The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
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...
How to Stay Motivated in Sales
Sales can be rewarding, but staying motivated isn’t always easy. Rejection, long sales cycles, changing targets, and the pressure to consistently perform can take a toll—even on experienced sales professionals. What separates those who achieve their goals from...
3 Ways Excellent Customer Service Benefits Manufacturing Distributors
For manufacturing distributors, investing in your organization’s customer service function is critical for profitability. Taking care of customers shouldn’t take a back seat to selling to them. Distributors benefit from excellent customer service because it drives...
10 Qualities That Make for a Great Salesperson
There are many qualities that make a great salesperson. But what exactly makes someone good at selling? Is it charisma, persistence, drive, or something else entirely? In this blog post, we’ll look at 10 of the most important attributes that make for a successful...
Sales Negotiation Training: How to Get to Win-Win
Sales negotiation training can be a game changer. When your sellers have solid negotiation skills, they can protect margins and build stronger customer relationships. Chris Voss, former lead negotiator for the FBI and author of Never Split the Difference: Negotiating...
Why Clinical Knowledge Isn’t Enough to Win in Healthcare Sales
Healthcare sales professionals are among the most technically knowledgeable sellers in any industry. Many have backgrounds in nursing, pharmacy, laboratory science, or clinical research. They understand mechanisms of action, treatment protocols, clinical evidence, and...
How to Prevent 8 Costly Mistakes New Salespeople Make
New sellers rarely fail because they lack enthusiasm. They fail because they develop habits that feel productive but hurt their ability to build trusted advisor relationships, uncover customer needs, and win complex deals. What determines whether a new hire becomes a...