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Categories: Sales Discovery Process

Strategies to Increase Sales: Asking Bold Discovery Questions

Discovery is the most important part of the sales process. This is where you lay the groundwork for all future interactions with the client and build a relationship that will provide value over the long term. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process leads to bad habits. Instead, focus yourself on being more efficient in uncovering key business issues that lead to great deals. Here are a few questions to use that will help lead a conversation to a business impact discussion.

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Categories: B2B Buyer  |  Sales Discovery Process

The Best Way to Ask Tough Questions in the Sales Discovery Process

If you want to find the business issue with the largest impact, you need to be able to execute an effective discovery process that enables you to drill down on a business issue and demonstrate your own positive business intent. You need solid questions, if you want to effectively map your value to their business problems. 

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Categories: Competitors  |  Sales Discovery Process

Key Steps to Improve Your Discovery Process

Opportunities are won and lost on discovery. The ability to ask great questions in the discovery phase is one of the most critical abilities for successful salespeople. The greater your depth of awareness of the prospect's problem, the better equipped you are to sell a high-value solution to match. Still many salespeople struggle with getting prospects to truly reveal negative consequences and challenges with significant business impact. We've pulled together some of our best practices for executing a great discovery process:

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Categories: Sales Discovery Process  |  Sales Messaging

ICYMI: How to Finish Strong in Your Sales Meetings

We often say that opportunities are won and lost on effective discovery. It's difficult to close a high-value deal if you haven't clearly uncovered the business pain to which to tie your solution. However, one of the most-often overlooked components to executing a great discovery call is to finish strong.  

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Categories: Sales Discovery Process

Why These Blogs Are Our Most Popular

When you manage a blog, it’s often difficult to predict what posts will resonate most often with readers. However, it wasn’t surprising to me that our most popular blogs in 2015 had to do with asking the right questions.

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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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