The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
The Ultimate Guide to Asking Open-Ended Questions on Sales Calls
To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions. Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers...
7 Things to Look for in a Sales Training Company
Sales training can be one of the most critical investments you make for your team. It can also be one of your biggest headaches. Salespeople often resist training, viewing it as a hassle that takes them away from their work. In fact, according to Training Industry,...
Best Practices for Effective Sales Conversations
Sales conversations can be tough. It’s easy to assume you know what the customer wants and rush the close. But if you’re not asking the right questions and probing deeply, you’re only doing half the job. Sales conversation strategies are absolutely essential for...
The Difference Between General and Role-Specific Sales Training
Riding a motorcycle and driving a car are two very different skills. They both involve general capabilities like steering, shifting gears, braking and accelerating. But there are key differences and specifics you need to learn to be good at either. While driving a car...
Unlock Tie-It-Up: The 6th and Final Key Fundamental of IMPACT Selling®
This article is part of our Key Fundamentals of IMPACT Selling® series. Ask a Direct and Simple Question The U.S. Marines conduct a great exercise to demonstrate how simple it is to tie up a sale (or in their case, gain commitment for enlisting). They line up all the...
Tips for Building a Highly Effective Sales Training Program
The profession of sales is changing rapidly. Buyers are now more informed than in the past and have new expectations. Today’s competitive threats are evolving. Deals are more complicated and often take longer to close. More than ever, sales professionals need sales...
The 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 and then the prospect surprises them by wanting to “talk about the details.” With the right strategy and sales negotiation...
Unlock Convince: The 5th Key Fundamental of IMPACT Selling®
This article is part of our Key Fundamentals of IMPACT Selling® series. The First Rule of IMPACT Selling® Is… We’ve previously discussed the role the value formula plays in identifying and structuring communication of the benefits a customer gains in a salesperson’s...