The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Become 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....
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...
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...
Six Remote Sales Trends to Watch in 2021
For those in the sales profession, 2020 has been a year of firsts – most of which we’d care not to repeat in a hundred lifetimes.
4 Ways to Calibrate Today’s Expectations Against Tomorrow’s Hopes
“You must never confuse faith that you will prevail in the end—which you can never afford to lose — with the discipline to confront the most brutal facts of your current reality, whatever they might be.” – Admiral James Stockdale As we pondered what many sales...
6 Steps to Creating a Successful Sales Business Plan
In a study cited by Forbes, sales reps who strategically plan their activities spend 18.9% more time selling than those who don’t. Unfortunately, many sales reps fail to create a successful sales business plan. As a result, they aren’t getting the most out of their...
Selling to Purchasing Managers
It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in the way of a sale. Wielding sharp scissors and a red pen, and with the weight of the company’s expense budget on their shoulders, it was this last...