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Rachel Clapp Miller

Blog Feature

Categories: Company Alignment  |  Sales Productivity

Six Solutions Our Buyers Are Finding Additional Value in Right Now

We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.

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Blog Feature

Categories: Sales Messaging  |  Sales and Marketing

Making the Most of Every Lead: Key Questions to Help Sales and Marketing Alignment

Our economic environment has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively executing on every valuable lead. Because of the shift in many buyer environments, it’s never been more important to effectively communicate the value and differentiation of your solution in a way that aligns to your customer's greatest business challenge. That need demands marketing and sales communicate a consistent buyer-focused message. 

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Categories: Front-line Managers  |  Sales Kickoff  |  Sales Messaging  |  Sales Process

#1 Ranking Objective for CROs: Cracking into New Accounts

Cracking into new accounts is the top challenge of sales leaders in the current environment. Sales Mastery just released new data after asking 200+ sales leaders for their top sales objective moving forward. While new accounts topped the list, selling more in existing accounts, optimizing lead generation and conversion, and decreasing churn rounded out the top challenges for sales leaders and managers. as they plan to hit their numbers in 2020. At the same time, these challenges are driving key sales enablement priorities. Below are the top three sales enablement initiatives CROs are using to move the needle, according to Sales Mastery, and how to use them to right the course in your sales organization. 

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Blog Feature

Categories: Sales Kickoff

How to Set Up an Effective Adoption Plan Around Your Sales Kickoff

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. No doubt this year has you rethinking your sales kickoff “event”. We’re working with many sales leaders right now who are considering shifting their SKOs and instead, launching broader sales transformations aimed at improving sales performance. They’re investing what would be travel and entertainment budgets into strategic sales training engagements they can launch virtually, with the goal of enabling their sales teams to be able to execute against the company’s overall strategic goals.  This shift demands sales leaders view the SKO not as an event, but rather part of an initiative that will drive measurable results and lasting impact.

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Blog Feature

Categories: Sales Kickoff

Why Leaders Are Shifting from SKOs to Virtual Sales Training Initiatives

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. The typical sales kickoff event is going to look different this year. With the possibility of an in-person event becoming more and more unlikely, company leaders are using this opportunity to invest in strategic sales initiatives that they can launch virtually, during the time of their would-be SKO. The move often shifts travel and entertainment funds into tools, content and training to improve critical components of sales execution. Done right, the switch can get companies moving faster and help them bridge critical gaps in achieving their 2021 goals. 

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Blog Feature

Categories: Sales Kickoff

Getting Beyond the “Event” of the SKO

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. 2020 has forced many companies to make tough decisions, while constantly adjusting for benchmarks aimed at revenue recovery. As company leaders get closer to determining new revenue goals for the upcoming year, sales leaders are left with the task of finding impactful ways to align their sales organization around what’s needed to succeed.  Working in an uncertain environment, pressures of the pandemic, and an entirely remote workforce has many sales leaders thinking of more ways to motivate and focus the team. As with any yearly kickoff, aligning the entire sales organization around the strategic direction of the company should be a top priority. 

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