The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Measure Sales Effectiveness in Your Organization
Sales effectiveness is your sales professionals' ability to achieve their goals and objectives efficiently and successfully. It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming...
10 Ways to Help Your Sales Team Use a Value-Based Selling Approach
B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. For example, you could put Lee and...
Qualifying Prospects: A Sales Leader Guide to Elevating Selling Skills
Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process: lack of budget, timing, or...
Differentiating Yourself: How to Use Emotional Intelligence in Sales
Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. When this is the case, the most important thing you can do is differentiate yourself. You need to stand out to make buyers want to do business with you. Many sales leaders...
7 Sales Training Tips for Effective Upselling and Cross-Selling
The revenue potential of your customers doesn’t end when they sign the contract. Once a prospect buys your product or service, they represent an opportunity for future growth. If growing customer revenue is on your mind, you’re not alone. A new report from our Sales...
Why Sales Process Adherence Means Better Performance
Does your team have a sales process? If yes, great. That’s an important first step. But do your sellers follow it consistently? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with...
4 Ways a Common Language Helps Ramp-Up New Sales Reps
Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. But actually getting new...
Best Practices of High-Performance Sales Teams in 2024
Will business be back to normal in 2024? According to Morningstar experts, this may be the year we finally move past all the disruptions of the pandemic. Supply chain bottlenecks, shortages, and inflation are easing and interest rates, although still high, will drop....