The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
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...
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...