Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

Your Complete Digital Marketing Audit Guide

By Alexander Kesler No digital strategy is perfect; and, all too often, there are issues that can go unnoticed for long stretches of time. Decreased traffic, drops in rankings or conversions, and low sales and ROI are all problems signaling … Continue reading

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What You Need to Know about Your Prospect’s Mindset

By Christine Harrington Many times the ill-prepared salesperson will dump all the features and benefits during the sales pitch. Why? Because he has no idea which benefit will interest the buyer. Successful salespeople understand the fundamental principles about why a buyer … Continue reading

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How to Be a Better Sales Leader and Crush Your Revenue Goals

By Alice Heiman In my experience, the sales part of any strategic business plan tends to be the weakest for most companies. That’s why my biggest tip is to clearly set your sales goals and then really dig deep into the action … Continue reading

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Eight Steps to Skyrocket Your Sales Revenue Potential

By Robert O. Carr Do you want to develop an extraordinarily successful sales organization? Based on my experience founding Heartland Payment Systems (acquired last year by Global Payments for more than $4.3 billion) and my newest company, Beyond, I can … Continue reading

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The Best Thing You Can Do to Onboard Your Sales Reps

By Eric Esfahanian Everyone wants to be part of something bigger than themselves. Whether it’s in their personal life or professional, everyone wants to be part of a cause. However, if you want to be part of something bigger than … Continue reading

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Why You Need to Know How to Sell to the C-Suite

By Sharon Gillenwater I gave a talk at the Sales 3.0 Conference in May about best practices for selling to the C-suite. As recently as a couple of years ago, I would probably not have been invited to speak on … Continue reading

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Overcoming Barriers to Deploying Sales 3.0 Strategies

By Paul D’Souza Have you leveraged Sales 3.0 technologies in your sales organization? Have you deployed any yet? Or have you found yourself having to rethink some of your projects because they were not going as planned? Based on my experiences … Continue reading

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How to Build Genuine Connections with Your Prospects

By Greg Kelly Salespeople today are looking for ways to build genuine connection with contacts and prospects. However, they frequently lack the right tools to do so in a meaningful way. At the end of the day, salespeople can try … Continue reading

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What Machine Learning and AI Mean for the Sales Profession

By Shalini Mitha Machine learning is a hot buzzword now, but what could it actually mean for business and sales down the line? Will salespeople be replaced by Rosie from The Jetsons – or a more frightening HAL? Doubtful. But … Continue reading

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This is a Giant Problem for Salespeople

By Christine Harrington Here’s a mind-blowing statistic: 44 percent of salespeople give up after the first “no” from a prospect! If 44 percent of your sales team have an 80 percent probability of giving up after hearing “no,” you might … Continue reading

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