The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Successful Onboarding for Sales Professionals in 2024
Around one-third of your salespeople will leave the organization this year. Think about it. To hit your revenue targets, you’ll need to fill all those open positions—and onboarding for sales teams is a lengthy process. It takes months to onboard and train a sales...
Popular Sales Methodologies: Choosing the Right One for Your Team
Selling without a sales methodology is like driving through downtown Manhattan without GPS. You’ll (probably) reach your destination. But you’ll hit dead ends, one-ways, and traffic jams along the way, and your trip will take a lot longer. Like GPS, a sales...
Consultative Selling Tips: How to Sell to Procurement Managers
Procurement managers have a reputation for focusing only on price. Is this deserved? Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? This post describes how you can use a consultative selling...
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...