Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

Tips to Find and Hire Salespeople via Referrals

By Joanne Black Sales leaders know their current salespeople are prime resources for finding new talent. That’s why many put “refer a friend” programs in place. I often write about this topic because I strongly believe in the power of … Continue reading

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How to Succeed with the Empowered B2B Buyer

Highly informed buyers now educate themselves through a substantial part of the buying journey and expect a new level of partnership and collaboration from their vendors. Here’s smart advice from Forrester analyst Laura Ramos on how to succeed with today’s empowered B2B buyer. Continue reading

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Are Analytics for Sales a Technology Overkill?

by Joanne Black Oh, how I hate paperwork. Most salespeople feel the same way. We just want to spend time with our clients and close deals. It has been tough enough for organizations to get salespeople to use CRM and … Continue reading

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3 Case Studies from the Sales 2.0 Conference: ClearSlide, DemoChimp, and DivTECH

Great sales leaders know how and when to take action. Here are some stories from recent Sales 2.0 Conference sponsors and how their customers executed successful implementations. Continue reading

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5 Things Data Cannot Do for Salespeople

Analytics help us get to our buyers earlier in the sales cycle. Yes, we can predict buyer behavior. But then it’s up to salespeople and sales leaders to interpret the information and reach out. We have incredible tools today for research. But people still seal the deal. Continue reading

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The Right Mindset: Sales 2.0 Takeaways

Mindset – the right one, the best one, the most effective one – was my biggest takeaway from the Sales 2.0 Conference, an event that brings together some of the brightest minds spanning many different industries. Here are a few thoughts from the April event that stuck with me on the plane ride home. Continue reading

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Five Ways to Make the Most of a Trade Show or Event

You’re in a room with hundreds of people in the room at a trade show or industry event, and nobody knows you. Here’s how to make the most of it. Continue reading

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7 Insights You Need to Know from the Sales 2.0 Conference

What did 400 B2B sales leaders learn on the first day of the Sales 2.0 Conference here in San Francisco? Here are seven key insights. Continue reading

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3 Steps to Make Better Sales Hiring and Training Investments

Sales leaders are always under pressure to improve performance. In many organizations, that starts with hiring the right people. However, according to experts at Sales Performance International (SPI), many sales leaders are making hiring decisions based solely on gut instinct. … Continue reading

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Strengthen Customer Relationships with Digital Listening

By Suresh Balasubramanian According to a SiriusDecisions study, 65 percent of organizations say that sales reps spend too much time on nonselling activities. Here are some of the most common ways salespeople lose core selling time:      trying to figure out … Continue reading

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