The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Make a Great First Impression with Prospects
People tend to be automatically suspicious of anyone trying to sell them something. That’s why one of the primary goals of a salesperson is to form a bond with their potential customer and establish trust quickly. In this regard, it’s essential to make a good first...
The Three Most Important Questions to Ask a Prospect
In a competitive sales landscape, getting a prospect on the line can feel like a win, but it's only half the battle. The initial conversation with a potential customer is usually the most crucial. Use this opportunity to really feel out your prospect, and make sure...
8 Winning Questions Your Sales Reps Should Be Asking Every Prospect
It’s not enough for your salespeople to be product experts, they also need to be capable of having the kind of conversations that position them as business experts and even strategic resources. In order to do that, they should be asking the right questions. They can...
Overcoming Negative Sales Stereotypes
Salespeople are no strangers to the stigma associated with their profession. But it can be difficult for even the most successful salespeople to brush off the outdated and negative sales stereotypes that some people still hold today. I know (or can assume) that sales...
Why the Company Culture of Your Sales Training Provider Matters
Businesses spend over $70 billion annually on sales training in the United States, representing an average of $1,459 per salesperson. That’s more than 20% more than training spend for all other workers combined. Unfortunately, when considering an investment in sales...
Win Trust with Customers: 6 Steps For Your Sales Team To Follow
Trust is an intangible measure of relationship with very tangible business results. It is often the differentiating factor in a sale and, once lost, it is very difficult to regain. Be sure to coach your salespeople on the ways they can establish and maintain trust...
7 Steps to Onboard New Sales Hires Effectively
Onboarding new sales reps effectively is a critical success factor when it comes to retention and performance levels. Unfortunately, it’s an area that most sales organizations struggle with. In fact, a study from the Sales Management Association reveals that 62% of...
7 Must-Have Time Management Tips for Salespeople
As the old proverb says, “time is money.” No one knows how true this is more than sales professionals. Every minute your salespeople spend not engaging in high-gain selling activities represents lost opportunities—and lost revenue. Success in sales involves juggling...