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Categories: Sales Execution  |  Sales Kickoff

How to Equip Managers to Drive Lasting Results from a Sales Initiative

First-line managers, more often than not, are the linchpin to whether a sales enablement initiative sticks or falls by the wayside. If your managers see how invested you are in the change initiative’s success, they’ll see the importance of driving long-term reinforcement and adoption. To get managers to put in the work required to drive results, 30, 60, 90 days after the launch of your initiative, you’ve got to put in the work 30, 60, 90 days before the launch of your initiative. Here’s how you can get your managers on board and equipped to move the needle.

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Categories: Sales Execution  |  Sales Kickoff  |  Sales Messaging  |  Sales coaching

#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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Categories: Company Alignment  |  Sales coaching  |  Technology

A Discussion with Tech Company Sales Leaders: What’s Top-of-Mind Right Now

If you're a sales leader, it can be helpful to hear from others in your role to know how they’re dealing with similar challenges and where they’re finding success. We recently talked sales challenges with a group of sales leaders in the high-tech industry, as part of an event with Modern Sales Pros. The organization leads several peer-to-peer discussions and virtual events throughout the year. Not surprisingly, other company leaders are focusing on improving their organization’s ability to compete and perform. Here were our top three takeaways from the conversation:

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Blog Feature

Categories: Sales Transformation  |  Technology

The Right Methodology to Ensure Your Technology Sells

Finding new ways to meet evolving buyer needs is the cornerstone of every great sales organization. The current environment has many companies adjusting product road maps and sales campaigns, trying to align with the most pressing needs of their specific marketplace.  Given the current state, you, as a sales leader, have a huge opportunity to enable your sales teams to sell new products (or your exciting offerings) in a way that drives competitive revenue growth. How you enable your sales organization to sell your technology will play the biggest role in their success, and your success. Here’s how you can make the biggest impact:

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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

How a Virtual SKO Can Move Your Organization Forward

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. When the pandemic hit, plans were already in the works for many sales organizations to launch a new sales initiative. But those plans had to wait, while companies tried to figure out what they were going to do and how they were going to move forward. Lately, we've seen a lot of companies come forward, ready to take action. Their leaders realized their company can’t wait any longer to launch initiatives that are critical to their future success. Sales leaders are making decisions on ways to keep their sales reps productive in this economic environment. The organizations that will succeed are the ones that choose to move forward, despite the circumstances.

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