The Sales Leader Blog
Keep up with the latest in Sales Leadership, Selling Strategies and Sales Hiring
Keep It Simple, Salesperson: Wowing Your Technical Client Doesn’t Always Mean Matching Wits
For those who are charged with selling a technical or highly specialized product or service, it’s understandable that you may want to boast, with pride, about how much you know about your offering. Too, it may be even more tempting to match wits with your buyer – so...
Beyond Thought Leadership: Becoming a Sales Guide in an Overwhelming World
We are overwhelmed with information. Like a tidal wave of alphanumeric characters, thought leadership content has overrun the world of business — swamping business executives with value messages wrapped inside blogs, posts, email newsletters, digital ads, and more....
Post-Pandemic Optimism: Prepare Today for the Second-Half Surge
It’s hard to deny that there's a palatable optimism out in the world today. Each day, I hear people making plans for spring breaks and gatherings and of people who are getting the COVID-19 vaccine. It feels like there’s a real lift of spirit as Spring 2021 heralds new...
Does Your Sales Team Pass the “Candy” Test? Analyzing Skills and Processes
I was thinking recently about the twin challenges facing sales leaders who are hoping to achieve sales greatness in post-COVID 2021. To reap the rewards, sales leaders are pondering whether it’s the individual skills of their sales pros that need tweaking to...
Pent-Up Demand: Are You Ready for What’s Next?
I recently returned from maternity leave – which, along with my pregnancy, was a 12-month stretch that roughly tracked the COVID-19 pandemic. As I emerged from my yearlong journey to motherhood – a huge change, to be sure – I noticed that I was having a similar range...
Sales Agility in a VUCA World: 10 Keys to Separating the Agile from the Fragile
It’s the turn of the 20th century, and like most salespeople of this era, you are riding a company horse from business to business to peddle your wares. Imagine during this time that someone approached you and said, we’re going to give you an automobile instead. How...
Assimilating Your Sales Teams in a Merged Company Environment
The great Greek philosopher Aristotle once proudly pronounced that “the whole is greater than the sum of its parts.” Though Aristotle could be speaking about a variety of killer combinations – Reese’s Peanut Butter Cups, or Lennon and McCartney, for example –...
Email, Zoom, Phone… What’s the Best Way to Make a Connection?
Though the end of the COVID-19 pandemic may soon be approaching, it’s clear that our buyers will want us to keep our distance for some time to come. A recent study by McKinsey & Company found that 89 percent of sales professionals will prefer virtual sales for at...
