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: Differentiation  |  Sales Process

How to Use Differentiators to Influence the Sales Process

Enabling your reps with the ability to articulate your differentiation in a way that has meaning to the buyer can be the one thing that makes the difference between meeting your revenue goals or continuing to struggle in your sales organization.  As a sales leader, you are ultimately responsible for the number. It's up to you to make sure your reps, front-line managers and everyone who engages with customers are crystal clear on what makes you different from the competition.  

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Categories: Differentiation  |  Sales Messaging

What's the Meaning of Command of the Message?

If you've never been through a Command of the Message engagement, it's difficult to understand what commanding the sales message really means  and how your organization achieves it. We write and talk a lot about having Command of the Message®  because we believe that without it, no sales organization can thrive in a competitive environment. Command of the Message is the hallmark of a high-performing sales team.

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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: Competitors  |  Differentiation  |  Sales Messaging  |  Sales Transformation

Four Questions Every Sales Organization Needs to Answer

Leading a sales organization that hits its number repeatedly is a difficult and complex task. You are probably living these intricacies right now – complex solutions, gaps in your sales team, multiple buyers, product/sales/services not on the same page – Sound familiar? We’ve seen it time and time again. Truth is, the challenges you’re dealing with are common and sometimes, taking the first steps to solving them isn't all that complex.

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