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Categories: Sales Execution  |  Technology

Making the Shift to Selling the Platform Solution

If you're making sizable shifts next year to enable your sales team to sell a platform solution, you need to ensure they're able to make that jump. These ideas look good on paper, but when it comes to actually getting your salespeople to convince the customer to buy, you likely need to invest in some enablement.

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Categories: Sales Execution  |  Sales Messaging  |  Sales Planning  |  Sales Transformation  |  Talent Management

How to Build a High-Performing Sales Organization

High-performing sales organizations don’t get there by chance. It is a predictable and calculated path to growth. The best sales teams have the necessary foundation in place so reps and managers are able to (1) spend time on high-value revenue activities and 2) (effectively execute with buyers. There is a sales motion in every organization that drives rep productivity and ultimately revenue growth. 

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Categories: B2B Buyer  |  Sales Execution

Six Questions to Test Your Prospect's Decision Process

If your sales team is responsible for closing complex enterprise deals, you know that the process can be lengthy and complex. You’re probably also painfully aware that it can be fraught with peril. Anything from an unexpected objection to a shift in leadership can undo your team’s progress and kill the deal. 

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Categories: Sales Execution

Eight Questions to Drive Sales Execution Improvements

If your organization is struggling with long sales cycles and an unreliable sales forecast, it’s likely you need to tweak your sales execution. When organizations need to improve their sales process, they’re often experiencing problems like:

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Categories: Sales Execution  |  Sales Planning

Dig Deep For Effective Sales Opportunity Reviews

Opportunity reviews can make the difference between a sales team that delivers on an accurate forecast and one that doesn’t come close. I believe the key to a successful opportunity review depends on sales leadership doing two things right:  (1) encouraging their reps to dig deep and (2) ensuring that the reps have the tools they need to execute on their action plans. Think about the traditional format that opportunity review conversations usually take. Ask your sales people about their perspective and you’ll get some surprising answers. I often hear sales people talk about the average deal review like this, “My average deal review is a 30-second conversation in the middle of a forecast review when my manager asks me if the deal is still on track.”

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