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 Leadership  |  Sales Transformation  |  sales challenges

Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative

You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.

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Categories: Sales Leadership  |  Sales Productivity  |  sales pro

Your Sales Motion: Taking it from Excellent to Elite

Are we wired naturally to be elite?  Regardless of your title, role, occupation, the opportunity to be elite is sitting right in front of us. Salespeople, leaders and organizations strive to drive higher win rates, larger deals and better margins. Investors, shareholders and executives aspire to build high-performing sales teams, capable of maximizing market opportunities. They are not looking for okay, average or even good. They are looking for awesome, exceptional and elite.

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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 Leadership

Leadership's Three Outcomes

At the start of 2018, I was in a place of reflection. I had lost two very important family members, a few friends and it sparked a few thoughts for me. I ended up posting it on my LinkedIn profile. It received a lot of comments, as it clearly resonated with my network. So this year, I wanted to build on that perspective, as I think many of you are in a place right now where you are charged with leading an organization to great success. 

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Categories: Sales Leadership  |  Sales Transformation

How to Increase Revenue by Improving the Manager/Seller Relationship

If you're looking to increase revenue, one of the fastest ways to do it is to improve the relationship between your managers and sellers. Making that link more effective, resourceful and aligned will pay back with significant results. We work with managers extensively in our Manager Coaching deliveries and those curriculums are based on a few basic tenets that you can apply to your own organization.

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Categories: Sales Leadership

New to the VP of Sales role? Here’s a Road Map for Sales Success

If you are a new VP of sales or head of a sales organization, you are more than ready to start driving results for your sales organization. Your execution plan depends on the current state of your organization. Perhaps you need to hire more reps or build an enterprise sales team. Or maybe, there’s been flat-line growth for the past two years and you’ve been brought in to fix it. The big question is where do you start? We've outlined six key focus areas below. This isn't an exhaustive list, but should get you going in the right direction.

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