The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Why High-Performing Salespeople Don’t Need Closing Strategies
The ability to close business is the ultimate determinant of how successful a salesperson is. With the pressure to hit their number, it’s no wonder that sales reps often focus their energy and attention on “closing strategies.” This self-focused mindset can actually...
How to Create a Sales Meeting Agenda to Get More Done in Less Time
Sales meetings get a bad rap. Why? Because too often, salespeople view them as a complete waste of time. That’s where a well-crafted sales meeting agenda steps in. An organized agenda will keep your team on track and engaged, and help you avoid the tangents and...
3 Ways Your Sales Rep’s Selling Style is Frustrating Your Buyers
Every salesperson will have a unique selling style and way they interact with prospects and customers. For most sales reps, the selling style they use is based on their own behavioral style, and what they’re most familiar and comfortable with. Using the same selling...
How to Increase Sales by Focusing on Customer Service
In a world where the customer is in control, happy customers are the secret to growth. The probability of selling to an existing, happy customer is up to 14 times higher than the probability of selling to a new customer, according to Marketing Metrics. Additionally,...
Adapt to a Changing Marketplace: 6 Steps You Can’t Overlook
The pace of change in the marketplace has never been faster, and there is no sign of it slowing down any time soon. Smart sales organizations prepare for changes in the marketplace so that their teams can perform at the top of their game, no matter what happens next....
Get the Most from Your Channel Sales Process with These 5 Tips
When executed effectively, channel sales can allow your company to grow and expand rapidly. But the approach doesn’t just mean shipping your products off to a third party and hoping for the best. In order to be successful, you must strategically build your...
Why Humility in Leadership is the New High-Performance Differentiator
Leadership effectiveness isn’t only about decisiveness, charisma, and ambition. According to Forbes, one of the top high-performance differentiators in leadership is one you probably don’t even think of as a leadership quality: Humility. More companies are taking...
The Nine Sales Reference Check Questions You Need to be Asking
When hiring for a sales position, the candidate’s reference check is often treated as a formality. That’s a mistake. While it can be tough to get a professional reference to be honest about a candidate’s strengths and weaknesses, asking the right open-ended questions...