Category Archives: Sales Leadership

How to Move Up in Your Organization: 4 Tips from Legendary Leaders

If you’re interested in moving up to a higher position in your organization, prove you can think strategically — beyond quota — toward the good of the company as a whole. Use these tips to get started. Find effective strategies. Vision is … Continue reading

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Your Brand Is Not Your Business Card: Empower a Winning Sales Culture

By Kevin Warren, president of strategic growth initiatives at Xerox. Meet him on March 10 at the Sales 2.0 Conference in Philadelphia, where he will share more insight about sales-leadership success and personal brands. Jay-Z is one of my favorite performers, and he knows … Continue reading

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Three Feedback Pitfalls to Avoid While Sales Coaching

When providing salespeople with feedback during sales coaching, it’s easy to fall into feedback pitfalls. If you are like most sales managers, you’re probably giving feedback to your team members the same way it was given to you. Yet recent … Continue reading

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How to Retain and Motivate Sales Reps: Money versus Happiness

All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what they want in exchange … Continue reading

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Attitude Determines Altitude: Selling Power Says Goodbye to Zig Ziglar

This week great motivator, author, and sales leader Zig Ziglar passed away at the age of 86. We searched our archives and republished some of our best articles featuring Ziglar’s insight and wisdom. Click the links below to read more … Continue reading

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A Ten-Point Sales Leadership List for 2013

by Gerhard Gschwandtner As we near the end of 2012, I’m certain about one thing: your success in sales will be dictated by how well you anticipate your buyer’s needs and expectations. Here’s a list of questions that can help … Continue reading

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Why Love (Not Money) Makes Great Leaders: Insight from Dr. Herb Greenberg

According to Dr. Herb Greenberg, founder of Caliper Corporation, great leaders are not motivated by money. This is just one of the conclusions Dr. Greenberg drew from his extensive research on the qualities and characteristics that make great leaders, which … Continue reading

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How Sales Leaders Can Avoid the Quarter-End Crunch

One simple way to avoid the quarter-end crunch is to inject deal predictability and efficiency into the sales process. How? Start with the contract. Continue reading

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5 Important Blog Posts for Sales Leaders

Links to five great blog posts for sales leaders about these topics: sales compensation, Sales 2.0, social enterprise, communicating with prospects, the B2B buyer cycle. Continue reading

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Become a Better Leader: Tips from a Former Fighter Pilot

If you want to be a compelling leader, you need to inspire your team, challenge them, and tie their everyday activities to the larger vision for the company. Continue reading

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