The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Qualifying Sales Prospects: 8 Red Flags Your Buyer Isn’t Ready
Prospecting is a balancing act. You want your team to fill their calendars with as many meetings as possible. But these opportunities have to be the right fit. You don’t want your sales professionals to invest time in prospects who aren’t going to progress. Failure to...
Best Virtual Sales Training Programs: 4 Factors for Success
One of the biggest changes in sales in the past few years has been an increase in remote work. Businesses of all kinds have adopted either a completely virtual space or a hybrid remote/in-person office. Along with this change is a rise in virtual training. Virtual...
Sales Research Reveals Why Your Team Needs Consultative Selling Skills
Your sales professionals need to add value and be seen as strategic advisors to engage today’s buyers. We decided to help sales leaders equip their sellers effectively for this environment. The Sales Performance Research Center measured the abilities of hundreds of...
How to Choose the Right Sales Training Provider: 4 Steps
You’ve decided to choose a sales training provider to help upskill your sales team. Great! Some sales leaders are simply unwilling to devote the time and resources necessary to get to the heart of sales self-improvement. You’ve crossed the first hurdle. Now, it’s time...
What to Look for in Medical and Pharmaceutical Sales Training
In healthcare sales, every conversation counts. Imagine your sales team stepping into a meeting with a busy physician or a high-stakes buying group. They need more than just product knowledge—they need a consultative approach that builds trust. Sales meetings are not...
How to Plan a Sales Enablement Strategy for Sustainable Revenue Growth
B2B buyers are changing, and the skills your sellers need are changing too. If you don’t have a sales enablement strategy to keep your team up to date, you simply won’t be equipped to succeed with today’s buyers. According to Gartner’s Leadership Vision for 2024...
Connecting with Sales Prospects: 5 Practical Tips
Connecting with sales prospects is the first step on the path to closing deals. Your team needs to continually make new contacts to fill the sales funnel. But what does it mean to connect with another person? And what are the most efficient ways to connect? You know...
3 Reasons to Invest in Team Sales Training
Imagine this: A sales professional on your team is meeting with a potential client who’s in the market for a new excavator. The client asks about hydraulics and your seller... draws a complete blank, then proceeds to ramble about irrelevant features. The prospect...