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Categories: Sales Kickoff  |  Sales Messaging

Use Your Virtual SKO to Invest in Your Salespeople

If you decide to move forward with a virtual sales kickoff event, it will have its benefits. You can forego the hefty budget required for hotel stays, travel expenses and other in-person provisions. Your sellers will be "out of the field" less, which means less time away from critical sales activities. You can also reset the event according to your organization's priorities, which may mean getting busy with SKO planning earlier or later than you’re used to. The budget saved from travel and entertainment expenses gives leaders and executives the opportunity to invest in their salespeople. With a virtual SKO, company executives and sales leaders have the chance to invest in sales initiatives and training aimed at improving their salespeoples' ability to hit their numbers next year. It gives these leaders an actionable way to support their mangers and reps, who have worked harder than ever to build pipeline and bring in revenue during these challenging times. Here are three ways you can use your next sales kickoff event to invest in your salespeople (and your organization's) success.

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Categories: Sales Messaging  |  Sales Transformation

How Sales Messaging & Qualification Work Together to Drive Scalable Growth

At any company life cycle stage, there are challenges that come with driving scalable growth. Defining where the biggest gaps or opportunities lie within a sales process is one complication sales leaders, their executive teams, and even their investment firms often struggle with. Determining which sales initiative will drive the most impactful results takes careful consideration.

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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: Company Alignment  |  Sales Messaging  |  Sales Transformation

Aligning Your Sales Engine with Product Development: A CTO Perspective

Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential. How many times have you seen a deal closed where the buyer is only buying one part of your solution, and therefore missing the bigger value for his/her business by not using the platform? 

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Categories: Sales Messaging  |  Sales Productivity

Maintain Sales Productivity: Five Ways Your Company Can Focus Your Reps on Selling Value

With the news about the COVID-19 pandemic changing daily, focus can be a challenge for a sales leader. The constant shift likely means pivoting between heavy-hearted decisions, board meetings, conversations with employees and the albeit adjusted revenue numbers.  Your customers are facing the same difficult decisions. How are you keeping your sales reps focused? Your managers equipped to maintain productivity? And, readying your organization for when the panic dies down? Here are five ways you can keep your teams focused. 

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Categories: Sales Messaging

Keep the Focus on Your Buyer in Your Sales Process

The only way your reps are going to be consistently successful is if they're able to effectively align with their buyer's needs and desired outcomes throughout the sales process.  We've compiled our best resources for uncovering customer needs in discovery and aligning your sales process with your buyer's process below.

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Categories: Channel Sales  |  Sales Messaging  |  Sales Transformation

Three Important Factors to Drive Measurable Results in Your Channel Organization

A channel program is an effective way to increase your capacity and expand market share. However, without putting resources behind enabling this avenue for revenue, you’ll likely do more harm than good. To garner the many benefits that come from a robust channel program, you need to put the time and resources into ensuring your channel sellers have the same understanding of your value and differentiation as your own field or inside sales teams.

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