The Sales Leader Blog

Keep up with the Latest in Sales Leadership, Selling Strategies, and Sales Hiring

September 05, 2019
Written By: Courtney Crabtree

Risk-averse buyers present a unique challenge for your salespeople, especially in a complex sale where there’s a large financial investment at stake. When a bad purchasing decision risks large portions of budget as well as the reputations of decision makers, status quo is often your sellers’ biggest competitor.

Help your salespeople overcome risk aversion and shorten the sales cycle by coaching them with these 6 tips.

August 29, 2019
Written By: Michelle Richardson

This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center. 

August 08, 2019
Written By: Michelle Richardson

This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center. 

The Brooks Group is proud to announce the launch of the Sales Performance Research Center.

July 23, 2019
Written By: Guest Blogger

This guest post comes from Dan Tyre, Sales Director at HubSpot. Dan is skilled at inbound marketing, inbound sales, inbound service & building a culture of personal responsibility and achievement. His goal for the next 30 years is to do the most good in the universe.

July 23, 2019
Written By: Marcia Neese

Team selling is the art of bringing in the right people at the right time to make prospects feel more comfortable, validate claims, and provide everything the potential customer needs to make a good decision.

July 09, 2019
Written By: Russ Sharer

Engaged salespeople are the difference between a high and low ROI on your sales training. But with attention spans at an all-time low, what can you do to keep participants focused during training?

July 01, 2019
Written By: Steve Hackett

Every salesperson has been there; the frustrating experience of a stalled deal in the pipeline.

Should your sales reps spend their time trying to revive the sale, or should they cut their losses and move onto the next opportunity?

June 24, 2019
Written By: Marcia Neese

The ability to close business is the ultimate determinant for how successful a salesperson is. With the pressure to hit their number, it’s no wonder that sales reps often focus their energy and attention on “closing strategies.”

This self-focused mindset can actually do more harm than good, however, as a race to the close can erode trust and turn buyers away.

June 13, 2019
Written By: Drea Douglass
Why Emotional Intelligence in Sales is the New High-Performance Differentiator

Since the 1960s, emotional intelligence (EQ) has been recognized as a critical component of both personal and professional success. Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills.

June 10, 2019
Written By: Anita Greenland
3 Ways Your Sales Rep's Selling Style is Frustrating Your Buyers

Every salesperson will have a unique selling style and way they interact with prospects and customers.

May 14, 2019
Written By: Marcia Neese
4 Customer Personality Types Your Sales Reps Must Be Able to Recognize

Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication approach.

Every buyer has a unique personality style and will feel more comfortable and at ease when they are sold to in a specific way.

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