The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Setting SMARTer Goals With Your Sales Team
Importance of Sales Goals A tremendous amount of research has been done on the importance of setting goals and the strategies for accomplishing them. This article aims to focus some of that information through the lens of setting sales goals, how to set sales goals,...
Are Your Sales Targets Too High?
It’s no secret that salespeople are currently fighting a battle with many fronts. Macro events like the pandemic, war in Ukraine, and record inflation have disrupted not only the supply chain, but also the way salespeople conduct their day-to-day business. As we pass...
Mistakes That Happen During Sales Pitches
There are a few things that you can do to ensure that your next sales presentation goes off without a hitch, just as there are things that you can do to ensure success with any other ability. Undeniably, a lot of individuals make standard errors in the sales process,...
7 Tips for Value Based Selling
Every salesperson has heard the phrase “value-based selling”, but other than being told to provide value when selling, there is little direction and instruction on how to do it, or what qualifies as value. The Brooks Group defines value as:You’ll notice right away...
5 Skills to Help Virtual Sales
Sales is all about relationships. Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. However, when you are selling virtual products or services, this becomes even more important. In order to be...
5 Tips Sales Leaders Can Learn From The US Air Force
Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard. If your industry has gotten more competitive, you have less leads, or you’re talking with prospects who...
Why You’re Losing Deals You Thought You’d Win
It doesn’t make any sense. Your customer likes you, you’ve done business together in the past, and nothing new was mentioned during your last call. Yet you just received word that “out of the blue” they decided to go with someone else. It’s disheartening to lose a...
Thoughts From The Top: Sales Management and The Supply Chain Struggle
Today, more and more clients are sharing a common problem. In this day of supply chain issues and extended delivery times, their sales teams are struggling to stay motivated. If I had to capture the trouble in two sentences, they are: 1) Why should I sell more when...