The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Building Rapport with Customers: 3 Crucial Tips
Building rapport with customers has always been a critical component of sales success, but it’s even more important today. Most B2B buyers report they prefer to search for solutions online rather than have a conversation with a sales professional. And when you do...
Winning Over Buying Groups: How to Sell to Multiple B2B Decision Makers
B2B buying groups are larger than ever. Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Now, it’s like a packed corporate strategy meeting where every department sends a representative—each with...
Your 4-Step Roadmap to Acquire New Customers
There are two primary ways to grow a business: expand existing accounts or acquire new customers. If you’re a sales leader focusing on winning new business, you’re not alone. According to new research from The Brooks Group, the top three sales leader priorities in...
How to Choose the Best Sales Trainer for Your Company
Sales training is an essential ingredient of your organization’s success. The right sales skills and knowledge can unlock the full potential of every sales professional, elevating their performance and driving results for your organization. Training research shows...
5 Benefits of Virtual Sales Training Today
Virtual sales training can be a decided advantage for your sales team. It provides the tactical insight you need to develop your sellers and improve skills for better performance. Organizations have a variety of options for how they train their teams, from in-person...
Sales Process Steps: 6 Habits of Winning Sales Teams
Successful sales teams follow a sales process. Research shows that 95% of successful teams closely adhere to their sales process—while only 69% of underperforming teams do so. What exactly is a sales process and how is it different from a sales methodology? Which...
Sales vs. Account Management: What Every Sales Leader Needs to Know
Understanding the difference between landing new business and managing existing accounts is critical for your sales organization’s success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase...
5 Essential Skills of Exceptional Sales Managers
Being a sales manager can be an “all guts, no glory” situation. You’ve got to meet aggressive sales targets, lead a diverse team of individuals, keep an eye on customer demands, and answer to leadership. It’s a demanding role with high expectations and significant...