Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

Two Things You Should Know about Today’s Buyer

When Dave DiStefano, CEO of Richardson, took the stage in Philadelphia at the Sales 2.0 Conference in March, he pointed out that many companies get off on the wrong foot with customers because they make the sales process all about … Continue reading

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Discuss the Future of Profitable Selling in San Francisco this May

This May in San Francisco, speakers like David Meerman Scott will be talking a lot about new, real-time solutions that can help sales leaders make big improvements to all areas of the sales organization. Here are three presentations we’re looking … Continue reading

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Maintain Your Sanity in Times of Change

By Kevin Warren It’s no secret that we create opportunities when we do things differently. When you make a change, reinventing yourself, your business, your workout, your outlook, your career, your sales strategy  – whatever it is – is typically … Continue reading

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How Much Do We Spend on Sales Compensation?

How much do you think sales leaders spend compensating the 14 million salespeople currently working in the United States? According to Sales 2.0 Conference speaker and Xactly chief marketing officer Scott Broomfield, Harvard Business Review puts the figure at $800 … Continue reading

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How B2B Sales Leaders Should Think about Change and Transformation

Today in Philadelphia speakers and attendees at the Sales 2.0 Conference are talking about transformation and leading change. As part of his keynote address, Selling Power founder Gerhard Gschwandtner talked with attendees and showed several videos featuring insight from leaders … Continue reading

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Sales 2.0 Conference Preview: Xactly’s Scott Broomfield Talks about Change

We’re looking forward to hearing a lot about sales transformation strategies next week at the Sales 2.0 Conference in in Philadelphia. Get a preview of what Xactly CMO Scott Broomfield will share about sales compensation and strategic change in the video below. (If … Continue reading

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Leading Change with Social Selling: Sales 2.0 Conference Q&A with Anwar McQueen

In this on-site Q&A from the October 2013 Sales 2.0 Conference, Anwar McQueen, Vice President of Sports Business Development at Sportstec, shared with us some of his takeaways about social selling and leading culture change. Why did you decide to … Continue reading

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3 Ways Leaders Can Create a Culture of Purpose

According to a Deloitte survey, 66% of employees don’t believe their companies are doing enough to create a culture of purpose. That’s a shame, because businesses that can instill employees with a sense of purpose and meaning can see a … Continue reading

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Get Ready for Sales Transformation Success in 2014

Some of the most interesting stories we heard from sales leaders last year revolved around sales transformations. (If you missed our workshop with SunGard’s Ken Powell, you can still access this white paper, which details how the company is growing … Continue reading

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Twitter for Enterprise: A Chat with @JohnFlynn4444

At the lunchtime break last month at the Sales Performance Management Conference we overheard a few attendees discussing the potential of Twitter for enterprise. John Flynn, new VP of Sales at Addvocate (a social enablement for enterprise solution) graciously agreed … Continue reading

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