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: Sales Conversation  |  Sales coaching

Enable Your Salespeople to Sell the Platform Solution

If your growth model has you moving from a point solution to a platform solution, it's likely you are assessing how well your sales organization is enabled to execute this new type of sale. It's a trend we see frequently with the high-tech companies with which we work. The decision to create and sell a broader solution has its benefits, but without enabling your sales teams to sell that new functionality, the decision will never realize its potential. Don't simply train your sales teams on the features and functions of your platform, rather equip them with how to sell the value of the holistic solution broader and deeper in the prospect organizations. It's about articulating value and differentiation, but it's also necessary to define the sales process and qualification method that will enable your reps to effectively maneuver through more complex sales.

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Categories: Sales Conversation  |  Sales Planning  |  Sales Transformation

Does Your Sales Organization Have What it Takes to Be Elite?

 An elite sales organization is one that drives higher win rates, larger deal sizes, higher margins, and predictable revenue.  Can you confidently say you and your team excel in all of these areas?  Whether you're launching a new product, moving to a subscription model or trying to meet accelerating growth rates, it is difficult to scale if you don't have the foundation in place.

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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: Company Alignment  |  Sales Conversation  |  Sales Leadership  |  Sales Productivity

Enabling a Global Sales Organization: Q&A with a Sales Leader

 Joe Marcin is the SVP of Global Sales at ClickSoftware. Click is a leader in field service management solutions, arming service leaders with real-time recommendations and operational intelligence. Joe is an experienced sales leader who has a breadth of experience selling complex software solutions globally. Force Management has worked with ClickSoftware to improve its sales productivity. In advance of his webinar with Tim Caito, Force's content team asked Joe to share his perspective on sales effectiveness. 

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Categories: Sales Conversation

Enable Your Salespeople to Help Buyers Stand in the Moment of Pain

As many of you know, my mother, Eileen Kaplan was a therapist who worked with the military. One of the greatest lessons that she taught me was making me stand in my moment of pain. This used to bug the stuffing out of me when I was younger because she always had a way of getting me to face reality. Today, as I travel around the world working with some of the coolest companies on the planet, this lesson is as relevant as ever.

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Categories: Sales Conversation  |  Sales Negotiation

How Do You Define Value Specific to Your Customer?

One of the most-often missed points from salespeople using a value-based selling methodology is how  to define value. Here’s one definition: Something that provides incremental benefit to the customer, beyond what they would achieve from their most likely alternative (e.g., a competitor, doing it themselves, or even doing nothing). However, the pivotal point in regards to this definition is that it must align with what the customer wants to achieve. What are the positive business outcomes the customer is looking to achieve?

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Categories: Sales Conversation

Why Sales Reps Struggle with Metrics in the Sales Conversation

We’ve done hundreds of deliveries around our Command of the Message® methodology and there’s one topic that frequently comes up in our initial facilitation, even when we do refresher sessions for experienced reps. People continually struggle with defining the metrics in a sales conversation.

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