Sales Leadership Articles

Feb, 23 2017 | Sales Leadership, Salespeople

Why a Good Economy Can Be Bad for Sales Teams

sales teams

A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the […]

Feb, 16 2017 | Sales Leadership, Salespeople

What Is the Most Effective of Account-Based Sales Strategies?

Hint: It has nothing to do with digital.  At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that […]

Feb, 09 2017 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business

Are Digital Distractions Slowing Your Sales Productivity?

sales productivity

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation, prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. Distractions come at us […]

Jan, 26 2017 | Sales Leadership, Salespeople

Sales Teams Need Face Time—with Prospects and Each Other

sales teams

There’s nothing like getting the gang together in person. A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of them to […]

Jan, 19 2017 | Referral Sales, Referrals, Sales Leadership, Salespeople

How to Hack Lead Generation with this Simple Principle

lead generation

Don’t expect sales leads to pour in without it! I stared at the download form, trying to decide if it was worth it. A colleague had recommended I read this whitepaper, and the content certainly sounded interesting. But as usual, the free download came at a cost: my contact information. I could picture the sales […]

Jan, 12 2017 | Sales Leadership, Salespeople, Small Business

Why Sales Managers Need Street Smarts

Dr. Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top […]

Jan, 05 2017 | Sales Leadership, Salespeople, Small Business

Reasons Cold Calling Is No Good for Account-Based Sellers

Can one call generate leads better than ten? You already know my point of view on cold calling.  No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers, it’s not only a waste of […]

Dec, 15 2016 | Sales Leadership, Salespeople

Is Sales Automation Making Your Team Soft?

As your reps rely more on sales technology, they may be forgetting how to actually sell.  I used to add long columns of numbers and never had to check my math. I knew I got it right the first time. Not anymore. I usually still get it right, but I feel the need to double […]

Dec, 08 2016 | Referral Sales, Referrals, Sales Leadership, Salespeople

How Account-Based Sellers Make Money with a Proven Referral Program

Tired technology just can’t compete now. Let me let you in on a secret: Account-based selling isn’t anything new. This lead generation strategy is the source of much hype in our industry. There are even new acronyms and monikers, such as “land and expand” and “seed and grow.” People talk about it as if it’s […]

Dec, 01 2016 | Sales Leadership, Salespeople, Small Business

Why Sales Leaders Need Vacation—and Why They Don’t Take It

What does it say about you and your team if you can’t unplug? During the upcoming winter holidays, most of the business world will shut down. It’s vacation time, family time, rejuvenation time. If you’re planning to work through the “most wonderful time of the year,” or if you haven’t taken at least most of […]