The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Maintaining Sales Management Goals During Turbulent Times
Keeping Your Sales Team Focused The world, today, doesn’t just seem different – it is different. With daily reminders of the power of the Coronavirus, and its companion COVID-19 infection, to bring markets, enterprises – and yes, even normal daily activities – to a...
Three Keys to Turning Sales Training into Profits
There are many ways for things to just “happen, like magic,” with little or no effort. Take the Ouija board for example, which can reveal all with just a board and a pointy plastic device. Or the sleight of hand mysteries of magicians like Doug Henning, David...
Business Development: Three “Must Haves” For Success
Defining Business Development Though it’s likely true that the CEO of your business bears the most responsibility, headaches, and bottles of Advil, I came across a definition of the term “business development” recently that, taken literally, would give any CEO a run...
How to Resonate with B2B Buyers
Become a Strategic Advisor, Not a Friend The customer is NOT your friend. Let that sink in for a second: For generations, we have been taught that the customer is always right, and that we should win at all costs. That combination of mantras has translated to...
Setting the Right Value Proposition
There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value proposition statement that could be delivered, presumably, in the time it took an elevator to traverse the height of a reasonably tall building. With...
Four Sales Coaching Keys to Delivering Winning Feedback
Sales Coaching Starts with Feedback We’ve all had those moments when a colleague or manager approached us with what they called “constructive feedback” – then unloaded on us with a list of grievances didn’t seem at all to be constructive. That said, feedback is an...
Five Ways a Trusted Advisor Earns Their Customer’s Devotion
Becoming a Trusted Advisor When you think back to some of your best dining experiences, you likely remember that server who went out of his or her way to offer suggestions on the best specials, can’t-miss wine pairings, and the “to-die-for” bread pudding that people...
How to Use Adult Learning Theory to Engage Your Trainees
Winning The Fidget Olympics: Adult Learning Theory Concepts If fidgeting was an Olympic sport, there would be many contenders in the sales world for the gold medal. They’re unmistakable – identifiable by their tendency to click their pen incessantly, draw elaborate...