Author Archives: Lisa

About Lisa

Lisa is Editorial Director at Selling Power.

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

Posted in: Sales Coaching, Sales Leadership, Sales Management | Tags: , | 1 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

Posted in: Leadership, Sales 2.0, Sales Leadership | Tags: , , , , , | 1 Comment

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