The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
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...
Seven Characteristics of the Most Successful Salespeople
There are many interpretations of what sales success "looks" like. But what are the specific characteristics of the most successful salespeople? There are many. Do the characteristics of the most successful salespeople include: Having an above-average closing ratio?...
How to Compete Against a Lower Price
In the world of professional selling, particularly when selling to the purchasing department, it's commonplace for buyers to do their best to commoditize your product or service. When prospects are comparing your proposal to the competition in an attempt to create a...
Applying the Principles Behind Application Based Selling
Mastering the Difference Between Demonstration and Application Based Selling There’s a big difference between simply presenting your product or service to a prospect and carefully recommending your product or service as something that solves a specific problem, fills...
The 7 Universal Rules for Sales Success
While the world of professional selling can be full of uncertainty and adversity, having some baseline rules for sales success can be a huge time saver. The following 7 rules for sales success are based on principles that have proven themselves successful with...
How to Get Salespeople to Sell into a New Market
In the face of a rapidly shifting marketplace, companies - and sales teams - are having to change focus...fast. Oftentimes, the reason for such a shift involves a "go to" market going away. This often means moving your focus into a new, untapped market. When...