The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Write Better Emails Based on Personality Types
While most of us are working remotely and social distancing, optimized email communication is more important than ever. Emails can be challenging to navigate. Customers and prospects often skim their overflowing inboxes, ignoring anything that doesn’t immediately...
Nine Tips for Managing Low Performers on Your Sales Team
How you manage your lowest performing sales team members has a significant impact on the overall effectiveness of your sales organization. Here are 9 ways to help low performers win more deals and better meet their goals. 1. Ask Them What They Want Take the time to...
Open-Ended Questions for Sales: How to Get Your Prospect Talking
Sales aren’t about convincing or persuading a person to buy something—it’s about offering a logical solution to a problem a customer or prospect is challenged with. Of course, you hope that your prospects will end up purchasing your company’s product or service rather...
4 Tactics for Moving Stalled Deals Through the Pipeline
Every salesperson has been there; the frustrating experience of a stalled deal in the pipeline. Should your sales reps spend their time trying to revive the sale, or should they cut their losses and move onto the next opportunity? Before anything else, reps should...
What a Sales Manager Can Do To Motivate a Sales Team
It’s easy to become discouraged in sales. Constantly staring rejection in the face can be unpleasant. So that means it’s important to stay motivated. But, by now, everyone knows that you can’t motivate anyone but yourself. That's because motivation has to come from...
Sales Probing Questions to Uncover Buyer Needs
Sales Probing Questions to Uncover Buyer Needs Effective virtual questioning skills are critical to high sales performance. With the right questions, your salespeople can uncover the buyer’s needs and wants, as well as their budget and decision-making process. Here’s...
Coaching for Sales Leaders
Everyone knows that front-line salespeople need to be coached. It’s an important part of nearly every sales manager’s responsibilities. However, who’s coaching the coaches in your organization? If your organization is like a lot of others, the answer is either...
Why a Strong Corporate Culture Makes Good Business Sense
Here are 5 business reasons your sales organization needs a strong company culture Like most intangibles, company culture is hard to measure and sometimes even harder to justify investing in. For these reasons, many companies relegate culture to a list of “nice to...