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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Categories: Sales Leadership

Leadership's Three Outcomes

At the start of 2018, I was in a place of reflection. I had lost two very important family members, a few friends and it sparked a few thoughts for me. I ended up posting it on my LinkedIn profile. It received a lot of comments, as it clearly resonated with my network. So this year, I wanted to build on that perspective, as I think many of you are in a place right now where you are charged with leading an organization to great success. 

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Categories: Adoption and Reinforcement  |  Front-line Managers

Accelerating Adoption: Tips for Front-line Managers

Let’s face it, the role of the front-line manager is not easy. They are responsible for salespeople, managing pipeline, interacting with other departments and ensuring that both they and their team are delivering on the expected results. It can be a lot to handle. When it comes to accelerating adoption of a sales initiative, one of the most important roles the front-line managers plays is to reinforce training concepts and skills in a seller's day-to-day activities. The front-line manager is a sales leader's "boots on the ground", helping to facilitate, inspire, coach and provide reinforcement. 

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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: B2B Buyer  |  Sales Conversation

Align with the Buying Process: The Power of the Mantra

Many of our Command of the Message® alumni use the phrase "The Mantra”. The Mantra is a saying that we use to ensure the sales team is aligned to the buyer around their current state, what they're trying to achieve with a solution (Positive Business Outcomes) and what's required to get there (Required Capabilities).

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Categories: Sales Productivity

The Worst Super Bowl Ever? A Lesson in Sales Discipline

Well it happened again! I woke up the day after a big sporting event and read the news a little perplexed. The headline read, “Super Bowl draws lowest TV audience in more than a decade”. Another read, “Boring game plus New Orleans rebellion leads to ratings drop”.

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Categories: Sales Negotiation

How Sales Negotiation Training Courses Can Improve and Bring Value to Your Sales Team

There's a point as a sales leader when you know you need to make an investment in improving your sales team’s negotiating effectiveness. They see their sales teams routinely facing these negotiating challenges:

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Categories: Sales Process

Podcast: The Single Selling Motion

When salespeople learn methodologies, they can sometimes become overwhelmed by the tactics presented. However, effective processes aren't one-time events, they are executed together in one single selling motion. In our new podcast, John Kaplan breaks down some tips and tricks that help reps layer in new processes in a way that's simple and practical.

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