The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Drive Sales with a Customer-Centric Strategy
Retaining customers is the number one priority of sales leaders this year, according to the 2025 Sales Leader Report. Holding on to your current accounts is just smart business. Acquiring new customers can cost as much as five times more than retaining existing ones,...
How to Qualify Sales Prospects the Right Way
Chasing unqualified prospects who will never close is one of the biggest wastes of your sales team’s time and effort. For this reason, it’s important to help your sales professionals quickly assess whether a prospect is qualified—so they can move on to the next if...
5 Ways to Build Trusted Advisor Relationships in Sales
Even top sales professionals can sometimes overlook the importance of building trusted advisor relationships with prospects and customers. It’s a goal every seller should strive for. But it’s not always clear how to do it. I recently had lunch with two project...
10 Active Listening Techniques for Better Customer Communication
Microsoft Teams, Cisco Webex, Zoom, Google Meet, and GoTo Meeting—no matter what program you’re using, videoconferencing has changed sales and opened up new opportunities. But if your sellers lack active listening skills, the platform they’re using won’t matter. They...
The Sales Interview Questions You Need to Be Asking
Hiring sales professionals is one of the most important jobs a sales leader has. But with a million other things on your to-do list, the long, drawn-out interview process can feel like a hassle. We’ve gone ahead and made your life easier with this list of sales...
Scaling the Unscalable: AI for Sales Coaching and Reinforcement
AI is transforming sales. Consider these amazing statistics: 300 million weekly active users are sending over a billion messages daily on ChatGPT. (Source: PCWorld) 65% of respondents report that their organizations are regularly using generative AI (Gen AI), up from...
Sales Coaching for Managers: 6 Best Practices
Effective sales coaching can have a huge impact on your business. The biggest benefit is its contribution to revenue: Sales coaching boosts team performance, with real-time coaching increasing annual revenue by 8%. A structured coaching program can lead to a 28%...
How to Conduct a Mock Sales Call
You’re sitting with a new sales hire. There’s a slight tremor in their voice. Their knees are shaking. No, you’re not watching a horror movie together. Your new seller is making their first sales call. Before you end up in this scenario, take time to roleplay a mock...