The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
7 Proven Strategies for Selling to Multiple Stakeholders
The days of selling to a single decision-maker are largely behind us. Today’s B2B sales environment is dominated by buying committees. The Brooks Group surveyed our B2B clients to find out how they were dealing with multiple stakeholders. Our research shows that 50%...
Leading a Sales Team in the Age of AI
We are living in an age of AI in which information is abundant but attention is scarce. For sales leaders, this paradox is both the greatest challenge and the greatest opportunity of our time. Gerhard Gschwandtner, CEO of Selling Power, believes the role of the modern...
Should Sales Managers Sell?
Should your sales managers be responsible for meeting their own individual quota? Or is the “selling sales manager” function flawed? This is a question that frequently comes up for debate. If you look to the sports world, however, you’ll see that few teams use...
How to Unleash Revenue Potential with Sales Team Training
The difference between a good sales professional and a great one often comes down to sales team training—but not just any training. Savvy sales leaders recognize that the best sales training program is one that’s tailored to their specific market, product complexity,...
How Often Should You Train Your Sales Team?
As a sales leader, you know training isn’t a one-and-done activity. It’s an ongoing investment that directly impacts your team’s performance and your organization’s bottom line. But with limited time and resources, the question isn’t whether to train your sales...
3 Reasons to Align Sales and Marketing
There are more reasons than ever to align your sales and marketing teams. Making sure these two departments speak the same language and communicate regularly can help both be more effective and grow revenue. Most salespeople agree: Customer conversations are difficult...
First-Time Sales Managers: How to Set Them Up for Success
Congratulations—you’ve identified your next sales manager. They crushed their quota, earned the respect of their peers, and demonstrated natural leadership qualities. But as you prepare to promote a sales professional from individual contributor to first-time sales...
What is a Sales Enablement Manager?
If you’d like to optimize your sales organization, consider hiring a sales enablement manager. A sales enablement manager is a strategic role focused on equipping sales teams with the tools, content, sales training, and processes they need. Sales enablement is...