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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Categories: B2B Buyer  |  Sales Conversation  |  Sales Process

Creating and Capturing Value in B2B Sales

The key to creating and capturing value in B2B sales organizations often lies in the alignment between sales and delivery or customer success. As an organization, you need an efficient mechanism that enables your teams to speak the same language ensuring that what is promised in the sales process can actually be delivered on after the initial deal is signed. This connection can be a differentiator for a selling organization. It can also help with some of the underlying reasons that cause  buyers to choose your solution over others. 

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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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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

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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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Categories: B2B Buyer  |  Sales Negotiation

Five Essential Questions That Drive Success with Professional Buyers

For most sellers, their negotiation experience comes from a personal frame of reference. If their experience has been that negotiations is tactical and they’ve traditionally included procurement at the end of the deal, that’s probably how they’ll continue to approach professional buyers within the sales process.   

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Categories: B2B Buyer  |  Front-line Managers

Key Focus Areas for Accelerating Growth

There’s not a sales leader out there who isn’t trying to accelerate growth. Even if you are working at a company that’s killing it in the marketplace, there’s a moment where that growth will stall and perhaps decline. How can you work to ensure that you are able to maintain your growth rate over time?

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Categories: B2B Buyer  |  Sales Negotiation  |  sales challenges

Six Truths About Professional Buyers That Will Help Your Sales Team Negotiate Great Deals

Despite what many of your sellers may believe, procurement is not where good sales deals go to die. A shift in your team’s mindset about when and how to communicate with professional buyers can increase opportunities and create great deals.  As a sales leader, your negotiation strategy should help your sellers communicate the value of your offering and mitigate risk for the buyer. These six truths can help your sellers demystify the professional buyer and understand how to successfully work with procurement to negotiate winning deals:

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