The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Coach Your Sales Team to Adapt to 3 Changing Market Realities
New technologies mean that the marketplace is constantly shifting, and an ever-evolving market will require your sales team to adapt quickly to keep up. Innovations are designed to make lives easier and workflows more efficient, but change is often met with...
Sales Prospecting: 6 Tips to Share with Your Sales Team
Sales Prospecting: The Key to Sales Success Regardless of whether a salesperson has been selling for 2 years or 20, having a minimum number of qualified prospects is a determining factor of sales success. While the tendency is to focus on closing a deal, it’s likely...
How Sales Reps Manipulate Their Managers
Are You Allowing Your Sales Reps to Control You? Having a grip on your sales team is a delicate balance between authority and responsibility. While it is important for Sales Managers to exhibit a certain level of control, it is also good practice to give your team a...
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...