Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

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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Tips to Double Your Productivity and Active Selling Time

By Matt Heinz Most sales teams – and sales professionals – waste an astounding amount of time. Some is due to lack of discipline; some is due to poor corporate policies, processes, and requirements. At the Sales 2.0 Conference on … Continue reading

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Why Your Salespeople Should Spend Less Time with Customers

Want to improve your early pipeline qualification conversion rates by up to 50 percent? Try incorporating these four simple steps into your prospecting process, as outlined by an expert partner at research firm McKinsey & Company. Continue reading

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Fresh Insight to Dramatically Improve Sales Performance

This year, Sales 2.0 is all about the DNA of a high-performance sales team. In Boston on May 2, sales leaders and experts will take the stage to provide you with fresh new insight so you can dramatically improve your … Continue reading

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How to Get Past Gatekeepers

One of the least appealing aspects of cold calling is getting stonewalled by gatekeepers. Here are some expert tips the authors of SOAR Selling. For more insight on this topic, download our latest report, Prospecting: How to Help Salespeople Get Past … Continue reading

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