The Sales Leader

Cutting Edge Strategies for Sales Leaders by Colleen Francis

Sales Advice from Mike Tyson | Sales Tips

Mike Tyson once said, you know, everybody has a set plan they’re going to use until they step in the ring and they get punched in the face. It may be a strange reference when talking about sales but it’s more applicable than you think.

We get punched in the face proverbially of course with every sale call we make, meaning a question comes in from left field that we weren’t prepared for, the prospect or the customer says something that we weren’t prepared for and being unprepared is a terrible mistake to make in sales. (more…)

How to Use Criticism To Your Advantage

You’ve probably had to deal with professional criticism at some point (or often) in your sales career.

In such a fast-paced, high-pressure profession that is continuously focused on results, we are often subject to our fair share of criticism from colleagues, managers, clients, and prospects.

If you want to be successful in sales, you must train yourself to take criticism and use it to your advantage. ← Click To Tweet

It’s easy to get wrapped up in your faults when others are pointing them out to you. But, there are steps you can take to efficiently move past the negativity and actually create success through the criticism that you receive. (more…)

Don’t Overcomplicate It! | Sales Tips

I’ve noticed something about sales managers, companies and even salespeople. They tend to overcomplicate the selling process. Could members of your sales team be falling victim to this trap?

There are only four things that you need to do in every single sales process, so keep it simple. (more…)

The Critical Way Buyers Have Changed

You may have noticed an interesting trend that has recently picked up steam.

Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the way) and they’re increasingly looking for peers.

They want someone is equal to them and at the same level as them, even if they hold different titles from the person they’re buying from.

Here are two important steps you need to consider if you want to be perceived as a peer and build trust with your customers:


How to Hire The Right Salesperson

How can you ensure that you’re hiring the right people to join your sales team?

Many sales leaders have been asking me how to hire new sales reps and build a profitable team.

I often suggest taking a step back before conducting interviews and hiring a new team member. There are a few things you need to do before you proceed with interviews in order to ensure that you hire the right person and create the best team possible. (more…)

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