Author Archives: Lisa

About Lisa

Lisa is Editorial Director at Selling Power.

Three Things That Will Boost Your Brainstorming Meeting with Reps

By Lisa Gschwandtner As a sales leader, you want to welcome new ideas and innovation. Unfortunately, during meetings, many leaders can’t see past what Douglas Stone and Sheila Heen, coauthors of  Thanks for the Feedback: The Science and Art of … Continue reading

Posted in: Sales Coaching, Sales Leadership, Sales Management | Tags: , | Leave a comment

How to Build a Great Relationship with a New Boss

Working with a new boss can be a tense experience. In his book, The First 90 Days: Proven Strategies for Getting Up to Speed Faster and Smarter, Michael D. Watkins outlines a comprehensive program for executives taking on a new role … Continue reading

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3 Things You Need to Be a Predictive Sales Organization

Do you look into your revenue future and see uncertainty? If so, that might be because you’re still looking at backward-focused data rather than making predictions based on future-focused insight. Business Intelligence vs. Predictive Analytics As early as 2013, experts … Continue reading

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Six Tips to Enhance Your One-on-One Coaching Meetings with Salespeople

Which of the following statements best describes your opinion, as a sales leader, of one-on-one meetings? They’re the best way to stay connected to salespeople and drive pipeline opportunities forward. They’re a low-value activity and should be skipped when more … Continue reading

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How To View Failure and Roadblocks in a Positive Light

Great leaders don’t fail less than the rest of us. The truth is, they fail frequently, but successful leaders learn to see failure in a positive light. According to Patti Johnson, author of Make Waves: Be the One to Start … Continue reading

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4 Habits Leaders Should Lose in 2015

We tend to start the year with the best of intentions and high hopes. But sometimes our bad habits are hard to shake. This year, think about saying goodbye to these four simple obstacles that often impede success for sales … Continue reading

Posted in: Innovation, Leadership, Motivation | Tags: , , | 1 Comment

10 Signs You’re a Great Sales Manager

  If you agree with these statements, you’re performing exceptionally well in all your roles as manager. If you come up short, it might be time for a management course or a conversation with your own manager to determine how … Continue reading

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The Psychology of Making Good Decisions

In his best-selling book, Predictably Irrational, MIT professor of behavioral economics Dan Ariely observed that resisting temptation is a universal human goal, but our failure to self-regulate is the source of much unhappiness. “When I look around, I see people trying … Continue reading

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Most Excellent Sales Leader: Claire Edmunds

This feature provides a snapshot of a successful B2B sales leader and his or her accomplishments. To submit a candidate for consideration, email lisa@sellingpower.com with the subject line “Most Excellent Sales Leader.”   Job title: Company founder and CEO Company: … Continue reading

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Four Things CEOs Need to Understand about Sales Management

By Gretchen Gordon The most productive, world-class organizations have dedicated sales managers, but not every CEO understands how to make the most of this very important role. Here are four things executives need to understand about the role of a … Continue reading

Posted in: Sales Leadership, Sales Management | 6 Comments