The Sales Leader Blog
Keep up with the latest in Sales Leadership, Selling Strategies, and Sales Hiring
Fly’s Friday Five: Successful Sellers Value Trust Over Being Liked
Today, I’ll be talking with you a little bit more about how to sell your way through the pandemic. As you know, I believe, and we believe, that the way companies are going to really make it through these challenging times is to sell your way through it. And...
How to Align Sales and Marketing to Get Through Tough Times and Build Revenue
Most salespeople would agree; the types of customer conversations many are having right now are difficult for a variety of reasons. Salespeople are tasked with constantly having to deliver bad news regarding order delays, product availability, and price increases....
Fly’s Friday Five: Making the Best Out of the Bad News
Today, I’ll be talking about current events. I'm wondering if you've heard the news because if you have, you've heard an awful lot about inflation, price increases, supply chain disruption, the baby formula shortage, and there's geopolitical unrest. Clearly the...
Fly’s Friday Five: Selling Fundamentals: A Key to Winning in Today’s Marketplace
Welcome back to Fly’s Friday Five. Today, I’ll be discussing the fundamentals of selling. The reason I want to talk about the fundamentals of selling is because of what we are seeing out in the marketplace. A few weeks ago, I mentioned “5 Keys to Winning in...
Why You’re Losing Deals You Thought You’d Win
It doesn’t make any sense. Your customer likes you, you’ve done business together in the past, and nothing new was mentioned during your last call. Yet you just received word that “out of the blue” they decided to go with someone else. It’s disheartening to lose a...
Fly’s Friday Five: Value Selling, an Essential Strategy for the Current Environment
This week, I'm following up on ideas from a previous video and providing specific plans to combat the macro events that are influencing selling today. As I mentioned last week, one of the drivers that companies are seeing is that selling has just become harder....
The Most Common Mistake in Hiring
It’s safe to say that nearly every sales manager has regretted at least one of their new hires. Resumes, interviews, and even references can sometimes conceal the truth that the only thing a salesperson knows how to sell is themself. Having worked with thousands of...
Fly’s Friday Five: 5 Keys to Winning in Today’s Selling Environment
Greetings, This week, I want to talk about the art and practice of selling, which has changed dramatically through the pandemic. Frankly, selling has gotten harder. We are seeing a level of exhaustion and fatigue in sellers and sales leaders that we hadn't seen...
