Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.

Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022

Read the Guide Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.
Learning Center
Learning Center
Close

Learn

Access the Learning Center

Free resources to help you master inbound marketing and They Ask, You Answer

Access the Learning Center

Blog / Newest Insights

Jump straight to the latest inbound marketing and They Ask, You Answer insights

Access the Learning Center

Free and Pro Courses

Take your knowledge to the next level with free and Pro courses inside IMPACT+

Access the Learning Center

Recordings on Demand

On-demand recordings from past IMPACT events and livestreams

Access the Learning Center

Featured

Inbound Strategy Playbook 2022

Learn 7 foundational principles that have proven to set inbound marketing strategies up for success

Access the Learning Center

Free 5 Min. Inbound Marketing Assessment

Take this free assessment and learn what you can start doing today to boost traffic, leads, and sales

Access the Learning Center

Blueprint for a More Profitable Agency

See why coaching, not implementation, is the key to happier clients and better profit margins

Access the Learning Center

Case Studies

See examples of companies working with IMPACT and thriving with They Ask, You Answer

Access the Learning Center
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close
Navigation_8_2021_taya

They Ask, You Answer Coaching & Training

They Ask, You Answer Coaching & Training
They Ask, You Answer Workshop

They Ask, You Answer Workshop

They Ask, You Answer Workshop
Navigation_8_2021_workshop

Inbound Marketing Services

Inbound Marketing Services
Navigation_8_2021_website design - monitor

Website Design & Development

Website Design & Development
Navigation_8_2021_hubspot implementation

HubSpot Training & Implementation

HubSpot Training & Implementation
Navigation_8_2021_virtual selling

Virtual Sales
Training

Virtual Sales <br>Training
Navigation_8_2021_swell - paid ads

Paid Search & Social Services

Paid Search & Social Services
Become a Certified Coach
Become a Certified Coach
Close
Close
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022
Read the Guide
The Ultimate Inbound Marketing Strategy Playbook 2022
Free Inbound Marketing Playbook
View The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

The Triple Crown of Sales Leadership

By Anna Adamczyk

Anna Adamczyk also recommends this free guide: The Ultimate Inbound Marketing Strategy Playbook 2022.

The Triple Crown of Sales Leadership Blog Feature

sales-leadership.jpgBeing a leader is all about inspiring. Whether it's inspiring yourself, your coworkers and employees, or your clients. Success in sales is far less about what’s being sold and increasingly about how it’s sold -- by inspiring trust and confidence.

Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022

The best sales leaders create an exceptional sales experience that gets the complete buy-in not only from their prospects, but by their team, by conquering these three specific leadership areas:

1. Listening

The golden rule of sales should be “listen more than you speak.” Whether it’s listening to your customers, employees, or your teammates, your ears need to be open at all times.

Taking time to digest what’s being said will help you gain valuable insights into a multitude of things you may not have been aware of originally. Don’t just listen, but actually analyze what’s being said.

Often it’s also about what’s not being said. Take notice of silences and pauses in your conversation. These usually have some significant meaning. For instance, when you’re with a client, but you’re not getting enough questions that could mean they’re disengaged or disinterested.

Take a step back to observe what the problem might be and address it. Internally, if your team isn’t sharing success stories or common issues and objections that they’re receiving, what’s the block in communication?

Try this:

Challenge yourself to pause after each question or comment to give your client a chance to respond. Whether you realize it or not, you might be filling in these gaps (asking leading questions, or over-explaining), while it will be more beneficial for them to do more of the talking.

Within your sales department, consider holding meetings where you discuss challenges and successes. This will help create a forum for peer sharing, listening, and learning to uncover common themes among your team.

Make sure you’re also speaking with the marketing team as often as possible. Ask specifically about discussions that might be happening on social media about your company or industry. Dedicate various opportunities throughout the day to listening more to your prospects, colleagues, and to industry thought leaders.

2. Trust

Being trustworthy and honest is essential in any relationship, but within hypercompetitive sales teams sometimes secrets and suspicion overrule.

Being a leader means setting an example for those around you, whether they’re teammates or those you manage. Be someone everyone can trust and don’t let skepticism dissuade you from trusting others. Successful teams work together by supporting and believing in each other.

