Five Must-Haves For Every Sales Process

Posted by Rachel Clapp Miller

Jan 26, 2016 7:50:59 AM

Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress throughout a sale. Most importantly, it allows for inspection and planning – in advance.

Sales is the engine that drives your revenues. The process behind it deserves thoughtful attention. Here are five must-haves for every great sales process. 

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Sales Managers: Best Practices for Conducting Role Plays

Posted by Rachel Clapp Miller

Jan 19, 2016 8:23:08 AM

When it comes to running a sales organization, no one can afford to waste time. High-performing leaders focus on where they can provide the most value to their sales reps, before, during, and after sales activities.

Role plays are an often underused opportunity to add value to your sales teams. Done right, practicing important sales conversations with your reps can make the difference between a lost opportunity and a signed contract.

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Topics: Sales Coaching Tools

Why These Blogs Are Our Most Popular

Posted by Rachel Clapp Miller

Jan 12, 2016 8:00:00 AM

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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Topics: Sales Discovery Process

Grow Revenue by Defining Your Sales Process

Posted by Rachel Clapp Miller

Jan 5, 2016 7:54:50 AM

Best-in-class sales organizations have a defined sales process that's aligned with how its customers buy. As a result, their salespeople are able to judge where they are within the sales cycle by what the customer is saying or doing, not by "gut feel" or anecdotal evidence.  

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Happy Holidays

Posted by Rachel Clapp Miller

Dec 22, 2015 7:03:12 AM

During this holiday season, we are grateful to those who have helped shape our business. Thank you for reading The Command Center!

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How to Drive Revenue with an Employee Advocacy Program

Posted by Jason Taylor

Dec 15, 2015 7:32:57 AM

Employee Advocacy in its inception is the idea of providing great products and services as well as a positive work environment to encourage employee to get on their “soapbox” and sing the praises of the brand. We have all seen the evolution of communication unfold before our very eyes. We have seen society turn to social media as the outlet to voice their opinion for any number of topics, one being their employer. Organizations have picked up on this and now see the opportunity to leverage their employees and those connected via social networks.

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Topics: Social Media

Resources to Help You Enable Your Front-Line Managers

Posted by Rachel Clapp Miller

Dec 11, 2015 7:34:49 AM

One of the most effective ways you can to reinforce a sales initiative is to enable your front-line managers to coach your reps to success. Some of our most-read content on the blog has to do with this very topic. To make it easy, here is a quick round-up of our most popular posts on enabling your front-line managers to drive results. 

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Topics: Front-Line Managers

Don't Launch a Sales Messaging Initiative Without This List

Posted by Rachel Clapp Miller

Dec 1, 2015 7:59:00 AM

As we move into the final weeks Q4, you are either feeling great about how your sales teams will end up or your struggling trying to pull anything you can out of the pipeline. If there is room for improvement, you may have a group of salespeople that are challeged with: 

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Topics: Sales Messaging

Back on Black Friday: The Sales Curmudgeon Returns

Posted by Rachel Clapp Miller

Nov 27, 2015 8:00:00 AM

The Sales Curmudgeon is a sales management veteran who's been through countless sales initiatives. He knows why some projects succeed wildly, and others fail miserably.

Experience has taught him that very few leaders will risk what it takes to make a real difference.We launched a blog series with him last year. Now, we're bringing him back for a Podcast series.

He's frank. Please forgive the brutal tone.

Underneath the curmudgeonliness, he has some great advice that will serve you well as you plan for 2016. 

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Topics: The Sales Curmudgeon

The Sales Snapshot: Engaging the Digital Buyer

Posted by Rachel Clapp Miller

Nov 24, 2015 7:53:11 AM

New research shows how organizations that prepare for increasingly digital disruption perform better financially. Despite that, only 12% of executives feel their organization is fully prepared for new realities of the B2B Buyer Journey.

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Topics: Sales Snapshot

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