The Sales Leader Blog
Keep up with the latest in Sales Leadership, Selling Strategies, and Sales Hiring
Five Best Practices for Your 2024 Sales Kickoff
Energizing your team and focusing on the goals of the year ahead have never been more important. Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. There are...
Sales Kickoff Planning Guide: How to Maximize Your SKO
Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever. A...
Overcoming Objections in Sales: 4 Winning Tactics
Today’s buyers are more discerning than ever. They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople can overcome sales objections quickly and confidently.What Objection Handling Is—and Isn’t...
Sales Coaching Techniques to Boost Revenue
Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with...
How to Roll Out a Sales Account Management Plan
I was once interviewed by a company that wanted me to start a new business unit. Before I accepted, I asked what type of development team would be building the new products critical for the unit’s success. The hiring manager said, “As soon as you get the orders, we...
How To Motivate a Sales Team When Sales Are Down
When revenue is down, everyone is on edge. Maybe there’s an obvious reason—lower lead flow, slowing sales cycle, or a new product that hasn’t taken off. But sometimes it’s hard to pinpoint the factor (or factors) that have dried up your sales funnel. When sales are...
Value-Based Selling: 7 Essential Tips for Sales Leaders
If you haven't already, it's time your sales team abandons outdated "used car sales" tactics to reach their quota. Customers today have more information, more choices, and freedom. So, sales organizations need focus on improving their sellers' sales skills and...
Expert Insights on Using DISC Assessments to Build a Stronger Sales Team
Assessments have gained immense popularity as a tool for understanding individual behavioral patterns, communication styles, and decision-making processes. One personality test in particular has become the go-to for sales leaders: The Brooks Talent Index DISC...