Blog

Many sales leaders have a skill gap when it comes to coaching members of the sales team. Bridging that gap requires addressing a critical question.

Today I want to focus on what I believe to be the five most important skills a sales leader can develop over time to be successful in their role.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Mike Montague interviews John Barron, voice coach and vocal expert of the Alexander Technique, on How to Succeed Vocally. 

Mike Montague interviews Jason Caywood, Sandler trainer from Utah, on How to Succeed at Getting in Flow.

Mike Montague interviews Lee Kester on How to Succeed at Recruiting and Hiring Great Salespeople. Lee is the President and CEO of the Kester Search Group.

Mike Montague interviews Matt Munson on How to Succeed at Doing a Pre-Mortem. Matt is the CEO of Sanity Labs.

Mike Montague interviews John Glennon on How to Succeed at Customer Success. 

Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically?

Most of us are taught as kids to politely answer questions from authority figures. But in our professional lives, effective questioning uncovers the real intent behind a question. This uncovers information that helps you to prepare for moving forward or moving on.