Try this:

Build rapport with your team members by actively taking an interest in their work, but also connecting with them on a personal level. Get to know those around you and let yourself be known.

If there’s someone you don’t particularly trust, start addressing that issue. Is it a prior experience that makes you uneasy or is it simply in your head? Reach out and try to resolve whatever block exists to repairing the relationship.

3. Ownership

Leaders take accountability for their actions. 

By demonstrating you can own your work on all levels, whether it’s successful or a misstep and leading by example, you earn the trust of those around you.

Holding others accountable is also crucial because it enables your team to work as a cohesive unit with purpose and direction. When everyone is clear on their responsibilities, they are more focused and able to accomplish group goals.

Keeping track of key sales metrics that affect the bottom line is a major part of accountability, but there are also the intangible aspects like empathy when relating to clients and building trust and rapport, that have to be brought into the mix.

Ownership can potentially be the source of some disappointments, but remember that holding others responsible actually empowers them in the long run. When someone feels responsible for the success of themselves and their team, they are more likely to do everything they can to get it done. No excuses!

Try this:

Write down all the things you are responsible for in your role. Create goals for yourself in every single one of those areas and evaluate yourself weekly. Take into account specific measurable targets, in addition to those personality aspects that build your selling persona.

By successfully staying on top of everything you need to do for your sales team , you’ll demonstrate your ability to produce results and will soon be able to take ownership of more things you’d like to do and inspire others along the way.

Key Takeaway

Leaders aren’t born thoroughbreds, but they can certainly train themselves to excel in their ability to listen, trust, and take ownership in sales. Master these skills and you will be well set-up for success.

The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

Topics:

Inbound Sales
Published on May 18, 2016

Recent Articles

The 5 Most Critical Inbound Sales Strategies Every Team Must Adopt
December 28, 2021 • 7 min read
What Is a Revenue Team? (Definition + Video)
December 16, 2021 • 9 min read
5 Real-Life Examples of Assignment Selling In Action
December 13, 2021 • 9 min read
Sales Enablement Checklist: 5 Questions Marketing Teams Should Regularly Ask Sales Teams
November 30, 2021 • 5 min read
Virtual Sales: How To Improve Sales Performance in a Virtual World
November 15, 2021 • 8 min read
How To Improve Your Sales Process
November 8, 2021 • 9 min read
What is the Value of a Digital Marketing Consultant?
November 4, 2021 • 6 min read
What is Assignment Selling? (Using Content to Close Deals Faster)
November 2, 2021 • 5 min read
HubSpot Sales Hub: 18 Things Every Sales Rep Should Know How to Do (+ Videos)
October 28, 2021 • 5 min read
How to Get Sales Reps to Use the HubSpot CRM
October 18, 2021 • 4 min read
How to Master the Art of Using Content in the Sales Process
October 12, 2021 • 10 min read
How to Know When You’ve Outgrown HubSpot Sales Hub Starter
September 23, 2021 • 4 min read
Sales and Marketing Alignment: How To Shorten Your Sales Cycle
September 17, 2021 • 8 min read
The Best Sales Enablement Tools for Your Team in 2021
August 30, 2021 • 11 min read
Your Buyers Want to Control the Sales Process; Here’s How to Let Them
July 28, 2021 • 6 min read
HubSpot CRM review (updated for 2021)
July 27, 2021 • 8 min read
5 HubSpot Sales Hub Tips for Assignment Selling
July 23, 2021 • 7 min read
How to Add Video to the Sales Process
July 20, 2021 • 6 min read
Get your sales team using your CRM platform in 5 easy steps
July 13, 2021 • 6 min read
9 marketing objective examples to guide your next digital strategy meeting (+ one bonus)
June 30, 2021 • 6 min read
How to Use Video for Sales (5 Easy Tips)
June 8, 2021 • 6 min read
Lead nurturing strategies, ft. Rich Quarles of glassCanopy (Inbound Success, Ep. 198)
June 7, 2021 • 24 min read
What is the Content Marketing Funnel and How Does It Work?
June 2, 2021 • 10 min read
What is Lead Nurturing?
May 28, 2021 • 9 min read
Sales and Marketing Friction is Hurting Your Bottom Line – Here’s What to Do About It
May 27, 2021 • 6 min read