Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

Three Ways Predictive Analytics Can Help You Achieve Higher Win Rates

By Niveditha Viswanathan Increasingly, sales organizations are adapting to the new, digital, mobile workforce. Almost every enterprise is jumping on the boat that is sailing toward a well-defined mobile and digital strategy. In this new world, data and predictive analytics … Continue reading

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Making the Shift to a New Era of Sales Engagement

By Meera Mehta When I first started working in CRM, the technology landscape for sales was relatively simple (if inefficient). IT would provide sales with standard software – email, Web conferencing, and a productivity suite. Content lived on sales reps’ … Continue reading

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Master the Art of “Thank You” to Improve the Customer Experience

By Andrew Field In our previous blog post on overcoming repeat sales problems, we showed how gifting your prospects lets you stand out and prompts them to act. Today we’re breaking down another important way to use gifting: perfecting the … Continue reading

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Six Leaders Who Will Speak at the Sales 2.0 Conference in San Francisco this July

On July 18 and 19 the Sales 2.0 Conference is coming to San Francisco! Join us to hear these awesome speakers and more — discounted rates apply until June 13. Speaker: Dan Waldschmidt, Managing Director, Waldschmidt Partners International Session: Why … Continue reading

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An Effective Tactic to Grab the Attention of Busy Prospects

By Andrew Field As a sales professional, you wear more hats than meet the eye. You’re an expert in your space, a curator of information, and a ruthless researcher. You bounce back from rejection. You’re tougher than Rudy and Rocky … Continue reading

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Ditch Negativity to Achieve Peak Sales Performance: 4 Insights from the Sales 2.0 Conference in Boston

Did you know that each day we create 60,000 thoughts, and that a full 80% of those thoughts are negative? This is just one of the data points (that particular stat comes from the National Science Foundation) from our morning … Continue reading

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The Three Sales Accountability Traps and How to Avoid Them

By Alyson Brandt Is your sales organization one of the top performers in your industry? If not, here’s your blueprint for success.   Our sales research identified a culture of accountability and results as a critical differentiator between top and … Continue reading

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How I Learned to Stop Worrying and Love Predictive Sales Analytics

By Kevin Brooks Predictive analytics is a major topic at industry conferences, but it is poorly understood by most sales leaders. In truth, it is poorly understood by most people, but – as the market for predictive sales analytics continues … Continue reading

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How to Build a Successful Sales Development Model

By Trish Bertuzzi I’m excited to be speaking at the Sales 2.0 Conference in Boston on May 2 on the topic of “The Six Elements of Sales Development: What It Takes to Lead a World-Class Team.” In this blog post, … Continue reading

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Four Basic Tips to Optimize Sales Performance

By Solomon Thimothy Sales, especially B2B sales, is a difficult job. Whether you’re cold calling, emailing, or trying to convert inbound leads, every salesperson hears dozens of “nos” before every “yes.” As a sales manager, your job is to coach and … Continue reading

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