Author Archives: Lisa

About Lisa

Editorial Director at

How to Engage More Strategic Accounts as a Sales Development Team

By Ian Sullivan When I hear people refer to account-based marketing as the latest B2B trend, I can’t help but laugh. Sales teams have been targeting and selling to strategic accounts since day one. But what has changed in recent years … Continue reading

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How Could You Celebrate the Outcomes You Seek?

By Jim Cathcart Things that are acknowledged tend to repeat. People crave feedback. They want to know they are seen or heard. They want to feel their opinions count and that, if they do well, someone will acknowledge them for it. … Continue reading

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The Amazing Benefits of Conversation Intelligence

By Parth Mukherjee If you care about improving your sales cycle, you’ll want to look into conversation intelligence (CI) quickly. (On October 26th at the Sales 3.0 Conference, Roy Raanani, CEO of, will present  “The Future of Sales Meetings.”) Why … Continue reading

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How to Eliminate Chronic Negative Thoughts

By Christine Harrington You’re about to learn a different perspective when it comes to attitude. Stay with me. This isn’t another blog post about positive attitude. This is information based on real neuroscience research. The fact is, attitude is not developed … Continue reading

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Four Fundamentals for Retaining Your Best Customers

By Alice Heiman At any given company, roughly 20 percent of customers are the source of 80 percent of the company’s profits. That means losing even one account from the 20 percent can really hurt.   And what if you want … Continue reading

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Why Augmented Intelligence Is a Salesperson’s Best Friend

By Swati Sinha Ginni Rometty, the CEO of IBM, once said: “Some people call this ‘artificial intelligence,’ but the reality is this technology will enhance us. So, instead of artificial intelligence, I think we’ll augment our intelligence.” The era of augmented … Continue reading

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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

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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

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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

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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

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