The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How To Know When To Ignore An RFP
You did it! After all that hard work, careful planning, and well-timed pursuit, your company has managed to get a Request for Proposal from that huge prospective client you’ve been trying to land. This is it! Time to pull out all the stops and dazzle them with your...
How to Reengage Senior Sales Reps Who’ve Lost Their Fight
In the movie Glengarry Glen Ross, Jack Lemmon plays an aging sales rep. Once a superstar within the company, he now struggles with his pitches, can’t seem to get potential clients interested in what he has to say, and, ultimately. can’t make sales nearly as well as he...
When To Fire Your Top Salesperson
The primary goal of most organizations is to drive revenue and profit. So any salesperson that knows how to do that, and do it well, is an important part of the team. True, top salespeople may give you problems sometimes, but they're also doing exactly what you want....
5 of the Most Overused Sales Clichés
A big part of sales is about knowing what to say. That often means that when someone finds something that works, it quickly gets picked up by every other salesperson, and becomes a cliché—which makes it much less effective. And many of those clichés, even though they...
Sales Culture Shift: Should You Replace Your Entire Sales Team?
Your company is in the midst of a major sales culture shift. You're overhauling your entire approach to how you sell your products and services and putting the focus on the customers and their experience, rather than on your company. You've changed your strategy, your...
Successful Selling: 6 Ways to Improve Your Sales Listening Skills
Selling is both a talking and listening art and science. You have to be able to listen to verbal communication as well as detect non-verbal clues. During your sales presentation, there must truly be an absolute balance in communication. The interesting thing is that...
Sales Managers: How to Manage the Boss’s Son
Nepotism is a fact of life in the business world. In some cases, it can be a good thing, as company founders will often pass down their skills and knowledge to the next generation of their family. Sometimes, however, nepotism can be a plague to a business. This is...
The 12 Universal Sales Truths
Is there any one single best way to sell a product or service? There are definitely best practices, and there are also a number of effective approaches. Whatever sales methodology you use, the following universal sales truths are sure to cement the sales process...