The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
The Smell of Fear: How Bad Habits Can Kill A Deal
Science tells us that the “smell” of fear is real. Secreted by pheromones that are triggered by the fight or flight mechanisms of our brain, this smell is often cited in a romantic way when describing a tense situation – and, as noted above, proven by scientists. What...
Shopping for Sales Pros: Now is a Great Time to Optimize Your Team
It’s a buyers’ market right now – and talented sales professionals are among the available resources looking to prove their value to you. Swept up in the wave of unemployed Americans now out of work as a result of the COVID-19 pandemic are well-pedigreed people who...
Respecting Your Client’s Boundaries for In-Person Visits
As America takes its first tentative steps toward a restoration of normal activities, the definition of what “normal” represents remains a moving target. This is particularly true for businesses, who, in addition to trying to understand what buyers’ appetites are...
Preparing Your Service Team for Client Satisfaction
As you read this, businesses across the country are taking the first tentative steps toward “reopening” – though the definition of what constitutes this varies from company to company. In most cases, “reopening” refers to the restoration of operations that involves...
Three Keys to Virtual Training Success: Not All Providers are Created Equal
If there’s anything the COVID-19 pandemic has taught us, it’s this: There are no quick fixes, slap-dash measures, or shortcuts in life, or in business. Though it is human nature to want our personal and professional lives to bounce back up as quickly as they dropped...
Don’t Be a Sales “Zoombie”: How to Relate Personally in a Virtual World
Humans are an interesting lot – in order to feel more, well, “human,” we need a certain level of personal connectedness. We’re talking handshakes-and-hug, three-dimensional fellowship – not this digital, pixelated surrogate that has stood in for connectedness during...
The Reopening Economy and the Changing Sales Role
As we talk to CEOs and sales executives and take a look at trends affecting the economy during the COVID-19 pandemic, a clearer picture of our future is starting to come into focus. As businesses clamor to reopen and businesses ponder what their role will be in their...
The Importance of Collaboration for Sales Leaders in Times of Change
From the time our cave-dwelling ancestors relied on each other to fight off sabretooth tigers, collaboration during tough times has been critical. Through wars, terrorism, and economic crises, the power of working together, and of a shared mindset, has seen us...