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

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Categories: Sales Productivity

Sales Productivity: How Much Should a Sales Initiative Cost

Determining the budget line item for a sales initiative can be difficult until you start talking to vendors. There are a multitude of sales consultants out there with prices that vary just as much. Once you determine the key knowledge gaps you're trying to fill in your organization or the challenges you're trying to overcome, then it's time to connect with the right solution for your budget and your pain points.

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Categories: Sales Transformation  |  Talent Management

Strategies to Increase Sales: Planning Ahead for Success

Visualization is an important sports psychology technique that the best athletes use. It has a demonstrable effect on individuals and teams, too: if you can see victory in your mind’s eye, and if you can imagine it in fine detail, you have a better chance of making it a reality. For sales leaders, visualization is just as important. You may have goals for your team, such as increased sales volume, year-over-year revenue growth or improved rep performance, but what would that success look like in practice? How would a high-flying team operate? How would they be different from the team you have now?

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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: Company Alignment

Strategies to Increase Sales: How to Drive Consistency in Your Sales Organization

The most successful executives never underestimate the power of gaining consistency in the sales organization. Whether its in qualification, opportunity reviews, or customer conversations, the power of everyone executing in the same manner, with the same understanding can be a game changer for your organization.

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Categories: Sales Productivity  |  Talent Management

Improving Sales Productivity: Owning the Talent Process

As a sales leader, you cannot underestimate the importance of owning your sales talent process. That means taking individual ownership of developing a cadence on how you attract, hire, on-board and retain top sales talent. We find that too many sales leaders across industries, across organizations, fundamentally underestimate the power of putting rigor behind your sales talent organization.

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Categories:

3 Questions Your Sales Team Should Ask on Every Deal

Consistent qualification is a struggle for many sales organizations. Sales teams too focused on the current forecast, inconsistency on the definition of qualified, a lack of appropriate coaching all can contribute to deals in the forecast that will never close.

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Categories: Customer Verifiable Outcomes  |  Qualification  |  Talent Management

Strategies to Increase Sales: 4 Keys to Creating an Elite Sales Organization

Elite sales organizations drive higher win rates, larger deal sizes, higher margins and predictable revenue. They are backed by a reliable team of sellers who know how to uncover customer problems and align their message of value.

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