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Categories: Adoption and Reinforcement  |  Sales Consumable Tools  |  Sales Productivity

3 Ways Leaders Can Drive Sales Methodology Adoption through Technology

As a sales leader, you’re responsible for ushering your sales organization through different seasons of growth. On the journey, you’ll probably sort through a myriad of changing people, processes, tools and content. Along the way you’ll work hard to identify and leverage what’s working and change what isn’t. 

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Categories: Sales Consumable Tools

The Most Powerful Tool for Your Sales Organization: What is a Value Framework?

A well-defined sales messaging strategy drives high-level buyer-focused sales conversations. It's almost impossible to grow your sales organization if your account executives are unable to articulate the value and differentiation of your products 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: Adoption and Reinforcement  |  Sales Coaching Tools  |  Sales Consumable Tools  |  sales challenges

The Sales Snapshot: Four Things Every Great Sales Leader Understands

As the leader in your sales organization, your people look to you to guide them toward success, and enable them to attain it. For this month’s Sales Snapshot, we’re focusing on leadership best-practices. Here’s a round-up of articles that provide key points that every great sales leader understands.

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Categories: Adoption and Reinforcement  |  Sales Coaching Tools  |  Sales Consumable Tools  |  sales challenges

Sales Challenges: Four Ways to Keep Your Sales Team Focused on Selling

If your sales organization spent more time selling, how would that affect your sales revenue numbers? Often, salespeople and front-line managers get bogged down in forecasts, reviews, hiring and recruiting. In fact McKinsey Global reports that salespeople spend less than half their day selling. (This infographic provides a good summary). One of the most common sales challenges for leaders is ensuring that their sales team is spending their time where they should be -- building and converting pipeline into deals. Here are four ways you can keep your sales team focused on selling.

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Categories: Sales Consumable Tools  |  Sales Conversation

Ten Ways to Improve Your Sales Message in 2014

There’s no better time to set a new goal than the start of a new year. Forget those generic resolutions that you usually break. Instead, commit yourself to success in every sales conversation you have this year. Here are ten sales resolutions you can make right now to improve your sales conversations in 2014.

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Categories: Industry Insight  |  Sales Consumable Tools  |  Sales Conversation

Three Ways to Help Your Sales Team Sell Value in Complex B2B Sales

The ability for salespeople to articulate value in a way that speaks to multiple audiences has never been more critical. The latest Sales Performance Optimization report from CSO Insights shows that on average, more than four people have “direct input” on the final buying decision, the highest in the past three years. There is no longer one decision maker. There’s a network of people making the purchase decision. That’s why articulating value throughout the buyer chain is a key component to your sales organization’s success.

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