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Mar, 11 2014 | Referral Sales, Sales Leadership

Mark Zuckerberg Redefines Value

Do you have $19 billion? In the sales world, we equate value with ROI. Not so for Facebook CEO Mark Zuckerberg, who just acquired WhatsApp for $19 billion. He was thinking way bigger. A New Value Proposition This deal can’t be judged by the same standards as typical Wall Street mergers and acquisitions. It’s not […]

Mar, 04 2014 | Referral Sales, Sales Leadership

Inertia—Your Biggest Competitor

What do you do when prospects aren’t ready to move forward? Does this sound familiar? You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. It’s all going so well. Then nothing …  Radio silence: You know, when a prospect doesn’t […]

Feb, 27 2014 | Referral Sales, Sales Leadership

5 Tips for Becoming a Thought Leader

You’re the expert, right? So prove it. Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that get them the ROI they deserve. Think about it as […]

Feb, 25 2014 | Referral Sales, Sales Leadership

You Can’t Manage Your Friends and Still Be Friends

How do you successfully transition from sales rep to sales leader? It happened to me. I was an award-winning sales rep who was promoted to sales manager. Now my colleagues (and friends) were reporting to me. I knew them well and thought we would be a winning team. Boy, was I wrong! A Rocky Start […]

Feb, 20 2014 | Referral Sales, Sales Leadership

Love Them or Lose Them

The first rule in sales? Know your customer. How well do you know your clients? I don’t just mean how and what they buy. I mean the people who sign on the dotted lines. Developing meaningful relationships with our customers is not just a nice way to work, nor is it an outdated sales concept. […]

Feb, 18 2014 | Referral Sales, Sales Leadership

Get off the Hamster Wheel if You Want to Go the Distance

Are you confusing being busy with being productive? The delete button is my friend—helping to rid my life of the countless unsolicited emails I receive each day. Regrettably, these are usually followed by a series of cold calls. It’s mindless activity that goes nowhere. Yet, it makes us appear busy. After all, we’ve made our […]

Feb, 06 2014 | Referral Sales, Sales Leadership

Message to Management: Why Your Sales Reps Can’t Close

Does your sales team know how to have a business conversation? You’d be surprised who IT firms are now hiring for sales and consulting positions—people with hospitality and restaurant backgrounds. Why? Because they know how to talk to people. They know how to engage in conversation, be polite yet firm, smile, and let the bad […]

Feb, 04 2014 | Referral Sales, Sales Leadership

Understanding Your Customers Is Not a Crap Shoot

If you don’t know your customers, you’re not doing your job. As salespeople, it’s our job to ensure customers get the correct solutions for their business challenges—so that they keep buying from us and referring us to other great clients. But in order to serve our clients properly, we must actually get to know them—not […]

Jan, 30 2014 | Referral Sales, Sales Leadership

Are You Too Hard to Reach?

Why doesn’t your email signature have a phone number? A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. I didn’t even get his full name. It was David “something or other.” I have no way […]

Jan, 28 2014 | Referral Sales, Sales Leadership

The Lies You Tell Gatekeepers

Trust me, they’re on to you. When I called to reconnect with a CEO I met at a conference, and who had invited me to contact her, her assistant, Joan, answered the phone. Joan asked me the purpose of my call. I told her where I’d met her boss and who’d introduced us. Then I […]

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