The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales and Emotional Intelligence: How to Hire Your Next Top Performer
Sales and emotional intelligence go together like skiing and snow. You can’t do the first well if you don’t have the second. Since the 1960s, emotional intelligence has been recognized as a critical component of both personal and professional success. Yet many sales...
Core Sales Competencies for Consultative Selling
There have been seismic shifts in the sales profession over the past five years, making the B2B buying process much more complex. Your sales organization should also evolve. It’s time to ensure your team has the sales competencies it needs to be successful. These...
Aligning Customer Success and Sales to Grow Your Business
Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. You’ve got to keep plugging when you work in sales. It can be tempting to focus on closing a...
Pros v. Cons of a Sales Career
A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. However, it also comes with its fair share of challenges, from the pressure of constant...
7 Tips for Using Storytelling in Sales Presentations
Storytelling in sales is a skill. When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. As humans, it’s in our nature to be drawn to stories. A good story grabs our attention, helps us visualize and...
51 Examples of Powerful Open-Ended Sales Questions
As a sales leader, meeting your organization’s revenue goal is job #1. That means helping your sales professionals be the best sellers they can be is a high priority. One simple way to accomplish this is to train your sales team to ask better open-ended questions....
Highly Effective Prospecting Techniques for Your Sales Team
In baseball, “keep your eye on the ball” means watch where the ball is at all times. In sales, it means staying focused. But it’s tough. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing...
Top Tactics for Selling to a Buying Committee
Finance, operations, and management, oh my! The B2B buying journey is getting longer and more complex. The average B2B buying committee size is now seven, but groups as large as 20 are not unheard of. Bigger deals usually mean bigger committees, which present unique...