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Jan, 02 2014 | Referral Sales, Sales Leadership

Message to Management: The No. 1 Resolution That Matters

As you’re planning for 2014, forget resolutions. Set manageable goals instead. The New Year’s resolutions checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. The media is flooded with articles about resolutions right now. Our inboxes are crowded with email marketing messages chock-full of New Year’s resolution products […]

Dec, 31 2013 | Referral Sales, Sales Leadership

6 Reasons to Celebrate the New Year

Here are six ways to be more successful (in your sales career and your life) in 2014. As we ring in the New Year, now is the perfect time to pay attention to what’s really important—in our work as well as in our personal lives. Don’t Let Technology Ruin Your Relationships With all the cool […]

Dec, 19 2013 | Referral Sales, Sales Leadership

‘Tis the Season to Follow Up

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. When I attended this year’s Dreamforce conference, I heard numerous speakers and presenters echo the same valuable message I’ve been stressing for years—the importance of following up. Mark Hunter and Andy Paul revealed that 40 to 80 percent of sales […]

Dec, 17 2013 | Referral Sales, Sales Leadership

Manage Like the Godfather

Sales managers can take a few lessons from Don Corleone’s leadership style. How many times have you seen The Godfather films? If you’re like someone in my house, a conservative estimate would be about 50. A sure sign of a really great film is that it’s filled with lines you know by heart and lessons […]

Dec, 12 2013 | Referral Sales, Sales Leadership, Women in Sales

4 Tips for Holiday Networking Success

Whether you dread holiday parties or can’t wait for all the fun to start, here are a few networking success secrets. It’s the most wonderful time of the year … and the most hectic. You’ve probably already accepted invitations to holiday office parties and client events. Now come the questions: Should you bring your spouse […]

Dec, 10 2013 | Referral Sales, Sales Leadership

My Data Is Better Than Your Data

You can do what the “data” tells you, or you can do what works. “The best reason to do something is because it’s never been done before.” That’s what my first manager told me, and I’ve never forgotten her comment. This is just as true, if not more so, today. It’s easier to go along […]

Dec, 05 2013 | Referral Sales, Sales Leadership

Message to Management: Their Failures Are Your Failures

Guest blogger Donal Daly explains how sales managers can become sales leaders. Want to hire and retain people who are “off the charts” brilliant? Then your sales force needs the right tools for success. You need a system that management can use to coach behaviors, not criticize outcomes. Just as importantly, you need sales leaders, […]

Dec, 03 2013 | Referral Sales, Sales Leadership

4 Things You Should Never Do at a Tradeshow

Working a tradeshow is a waste of time if you’re not doing it right. When I attended this year’s Dreamforce as a Salesforce.com blogger, I was reminded of just how great it is to be surrounded by other salespeople—to share best practices, ideas, and even connections. During the tradeshow, I was also reminded of what […]

Nov, 27 2013 | Referral Sales, Sales Leadership

You’re Living in a Warm Call Fantasy

Stop kidding yourself. You’re cold calling. Let’s set the record straight. There’s no such thing as a warm email, a warm phone call, or even a warm knock on the door. A call is either HOT or cold … period Wake Up From the Warm Call Fantasy Thanks to the Internet and social media, there’s […]

Nov, 21 2013 | Referral Sales, Sales Leadership

Tell Marketing They Can Keep Their Leads

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in […]

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