Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

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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Three Good Habits to Practice with Your Sales Data

By Nina Huang You’ve all seen this pitch: Imagine a world where, with the swipe of a hand (à la Minority Report), a beautiful dashboard appears in full-color glory showing exactly where the business opportunity lies. You zoom in and there … Continue reading

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Which Is Better for Sales: Artificial Intelligence or Augmented Intelligence?

By Donal Daly Many sales leaders are hearing a lot about artificial intelligence and augmented intelligence. But how do you know which technology is the right choice to invest in for the long-term success of your sales organization? Let me … Continue reading

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Augmented Intelligence and the Future of Selling

By Greg Kaplan In today’s digital era, sales teams miss or beat their quotas by how they use their data. The problem with data, however, is that entering information into Salesforce has become a time drain for salespeople. As Bluewolf … Continue reading

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Eight Sales Coaching Questions to Improve Your Reps’ Sales Calls

A quick email or phone call with the right sales coaching questions can tell you exactly where the salesperson stands on each opportunity. You won’t be able to assess every sales call, but you should check in with each team … Continue reading

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How to Sell and Win in the Era of Cognitive Computing

By Paul D’Souza Being able to read the market is critical to success in sales. This is a skill that will help you stay in sync with the needs of your customers and create the space for you to be active … Continue reading

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It’s Time to Stop Dehumanizing Customers with Our Language

By Matt Conway Words have power. How you, as a company leader and sales leader, talk about your potential customers has a tremendous impact on your growth results and that of your new business salespeople. Think about the words the … Continue reading

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How to Overcome the Fear of Calling on Prospects

By Jim Cathcart This blog post is one of a series that features insights from certified Peak Performance Mindset trainers and experts. – Sales 3.0 Conference Editors Recently I taught an entrepreneurship class at the California Lutheran University School of … Continue reading

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The Best Way to Position Your Product Benefits

By Christine Harrington This blog post is one of a series that features insights from certified Peak Performance Mindset trainers and experts. – Sales 3.0 Conference Editors Do you have the habit of leading with product benefits? Too often, well-meaning … Continue reading

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