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

Align with the Buying Process: The Power of the Mantra

Many of our Command of the Message® alumni use the phrase "The Mantra”. The Mantra is a saying that we use to ensure the sales team is aligned to the buyer around their current state, what they're trying to achieve with a solution (Positive Business Outcomes) and what's required to get there (Required Capabilities).

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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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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

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Categories: Sales Conversation  |  Sales coaching

Improve Sales by Breaking Away from the Commodity Conversation

If you're selling in a maturing market, it is difficult to fight the commodity perception. There is a competitor always garnering for your market share. In a complex enterprise organization, the challenge for sales leaders is to pull together content, processes and tools so the sales team can make sense of it all and actually execute. 

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Categories: Sales Conversation

How Do I Simplify the Sales Process for my Enterprise Sales Team

In the enterprise sales organization, you likely don't have the problem of brand recognition. You have products, proven solutions and big logos that make it easier for you to get your foot in the door with prospects.

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Categories: Sales Coaching Tools  |  Sales Conversation

Accelerate Sales Cycles With Conversation Consistency

Without a repeatable sales process, you don’t have the ability to qualify, advance, and close opportunities consistently. As a sales leader, are you struggling with these pain points? Reps taking shortcuts  Losing deals to the dreaded “Do Nothing” Sales cycles that take too long

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Categories: Channel Sales  |  Sales Conversation  |  Sales Productivity  |  Sales Transformation

How to Enable Your Channel Organization to Drive Sales Revenue

When I'm in the middle of a conversation with someone in my profession, I can always tell within the first 2-3 questions or comments the level of knowledge or experience the person has around the value of a world-class channel organization. Comments like expanded markets, improved company profitability, etc..., versus giving margin away, direct sales conflict, are the key differences.  Channel organizations can be a critical component to expanding and increasing market coverage and penetration for complex B2B sales organizations. However, when it comes to enabling the channel with tools and processes, it’s an often overlooked area of opportunity. A key success metric that I learned from a seasoned channel professional is: Productivity x Capacity = Growth If you have 1,000 partner sale reps who are not productive, you will not grow. But, if you improve your channel sales productivity by 10-15 percent that could be significant. That is why you invest in a methodology that allows you to reach a global audience, improve their productivity and grow their mindshare which ultimately, will earn them more money.

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