The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Succeed with a Multigenerational Sales Team
Is there a difference between a Gen Z sales professional and a Baby Boomer? What motivates them? What’s the best way to train, coach, and retain them? If you’re a sales leader of a multigenerational team, you may be asking these questions. There are now four...
Active Listening Skills: Understanding Your Prospect’s Needs
Understanding your prospect’s needs is arguably the most critical aspect of being a successful salesperson. It goes far beyond simply knowing the features and benefits of what you’re selling—it requires active listening skills and the right sales questions. Truly...
13 Best Consultative Sales Questions
Is your sales team leaving opportunities on the table because of poor questioning? Asking consultative sales questions is a critical skill many sellers overlook in their rush to close. But it’s a highly effective tactic. In a recent webinar, Sales Questioning Skills...
Sales and Emotional Intelligence: How to Hire Your Next Top Performer
Sales and emotional intelligence go together like skiing and snow. You can’t do the first well if you don’t have the second. Since the 1960s, emotional intelligence has been recognized as a critical component of both personal and professional success. Yet many sales...
Core Sales Competencies for Consultative Selling
There have been seismic shifts in the sales profession over the past five years, making the B2B buying process much more complex. Your sales organization should also evolve. It’s time to ensure your team has the sales competencies it needs to be successful. These...
Aligning Customer Success and Sales to Grow Your Business
Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. You’ve got to keep plugging when you work in sales. It can be tempting to focus on closing a...
Pros v. Cons of a Sales Career
A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. However, it also comes with its fair share of challenges, from the pressure of constant...
7 Tips for Using Storytelling in Sales Presentations
Storytelling in sales is a skill. When used correctly, it can be an incredibly powerful way to convince your prospects of the value of your solution. As humans, it’s in our nature to be drawn to stories. A good story grabs our attention, helps us visualize and...