The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Top Tactics for Selling to a Buying Committee
Finance, operations, and management, oh my! The B2B buying journey is getting longer and more complex. The average B2B buying committee size is now seven, but groups as large as 20 are not unheard of. Bigger deals usually mean bigger committees, which present unique...
Strategies for Effective Sales Coaching Conversations
Sales success hinges not only on strategy and skill but also on continuous improvement and development. This is where effective sales coaching comes in. Imagine a scenario where every member of your sales team is equipped with the tools, guidance, and support needed...
Selling to the C-Suite: Strategies for Reaching Executives
Why is selling to the C-suite so critical? As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Gone are the days when you could simply sell to a mid-level...
Sales Discovery Questions: Best Practices of Successful Sales Teams
A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research: 51% of successful sales teams are effective at sales discovery and...
Change Management Skills for Sales Leaders
The ability to lead change can make or break your sales team’s success. Change management skills have never been more important, especially for companies rolling out new products, processes, training, or technology. It won’t be the first—or last—time you’ll use these...
Popular Sales Methodologies: Choosing the Right One for Your Team
Selling without a sales methodology is like driving through downtown Manhattan without GPS. You’ll (probably) reach your destination. But you’ll hit dead ends, one-ways, and traffic jams along the way, and your trip will take a lot longer. Like GPS, a sales...
Consultative Selling Tips: How to Sell to Procurement Managers
Procurement managers have a reputation for focusing only on price. Is this deserved? Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling...
How to Measure Sales Effectiveness in Your Organization
Sales effectiveness is your sales professionals' ability to achieve their goals and objectives efficiently and successfully. It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming...