The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
What to Do If Your Sales Methodology Isn’t Working
You invested in a sales methodology. Your team went through training. Everyone nodded along. But six months later, you’re hearing inconsistent messaging, seeing unpredictable results, and wondering why your sellers aren’t following the process. If this sounds...
Best Practices for Selecting Sales Candidates
Despite our best efforts to attract, vet, and hire high-performing sales professionals, finding good candidates can often seem random. We can’t always see through the veneer every good sales candidate has. How many times, a few months after hiring a new sales team...
How to Avoid the Most Common Sales Hiring Mistake
It’s safe to say nearly every sales manager regrets at least one of their new hires. Resumes, interviews, and even references can sometimes conceal the truth that the only thing a salesperson knows how to sell is themself. Without a deeper dive into a candidate’s...
How to Identify 4 Buying Behavior Styles to Sell More Effectively
Today’s salespeople must be able to quickly identify the buying behavior style of their prospects—and adapt their approach to match. That’s because today’s buyers are more informed than ever before—as well as less interested in meeting with salespeople. Combine that...
An Introduction to AI for Sales Teams
Artificial intelligence (AI)—and its subset generative AI (genAI)—are here to stay. Many organizations are experimenting with AI for sales teams and seeing improved productivity, research, and personalization. But a lack of clear plans and objectives is holding some...
Selling with Value: How to Defend Your Price
Selling with value instead of price is the road to higher revenue and margins, stronger customer relationships, and more predictable forecasting and pipeline management. The customers who buy on price alone are often the most demanding, least loyal, and first to leave...
Sales Team Evaluation: How to Optimize Your Existing Team
Sales leaders face a persistent challenge: How do you maximize performance and achieve ambitious goals with the team you already have? While hiring has slowed and employee turnover has stabilized, the pressure to deliver results hasn’t diminished. This reality has...
IMPACT Selling® Team Training: Helping Sellers Overcome Challenges Since 1977
Bill Brooks, the founder of The Brooks Group, discovered that, when a salesperson followed a linked sequential sales process, they had a 93% chance of closing the sale. Without a process, success dropped to 42%. Our 2024 Sales Leader Trend Report confirmed that 95% of...