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How a Sales Leader Should Join a Sales Meeting

In Sales Leadership by Jason CortelLeave a Comment

As a Sales Leader, there are times where tag-teaming the client can be useful and incredibly valuable to both the client and the seller. Doing so requires a high-level of coordination and planning beforehand. Normally what I find is that the planning amounts to nothing more than “what time is …

Jason CortelHow a Sales Leader Should Join a Sales Meeting
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Before You Enter Have an Exit Strategy

In Sales Leadership by Jason CortelLeave a Comment

What client, no matter how big or small, wouldn’t want to work directly with the sales leader within your organization? Working with any of the leaders in your organization carries a certain stature that can make the client feel important and valued. Once the sales leader opens that door, the …

Jason CortelBefore You Enter Have an Exit Strategy
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Don’t Forget the Sales Executive

In Sales Leadership by Jason CortelLeave a Comment

A great follow-up to When a Sales Leader Should Join a Sales Call article is this:  There is nothing more undermining to that sales executive, especially in the client’s eye, than for you to do an end-run around them. The message this sends to your client is that you don’t …

Jason CortelDon’t Forget the Sales Executive
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When Should a Sales Leader go on a Sales Call

In Sales Leadership by Jason CortelLeave a Comment

Some sales organizations like to have four and six legged sales calls where everyone and their brother/sister meet with a potential client, including you as the sales leader. We once had a client come for a visit; there were two visitors and we had 8 people in the meeting, from the …

Jason CortelWhen Should a Sales Leader go on a Sales Call
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Promoting a Super Closer to Sales Leadership

In Sales Leadership by Jason CortelLeave a Comment

The interesting thing about sales is that the super closers often end up promoted into sales leadership positions. Often we see this occur without direct demonstration of management or leadership qualities. Taboo as it may be, the super closers are usually the least organized and often have built bad behaviors …

Jason CortelPromoting a Super Closer to Sales Leadership