Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

How to Become a High Priority to Your Prospect

By Christine Harrington During my prospecting calls this week, I examined all the different touchpoints necessary to stay a priority in the prospect’s mind. I encourage you to do the same. If you’re in sales, you have gaps. These gaps are … Continue reading

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Building Consensus with Buying Committees: How to Avoid a No-Decision Deal

By Sharon Gillenwater According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4 in 2015 to 6.8 in 2017. HBR also found that a typical solutions purchase is taking much longer … Continue reading

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16 Sales Prospecting Tips to Turn Your Quarter Around

By Scott Gilmore “Sales prospecting is the lifeblood of a sales organization.” Our founder, Tim Magwood, often said this. In my 20 plus years of sales prospecting experience, I’ve seen this statement hold true. Sales prospecting is key to replenishing your … Continue reading

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What Are You Really Paying Salespeople To Do?

By Jim Cathcart What are you paid to do? Everywhere you go, people will ask, “What do you do?” They want to know how to think about you. Are you a resource, a potential friend, a competitor, a threat? But, what … Continue reading

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How to Create an Effective Sales Playbook Using AI

By Rob Käll What is one truth about life that also applies to your sales playbook? Evolve or die. This may sound a little harsh, but your playbook is a living thing. If it doesn’t adapt to change, it won’t … Continue reading

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How Can You Predict If and When Customers Will Buy?

By Katie Bullard Most businesses now rely on data-driven decision making, and almost all companies collect customer data in some form. But in this ocean of data, which individual data points actually predict a customer’s intention to make a purchase? … Continue reading

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The Five Things You Need to Digitally Transform Your Business

By Keith Krach As DocuSign chairman, I know a little something about how to conduct a digital transformation. With our digital transaction management platform, DocuSign has helped more than 300,000 companies in 188 countries around the world launch their own … Continue reading

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Quick Insights from the Sales 3.0 Conference in San Francisco

This week in San Francisco we hosted hundreds of B2B sales leaders at the Sales 3.0 Conference. We learned a lot about how to balance technology with the human element of selling to help both customers and sales teams thrive. … Continue reading

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Here’s Why Social Media Is Not a Time Suck for Sales

By Alice Heiman You probably think you don’t have an hour every day for social media. You may see time on social media as a time suck. Instead, I encourage you to think about it as a necessary business activity. Staying … Continue reading

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The Art of Storytelling in Enterprise Sales

By Sharon Gillenwater The art of storytelling is suddenly everywhere. Recently, within the space of two weeks, I attended three different sold-out storytelling events. One was produced by The Moth and another was produced by Pop-Up Magazine, both of which … Continue reading

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