The Seller's Sales Generator

The Seller's Command CenterTM

The latest tips to help you sell larger deals, exceed your quota and beat the competition.

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Categories: Sales Conversation

Why You’re Struggling With Metrics in the Sales Conversation

We’ve done hundreds of deliveries around our Command of the Message® methodology and there’s one topic that frequently comes up in our initial facilitation, even when we do refresher sessions for experienced reps. People continually struggle with defining the metrics in a sales conversation.

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Categories: Sales Conversation

When to Leave A Voicemail

The role of the Sales Development Representative (SDR) has become more relevant today than any other time in the past. Organizations are investing in this resource as they recognize that SDRs can handle the “front end” of the sales cycle, freeing time for Account Executives or field Reps to focus on advancing the opportunities forward. This division of labor is effective.

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Blog Feature

Categories: Sales Conversation

You Secured the Meeting, Now What?

There are several milestone achievements the SDR/BDR attains during the front end of the sales cycle. One is to successfully prospect, engage and finally qualify a potential prospect who will consider buying a solution to solve one, or many, of the problems they might have. You are wrapping up the call, reviewing the next steps, and confirming a date and time for the next meeting. Done!

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Categories: Sales Conversation  |  Sales Discovery Process  |  sales challenges

Sales Best Practices: Attach to the Biggest Business Problem

Every sales team strives for the same essential goals: More deals, larger deals, faster closes. We all know that whom the sales person speaks to and how they move the customer through the sales process profoundly impact these goals. But in an ever-shifting B2B buying landscape, and more decision makers as part of the process, it can be even more difficult to engage the people who have the authority to allocate funds for a pricey purchase. It boils down to a salesperson’s ability to attach to the customer’s largest business problem. Salespeople who speak to low-level problems will be delegated to low-level employees. If the salesperson talks like a network administrator, they will find themselves only selling technical solutions. When you’re bogged down with conversing back and forth with those who have fixed budgets, you may close opportunities but you won’t gain any traction increasing your deal size. Remember:

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Categories: Sales Conversation

How to Structure Your Next Sales Meeting and Move the Opportunity Forward

Even the most successful salespeople have to remind themselves about sticking to the fundamentals. When we've had some selling success, it's easy to rest on our laurels and forget the basics that helped drive our numbers in the first place.

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Categories: Differentiation  |  Sales Conversation

3 Skills to Improve Your Sales Conversations

https://www.forcemanagement.com/selling-negotiating-value-webinarClosing opportunties faster is easier when you can tailor your sales conversations based on what your buyers need. Sellers that exceed quotas excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyers' most pressing business challenges.

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