The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Customer Retention Strategies in a Challenging Sales Climate
In today’s increasingly complex business environment, customer retention has never been more challenging—or more crucial. Global tensions, on-and-off tariffs, and geopolitical uncertainties have created a perfect storm that fundamentally alters the dynamics of...
4 Tips for Maximizing the Sales Hiring Process
Selecting the best people for your sales team is crucial to the success of your organization—that’s a given. But it’s not easy to find the perfect candidate. The sales hiring process can be long and challenging. From reviewing resumes and online applications to...
Sales Leadership in Uncertain Times
I have a hypothesis: I believe most business leaders feel the same today as they did when the pandemic started. The pandemic was a macro event that touched all aspects of business and life. Since then, more macro events have popped up, almost like an unwinnable game...
Best Practices for Hiring and Retaining Millennials
There are 56 million millennials—those born between 1981 and 1996—working in the U.S. today, representing 35% of the labor force. As a sales leader, you’re likely managing a team that spans multiple generations. Currently, millennials are the largest working...
How to Avoid the 5 Most Common Sales Hiring Mistakes
Hiring sales professionals can feel like a hassle, but it’s one of the most important business decisions you can make. Be sure your time and effort don’t go to waste. Avoid these five common sales hiring mistakes we’ve seen organizations make time and time again.Sales...
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...