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Categories: Sales Messaging  |  Sales and Marketing

Making the Most of Every Lead: Key Questions to Help Sales and Marketing Alignment

Our economic environment has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively executing on every valuable lead. Because of the shift in many buyer environments, it’s never been more important to effectively communicate the value and differentiation of your solution in a way that aligns to your customer's greatest business challenge. That need demands marketing and sales communicate a consistent buyer-focused message. 

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Categories: Sales Execution  |  Sales Kickoff  |  Sales Messaging  |  Sales coaching

#1 Ranking Objective for CROs: Cracking into New Accounts

Cracking into new accounts is the top challenge of sales leaders in the current environment. Sales Mastery just released new data after asking 200+ sales leaders for their top sales objective moving forward. While new accounts topped the list, selling more in existing accounts, optimizing lead generation and conversion, and decreasing churn rounded out the top challenges for sales leaders and managers. as they plan to hit their numbers in 2020. At the same time, these challenges are driving key sales enablement priorities. Below are the top three sales enablement initiatives CROs are using to move the needle, according to Sales Mastery, and how to use them to right the course in your sales organization. 

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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.

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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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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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