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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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Rachel Clapp Miller

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Categories: Sales Coaching Tools

The Key to Effective Sales Communication: Send to Your Team Now

If you are frustrated by what you’re hearing in QBRs, opportunity reviews or by the conversations you overhear reps having on the phone, there’s no doubt that improving the way your team communicates with prospects may help alleviate at least some of that frustration.

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Categories: Competitors

Never Lose to No Decision: How to Work with Your Reps to Get Prospects to Act

In many sales organizations, the competition against “No Decision” is more fierce than it is against an actual company selling a similar solution. Sometimes when you’re going up against an established solution or the status quo, getting a prospect to invest and act can be an uphill battle.

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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 Coaching Tools  |  Sales Leadership

How to Make Role Plays More Effective for Your Sales Team

When role plays are executed the right way, they can be an effective way for sales managers to add value to their sales reps. They provide an avenue for a salesperson to practice an important sales conversation, rather than going into a customer call cold. It also gives managers a way to provide actionable feedback for improvement. Here are five tips for executing an effective role play session with your reps: 

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Categories: B2B Buyer  |  Competitors

Losing Deals to the Competition? The Mistake Your Organization is Making

Having an organizational understanding about what makes your solution better and/or different than the competition is critical to having a consistent customer-facing message that enables the business strategy at the point-of-sale. Even if they have the best product on the market, many sales organizations struggle with enabling their sales team to effectively articulate why they're different than the competition in a way that has meaning to the buyer.

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Categories: Differentiation  |  Sales Process

How to Use Differentiators to Influence the Sales Process

Enabling your reps with the ability to articulate your differentiation in a way that has meaning to the buyer can be the one thing that makes the difference between meeting your revenue goals or continuing to struggle in your sales organization.  As a sales leader, you are ultimately responsible for the number. It's up to you to make sure your reps, front-line managers and everyone who engages with customers are crystal clear on what makes you different from the competition.  

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Categories: B2B Buyer  |  Sales Discovery Process

Give Your Reps the Ability to Have Value-Based Sales Conversations

The sales conversation is such a critical component of the sales process, we call it "the moment of truth." It can often make or break an opportunity for a lead to move further along in the process. When sales organizations are struggling with making revenue numbers, the problem may lie in what your salespeople are saying to a potential customer.  Do any of these challenges sound familiar? 

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