experts and the number one topic they always send back my way is manager enablement. The reason why? They see that challenge consistently in the marketplace. Too often, organizations align the executive team and then roll out initiatives at the rep level without investing in the managers.

Read More

Blog Feature

Categories: Sales Leadership

New to the VP of Sales role? Here’s a Road Map for Sales Success

If you are a new VP of sales or head of a sales organization, you are more than ready to start driving results for your sales organization. Your execution plan depends on the current state of your organization. Perhaps you need to hire more reps or build an enterprise sales team. Or maybe, there’s been flat-line growth for the past two years and you’ve been brought in to fix it. The big question is where do you start? We've outlined six key focus areas below. This isn't an exhaustive list, but should get you going in the right direction.

Read More

Blog Feature

Categories: Sales Consumable Tools

The Most Powerful Tool for Your Sales Organization: What is a Value Framework?

A well-defined sales messaging strategy drives high-level buyer-focused sales conversations. It's almost impossible to grow your sales organization if your account executives are unable to articulate the value and differentiation of your products in a way that has meaning to the buyer.

Read More

Blog Feature

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.

Read More