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Rachel Clapp Miller

Blog Feature

Categories: Sales Transformation

What Fuels the Sales Performance Engine?

There are many things that fuel sales performance, but two of the most critical are discipline and practicality for your reps. Without these two elements, it is difficult to achieve repeated performance and quota attainment.

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Blog Feature

Categories: Sales Leadership  |  Sales Productivity  |  sales challenges

The Fourth Quarter: What's Your Plan?

Now is the time many of us assess how our year has gone. Some of you may be scrambling to make the number, hinging the year on a few deals that you're waiting to close. Others of you may be riding out the quarter, perhaps pushing some deals into next year to give yourself a little runway.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

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Blog Feature

Categories: Sales Conversation  |  Sales coaching

Enable Your Salespeople to Sell the Platform Solution

If your growth model has you moving from a point solution to a platform solution, it's likely you are assessing how well your sales organization is enabled to execute this new type of sale. It's a trend we see frequently with the high-tech companies with which we work. The decision to create and sell a broader solution has its benefits, but without enabling your sales teams to sell that new functionality, the decision will never realize its potential. Don't simply train your sales teams on the features and functions of your platform, rather equip them with how to sell the value of the holistic solution broader and deeper in the prospect organizations. It's about articulating value and differentiation, but it's also necessary to define the sales process and qualification method that will enable your reps to effectively maneuver through more complex sales.

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Blog Feature

Categories: B2B Buyer  |  Competitors  |  Industry Insight  |  sales challenges

Understanding Why Sales Organizations Win: Q&A With Sales Researcher

Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis. Both solutions provide analytical insights that help companies win more and identify the root causes that lead to lost revenue and customer churn. In advance of her webinar with Brian Walsh, Force's content team asked Melissa to share some perspective on her research and the companies with which she works.

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Blog Feature

Categories: Sales Kickoff

Our Best Sales Kickoff Resources

It is never too early to start thinking about your sales kickoff. Having a specific plan to align the event with the overall company growth goals and objectives for the year is critical to not only the event's success, but will help drive results after the kickoff. The best sales leaders in the world understand these events are about more than just the sales team. Used strategically, they can align the overall company on what's most important - the customer. That's why we've been writing a lot about the sales kickoff these past few weeks. The more your event is aligned with company-level objectives, the more it will set your salespeople up for success in the next four quarters.

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Blog Feature

Categories: Competitors  |  Differentiation  |  Sales Discovery Process

The Missing Link Between Your Differentiation and Your Buyers

There are a lot of organizations out there that tout what makes them different from the competition. However, at times, that differentiation is simply talk and no action. What's on the PowerPoint slides fails to translate to the real-life customer experience. You can't just proclaim differentiation as an organization. You need to be able to justify it and demonstrate you really do what you say you do. That's step one. Step two is another area where many organizations fall short. It involves equipping your reps with the ability to articulate differentiation in a way that has meaning to the buyer.

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