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Categories: B2B Buyer  |  Competitors  |  Industry Insight  |  sales challenges

Understanding Why Sales Organizations Win: Q&A With Sales Researcher

Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis. Both solutions provide analytical insights that help companies win more and identify the root causes that lead to lost revenue and customer churn. In advance of her webinar with Brian Walsh, Force's content team asked Melissa to share some perspective on her research and the companies with which she works.

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Categories: Industry Insight  |  Sales Process  |  sales challenges

Sales Best Practices: Enabling a Challenger Sales Team

Paul Liberatore was the Senior Sales Enablement Manager for U.S. and Canada at Welch Allyn, a leading global healthcare solutions company. Liberatore has more than 20 years’ experience managing enablement and e-learning. Force Management began working with Welch Allyn in 2012 in an effort to improve overall sales effectiveness and generate more revenue per seller.  The competitive medical marketplace is dealing with unprecedented fiscal challenges. As providers of all sizes continue to maneuver through health care reform, keeping your sales team prepared for the next hurdle can be a daunting task.

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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: Industry Insight  |  Sales Transformation

How to Improve Sales in an IT Staffing Organization

Job growth in the IT sector is outpacing all other sectors and expected to grow 13% by 2026, according to the Bureau of Labor Statistics. The opportunity for jobs is one thing, filling them is quite another. This recent Wall Street Journal article noted that unemployment in the IT sector dropped to a 20-year-low, forcing employers into a "historic" fight for people to fill critical roles.  For the staffing industry, these dynamics will put many firms at risk. If you don't have the right people to help your clients, they'll look elsewhere. The staffing organizations that will excel in this unique environment will have tools, processes, and content behind how they address these customer and candidate dynamics.

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Categories: Industry Insight  |  Sales Snapshot

The Sales Snapshot: Three Ways to Build a Culture of Performance

A culture shift may be the one thing that can turn around a company suffering from dwindling profits and market share. Today's Sales Snapshot pulls together some great resources on leadership and building a culture of performance

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Categories: Industry Insight  |  Sales Process

What Top Sales Teams Do Better Than The Rest

We know that there are clear drivers of a best-in-class sales team: good leadership, effective salespeople and a defined process that allows the team to consistently reach revenue goals.  Harvard Business Review Blogger Steve W. Martin recently surveyed 786 sales professionals, revealing more insight into what distinguishes top sales organizations from the rest. He found more than a dozen differences, but there are three themes among his results we found to be most important.

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Categories: Industry Insight  |  Sales Transformation

Five Things Top Sales Organizations Know About Successful Sales Transformation

The sales profession is a dynamic landscape. From economic ups-and-downs to shifts in consumer trends, it’s necessary to keep a finger on the pulse of best practices in order to create scalable and repeatable success in your sales organization. In its recent study on sales training and development, Aberdeen surveyed 260 organizations to determine the most effective sales training techniques. Aberdeen benchmarked Best-in-Class companies against average and laggard performing organizations. Companies were best-in-class if they: had more than 80% of their teams achieving quota had a 14% average increase in revenue had a 9.5% year-over-year increase in average deal size Here are the five critical points for sales leaders to take from Aberdeen's sales training research:

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