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Apr, 17 2014 | Referral Sales, Sales Leadership

Why Are 75% of Salespeople Ineffective?

Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. But most of us are left […]

Apr, 15 2014 | Referral Sales, Sales Leadership

Happy Anniversary to No More Cold Calling (the Book)

Why not put the technology away and curl up with a real book every once in a while? Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our own heads to think, reflect, and enjoy a break from our always-connected world. My first […]

Apr, 10 2014 | Referral Sales, Sales Leadership

Let My Technology Connect With Your Technology

You can’t build relationships on autopilot. If you invite a prospect to connect with you on LinkedIn, you can check off your list that you’ve developed a relationship, right? Not so fast. You’ve been misinformed about the actual power of social media to turn strangers into clients. Don’t believe for a second that just because […]

Apr, 08 2014 | Referral Sales, Sales Leadership

Texting While Walking—Not Worth the Risk

Apple wants to make it safer to walk while texting. I have a better idea. The Silicon Valley Business Journal headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling. Can you believe it? Safer? What’s safer is not texting at all—unless you’re standing still. […]

Apr, 03 2014 | Referral Sales, Sales Leadership

Message to Management: Are You Talking to Your Team?

Stop walking around, and start talking around. The best business deals happen when we talk to our buyers, ask them the right questions, and help them create the best solutions for their business challenges. We earn clients’ trust and loyalty by making ourselves an invaluable resource. The same is true in sales management. The very […]

Apr, 01 2014 | Referral Sales, Sales Leadership

You Are Not Just Another Number

In an era powered by technology, connecting with individuals still matters. What a refreshing change of pace it is to actually do business with a real human being—unless, of course, that person is rude, unfriendly, or too engrossed in technology to treat you like you’re important. What Are Your Customers Saying About You? Recently, while […]

Mar, 25 2014 | Referral Sales, Sales Leadership

Message to Management: Are You Losing Your Top Talent?

If your sales reps are overwhelmed, they might decide the job’s not worth the stress. The job of sales reps is to sell—to maintain strong sales pipelines and spend their time talking to clients. When you force them to spend hours entering data, coaching new hires, and attending long, boring meetings, they’ll leave. More than […]

Mar, 20 2014 | Referral Sales, Sales Leadership

Train My Salespeople … Really?

Think sales training is unnecessary? New research says you’re wrong. Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can increase sales effectiveness by simply hiring the right people in […]

Mar, 18 2014 | Referral Sales, Sales Leadership

Look Your Customers in the Eye

Eye contact can make or break your sales effectiveness. You only need 20 seconds. That’s all it takes for people to connect with you through eye contact—to engage with you, deem you trustworthy, and decide you’re worth getting to know. Stop staring at your phone while neglecting the people around you. Unfortunately, it’s become acceptable […]

Mar, 13 2014 | Referral Sales, Sales Leadership

Message to Management: The No-Cost Way to Improve Your Sales Team … NOW!

The best way to motivate your sales reps is to believe in them. Sales managers can wreck a sales career or launch it. They can motivate reps who seem hopeless or derail the efforts of rising sales stars. Rene Zamora, a sales management thought leader and this month’s guest blogger, has a unique perspective. He […]

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