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

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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Categories: Differentiation  |  Sales Conversation

Our Best Posts for Beating the Competition

What salesperson doesn't have a little competitive edge? There's nothing better than going up against your biggest competitor and winning the opportunity by practicing solid value-based selling. To help you focus on differentiation in your sales conversations, The Command Center team pulled together our best blogs for beating the competition. Use these posts to help you win the edge in your next conversation. 

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Categories: Sales Conversation

Five Things That Will Help You Uncover New Business Opportunities

Finding a customer problem is the first step to winning the business. If you uncover a problem that has business implications, you set the stage for closing an opportunity that’s hinged on value. Remember, there is no value without a customer problem. The way to uncover that problem is by asking great questions that drive an effective discovery session. Here are five components to executing an effective discovery-based conversation and uncovering new business opportunities.

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