The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales Negotiation Training: How to Get to Win-Win
Sales negotiation training can be a game changer. When your sellers have solid negotiation skills, they can protect margins and build stronger customer relationships. Chris Voss, former lead negotiator for the FBI and author of Never Split the Difference: Negotiating...
Why Clinical Knowledge Isn’t Enough to Win in Healthcare Sales
Healthcare sales professionals are among the most technically knowledgeable sellers in any industry. Many have backgrounds in nursing, pharmacy, laboratory science, or clinical research. They understand mechanisms of action, treatment protocols, clinical evidence, and...
How to Prevent 8 Costly Mistakes New Salespeople Make
New sellers rarely fail because they lack enthusiasm. They fail because they develop habits that feel productive but hurt their ability to build trusted advisor relationships, uncover customer needs, and win complex deals. What determines whether a new hire becomes a...
Multi-Threaded Sales: How to Engage Manufacturing Stakeholders
Manufacturing sales have never been more complex. Whether you’re selling equipment, technology, industrial services, raw materials, or automation solutions, the days of winning business through a single relationship are largely over. Today’s manufacturing purchases...
Why a Strong Company Culture Is Important for Sales
Companies in every industry benefit from having a healthy culture—and your company culture can make or break the success of your business. We’re hearing from clients that, as baby boomers retire, it’s become more difficult to fill their open sales positions. That may...
Sales Prospecting: 4 Strategies for Getting Ahead of the Trigger Point
Many sales organizations still operate under the assumption that more activity equals better results. More calls. More emails. More meetings. More deals. But activity alone doesn’t drive outcomes. A seller can make dozens of calls a day and still fail to create...
Manufacturing Sales Strategy: Why Your Best Sellers Keep Losing on Price
Margin pressure is relentless. Customers default to price comparisons. And when a buyer says, “I can get it cheaper down the street,” too many sellers respond with, “Let me see what I can do.” That moment is costing your organization far more than the loss of any...
4 Tactics for Asking Great Sales Discovery Questions
The key to understanding what a prospect wants and needs lies in asking great sales discovery questions. Discovery questioning is a skill every successful salesperson must master, and follow-up is a critical part of that. This post dives into the tactics for asking...