James Alberson

One of the main challenges sales leaders today face is improving the performance of their sales team. If you are a sales leader struggling with where to even begin when it comes to making meaningful changes that will boost performance, here is when we say: You are not alone.

No matter where your sales team is hitting roadblocks, sales performance improvem…

At the conclusion of part one, we mentioned that once you have a deep understanding of your buyer’s journey, you can use technology to give your team a much better chance of meeting the buyer where they are. This is important, because where the buyer is at that moment is where all the best discussions happen.

So – what kind of information should …

Let’s look at the third pillar, sales leadership itself. We’ll examine how your technology can support the buyer journey.

As an effective sales leader, you want to ensure, through your personal example, that you are walking your talk when it comes to decisions that support the first two pillars, sales process and methodol…

This is part II of Pillar 2 in a series of articles that pose the question: What is the intersection between optimal sales leadership… and the optimal use of today’s technology?

Work with the sales team on this. When methodologies fail, it’s often because the leaders have gotten together and simply dictated what’s going to happen in terms of …

In this series of articles about the four pillars of sales tech, this is the Part 1 of Pillar 2.  As you might recall, the overarching question is 🡺  What is the intersection between optimal sales leadership… and the optimal use of today’s technology?

At Sandler, we see four areas that sales leaders will want to pay attention to. In an ea…

I see four areas that require attention. We can think of these areas as four pillars – four critical supports that the most effective sales leaders take full advantage of. Building a team without taking advantage of all four pillars is, in my view, a strategic mistake.

The first pillar is sales process, which is what I’ll be looking at in this ar…

If I could share and reinforce one and only skill with a sales team this year, it would be this one: make the conversation about the buyer, as opposed to about you.

In the realm of sales, there exists a singular skill that reigns supreme: the ability to center the conversation around the buyer rather than oneself. This art of consistently steering di…

Sales is a conversation between adults to uncover the truth.

At the end of the day, it’s all about initiating and supporting peer-to-peer conversations. But for too many salespeople, when it comes to virtual meetings, it seems like we're still a lot better at pushing buyers and influencers away than we are at drawing them in.  

We’re just…

We’re all taught at some point that we need to ask for a Call to Action (CTA)– a request that the person we’re talking to commit to do something. And usually, we make that request. But how effectively?

The landscape has changed. The CTAs that worked a decade ago with a brand-new contact simply aren’t effective anymore. They don’t set us apart fr…