The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales Prospecting Strategies: How to Identify Sales Trigger Events
Sales prospecting is one of the most persistent challenges in sales leadership. But improving results doesn’t necessarily mean asking your team to make more calls, send more emails, or increase their activity. In fact, more prospecting activity doesn’t automatically...
Industrial Sales Coaching: 4 Tips for Difficult Conversations
Sales coaching helps your salespeople turn knowledge into consistent, effective techniques. Sales training can teach sellers what to do, but sales coaching helps them apply those skills to real opportunities and improve over time. Training gives new sellers a...
What Is Value Selling? A Guide for Industrial and Manufacturing Sales Leaders
Key Takeaways for Sales Leaders Shift the conversation from price to business impact. Help sellers connect technical capabilities to measurable outcomes such as reduced downtime, lower total cost of ownership, improved throughput, and reduced risk. Make discovery and...
Selling to Complex Industrial Buying Groups
Selling complex industrial solutions rarely comes down to convincing one decision maker. Whether your team sells equipment, components, materials, technical services, automation, or other industrial solutions, a significant purchase can affect multiple areas of your...
9 Sales Negotiation Skills Your Reps Need Now
Sales negotiation can be a source of dread for many sales professionals. It’s especially painful when a seller thinks they’ve closed a deal but the prospect wants to “talk about the details.” With the right strategy and sales negotiation skills training, this part of...
How to Stay Customer-Focused in the Age of AI
Is AI making your industrial sales team more valuable—or more replaceable? Artificial intelligence is changing industrial sales. Buyers can use AI to research suppliers, compare products, and evaluate solutions—all before they ever speak with a salesperson. In fact,...
How to Resolve Difficult Conversations in Manufacturing Sales
If you lead a manufacturing sales team, you know difficult customer conversations come with the territory. A shipment is late. Raw material costs force a price increase. A quality issue surfaces. A customer demands a discount your team can’t give. An implementation...
4 Tips for Finding Industrial Salespeople Who Can Sell Value
Our clients in industrial distribution tell us it’s difficult to hire the right people for the sales openings they have. They find it’s typically easy to find a candidate who has the technical knowledge required to understand the products. But it’s like searching for...