Category Archives: Sales Leadership

The Best Thing You Can Do to Onboard Your Sales Reps

By Eric Esfahanian Everyone wants to be part of something bigger than themselves. Whether it’s in their personal life or professional, everyone wants to be part of a cause. However, if you want to be part of something bigger than … Continue reading

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Overcoming Barriers to Deploying Sales 3.0 Strategies

By Paul D’Souza Have you leveraged Sales 3.0 technologies in your sales organization? Have you deployed any yet? Or have you found yourself having to rethink some of your projects because they were not going as planned? Based on my experiences … Continue reading

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The Real Reason Salespeople Don’t Follow the Sales Process

By Jeb Blount Sales is a process. I’ve heard and said these words more times than I can remember. Sales is a process is the mantra of the sales trainer – the hero and main character of countless sales books … Continue reading

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Sell More: Social Proof Your Sales Team

By Jim Regan We’ve all seen the statistics about social proof. Namely, 63 percent of consumers indicate they are more likely to purchase from a site if it has product ratings and reviews; people are more likely to leave a … Continue reading

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Four Basic Tips to Optimize Sales Performance

By Solomon Thimothy Sales, especially B2B sales, is a difficult job. Whether you’re cold calling, emailing, or trying to convert inbound leads, every salesperson hears dozens of “nos” before every “yes.” As a sales manager, your job is to coach and … Continue reading

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Sales 2.0 Conference Recap: The Power of Mindset

Here’s a quick recap of what keynoters at the Sales 2.0 Conference shared this week about the power of mindset. Continue reading

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Tips to Find and Hire Salespeople via Referrals

By Joanne Black Sales leaders know their current salespeople are prime resources for finding new talent. That’s why many put “refer a friend” programs in place. I often write about this topic because I strongly believe in the power of … Continue reading

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How to Succeed with the Empowered B2B Buyer

Highly informed buyers now educate themselves through a substantial part of the buying journey and expect a new level of partnership and collaboration from their vendors. Here’s smart advice from Forrester analyst Laura Ramos on how to succeed with today’s empowered B2B buyer. Continue reading

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The Right Mindset: Sales 2.0 Takeaways

Mindset – the right one, the best one, the most effective one – was my biggest takeaway from the Sales 2.0 Conference, an event that brings together some of the brightest minds spanning many different industries. Here are a few thoughts from the April event that stuck with me on the plane ride home. Continue reading

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What Will You Learn as a Sales Leader in 2015?

As we prepare to ring in the New Year, many sales leaders we know naturally start thinking about their goals for becoming better, faster, and smarter. We help sales leaders think about this kind of thing all year-round. That’s why … Continue reading

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