Author Archives: Lisa

About Lisa

Lisa is Editorial Director at Selling Power.

Are Your Beliefs About Success Holding You Back?

By Jim Marshall One of the biggest obstacles to success for any sales executive is the “negative self-talk” that often results from the day-to-day realities of the profession: prospecting for new clients and customers, dealing with stalls and objections, inability … Continue reading

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Why Are B2B Buyers Leaving Your Website?

By Dianna Huff Whenever I’m considering a new business purchase, my standard operating procedure is to research alternative products or solutions online. In fact, I take months to make a decision because I spend the time to evaluate how the … Continue reading

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How to Lead by Listening

By Selling Power Editors Have you ever heard the saying that humans “listen half, understand a quarter, think zero, and react double”? In his book, Becoming Your Best: The 12 Principles of Highly Successful Leaders, Steven R. Shallenberger cites this … Continue reading

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Learn How to Validate Your Salespeople in Four Easy Steps

After 25 years of interviewing thousands of people, what has billionaire media mogul Oprah Winfrey learned about human nature? Everyone wants to be validated. Here’s how sales leaders can validate their salespeople for better performance and motivation. Continue reading

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How to Tell If Inside Sales is Right for Your Organization

By Alison Brattle The structure of most sales organizations hasn’t changed much in the past few decades. The average organization is made up of a number of sales reps working in the field, who meet face-to-face with current and prospective … Continue reading

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5 Things Sales Leaders Should Never Say

How do you convey negative news without being negative? Try these 5 tips from Sir Richard Branson. Continue reading

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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

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How to Help Your Reps Stand Out on Sales Calls

By Lisa Earle McLeod Imagine two competing salespeople who are about to call on the same customer. Salesperson A is making his call at 10:00 a.m., and Salesperson B is making her call at 11:00 a.m. Before they go into … Continue reading

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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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