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

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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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

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

Closing 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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Categories: Sales Conversation

Our Favorite Part of the Sales Conversation

Customer references are a critical component to your sales conversations. Your customers want to know that you can really do what you promise. Hearing third-party evidence can provide the necessary validation to turn an opportunity into a closed deal. Our own proof points have won us and our clients some significant opportunities. They’re one of our favorite parts of the sales conversation.

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Categories: Sales Conversation

Best Practices for Defining and Validating Required Capabilities

Determining what exactly your customer needs in a solution is a pivotal component to successfully closing an opportunity. Your customers have a set of a required capabilities for whatever purchase they’re considering. These are the minimum solution requirements that are needed to solve the business problem and achieve the positive business outcomes.

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