Author Archives: Lisa

About Lisa

Editorial Director at

How to Stage an Effective Sales Discovery Call

By Chris Orlob To move any deal through the sales process, you first need to have an effective sales discovery call, during which you uncover your prospect’s pain points.  Uncovering pain points right off the bat allows you to immediately set … Continue reading

Posted in Prospecting, Sales 3.0 Speakers | Leave a comment

How to Build Your Sales Operations Strategy

By Carolyn Betts Fleming With the right sales operations strategy in place, sales teams can perform their jobs at the highest level, work efficiently, close more deals, and generate as much revenue as possible. This involves leveraging the right data and … Continue reading

Posted in Sales Leadership, Sales Operations | Leave a comment

How to Find Your Customers and Own Your Market

By Jim Cathcart Today, you plan to make sales – but to whom? Who are your targeted prospects? Where are your most likely buyers? Which among them will be your best customers? And, by the way, where will you start? … Continue reading

Posted in Sales Leadership | Leave a comment

How to Increase Your Chances of Sales Success

By Jamie Crosbie It’s always there, isn’t it? That little monologue in your head plays all day, every day. Like an eternal recording, it plays and plays as you run through your day – commenting on this, musing on that. … Continue reading

Posted in Peak Performance Mindset | Leave a comment

Why Are There So Many Articles about Selling?

By Jim Cathcart Like you, I subscribe to a number of magazines and resources that specialize in sales, marketing, and business success strategies. What astounds me about them is how there is an endless flow of articles on selling. You’d think … Continue reading

Posted in Sales Leadership | Leave a comment

How to Identify and Remove Hidden Mental Roadblocks with Peak Performance Mindset Training

By Jamie Crosbie They’re sneaky, aren’t they? I’m talking about the hidden mental roadblocks that sabotage your best intentions. The thing is, we may think we are really committed to reaching our goals – unaware that we face self-limiting thoughts … Continue reading

Posted in Mindset, Sales Leadership | Leave a comment

That’s What Friends Do: Thoughts on Customer Loyalty

By Jim Cathcart There seems to be a prevailing mindset regarding customer loyalty: supposedly, it is something to seek. Sounds logical, but I disagree with that point of view.  We can never control whether customers are loyal to us – … Continue reading

Posted in Customer Relationships | Leave a comment

Transform Your Digital Era Sales with an Intelligent Lead-to-Cash Solution

By Swati Sinha Does your company suffer from siloed teams? Disconnected applications? Information scattered across business processes? All these problems can obstruct your ability to respond to ever-changing customer and market needs. Today’s buyers are sophisticated and in control, and they … Continue reading

Posted in Sales Enablement | Leave a comment

Here Is the Incredible Sales Enablement Plan Worth Billions

By Gerhard Gschwandtner After Elay Cohen was named Senior Vice President of Sales Productivity at Salesforce, he pulled off an amazing feat: He accelerated growth and turned a $500 million enterprise into a $3+ billion enterprise. That’s why we invited Cohen … Continue reading

Posted in Sales Enablement | Leave a comment

How to Become a High Priority to Your Prospect

By Christine Harrington During my prospecting calls this week, I examined all the different touchpoints necessary to stay a priority in the prospect’s mind. I encourage you to do the same. If you’re in sales, you have gaps. These gaps are … Continue reading

Posted in Prospecting, Sales Leads | Leave a comment