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Sales Leadership Articles

Aug, 15 2013 | Referral Sales, Sales Leadership

Where Have All the Leaders Gone?

The average tenure of a sales manager is just 18 months. Yet, our sales teams need strong leaders more than ever. Would you rather have a job with a reliable salary like everyone else, or one where you must perform well to get paid well? You’re a salesperson. You thrive on challenges and risk-taking. You […]

Aug, 01 2013 | Sales Leadership

Message to Management: Make Referrals Your Priority

It’s up to you to lead the referral-selling charge. Whether you are CEO, vice president, or a sales manager, you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Referral […]

Jun, 13 2013 | Referral Sales, Sales Leadership

The ROI of ROI

Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. I was recently introduced to Michael Nick. I was impressed with his commitment to salespeople and how he helps them learn to justify ROI to clients. In this month’s guest blog, Michael breaks the ROI process into simple, easy-to-follow steps. […]

May, 09 2013 | Referral Sales, Sales Leadership

Why Cost Per Lead is Irrelevant

Guest blogger, Matt Heinz, shares three sales metrics that will keep your pipeline full of qualified leads. Generating qualified leads is the job of sales. When a qualified lead becomes a qualified opportunity, we’re really ahead of the sales game. And when our sales and marketing teams work together effectively, that’s an unbeatable combination. Matt […]

Apr, 18 2013 | Referral Sales, Sales Leadership

Would You Bet Your House on Your Sales Savvy?

Sales suspects don’t count as sales prospects. Barry Trailer, managing partner of CSO Insights, makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to get business you don’t want.” So far, Barry has been able to keep his house. Would […]

Apr, 04 2013 | Referral Sales, Sales Leadership

What Your Sales Manager Doesn’t Know

Is training your sales team a waste of time and money? Quite possibly. Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It takes time to learn new skills, practice those skills, and get comfortable applying them. Many […]

Mar, 28 2013 | Referral Sales, Sales Leadership

Collaborating With Strangers—Managing Your Virtual Sales Force

How can your sales team work together when they don’t even know each other? Yahoo recently ordered all of its virtual workers back to the office. Why is this technology giant prioritizing face-to-face interaction? Because recent studies show that while remote workers are significantly more productive, they’re not nearly as innovative or collaborative. We certainly […]

Feb, 28 2013 | Referral Sales, Sales Leadership

Stop Buying Lists—Referrals Win the Sale

In sales, the easy street is paved with landmines. Buying lists won’t boost your sales, but referrals will. Picture a world where we can buy lists of qualified leads and convert each one into a new sale. Better yet, let’s put that podcast under our pillows and awaken to find hundreds of new sales to […]

Feb, 14 2013 | Referral Sales, Sales Leadership

The Virtuous Sales Cycle—3 Best Practices

How to operate in “zero-time” and deliver maximum impact to your customers and your bottom line. Last week we heard from Andy Paul about the Vicious Sales Cycle—bad sales practices that lead to poor results combined with an inability or unwillingness to change, which leads in turn to a never-ending, self-reinforcing cycle of unacceptable sales […]

Nov, 10 2011 | Sales Leadership

Stand Up For Your Sales Self

Don’t believe everything they say, believe what they do. And do right by your business—you’ll be glad you did. I recently delivered a keynote address on referral sales at a company sales meeting, and I met several interesting and important (in the company) people. I typically offer to autograph my book, and I give it […]

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