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Sales Leadership Articles

Oct, 18 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership

Why You Need to Make Time for Asking for Referrals

Getting referrals business should be top priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and […]

Sep, 27 2018 | Sales Leadership, Women in Sales

Would You Encourage Your Children to Pursue Sales?

If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? Everyone laughed, but no hands went up. A surprising response, since the participants were all tenured and successful sales leaders. (My hand went halfway […]

Feb, 08 2018 | Lead Generation, Sales Leadership

Does Sales Lead Generation Really Require a College Degree?

Street smarts or book smarts—which is better for sales? We only hired college graduates, or so I thought. So, when the president of my company hired a Sales VP without a degree, I challenged him. He said that Craig, the new VP, had the sales leadership experience we needed, and that a degree, in this […]

Mar, 23 2017 | Referral Sales, Sales Leadership, Women in Sales

How Can Tech Companies Attract More Women in Sales?

women in sales

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition. Ask them why there aren’t more women in […]

Mar, 16 2017 | Lead Generation, Sales Leadership

Want Qualified Sales Leads? Stop Your Team from Cold Calling

qualified sales leads

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste? There has to be an easier way […]

Mar, 08 2017 | Sales Leadership, Women in Sales

Women in Sales: 5 Ways to Get Your Voice Heard

women in sales

What does it take to succeed in sales? Today is International Women’s Day, and what better time to celebrate all the smart, savvy women in sales? In honor of the occasion, HubSpot is launching its #WomenInSalesDay project, a compilation of inspiring stories about top saleswomen, as well as tips and advice for women coming up the […]

Feb, 23 2017 | Sales Leadership

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 […]

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