Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

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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How to Embrace Sales 3.0 Strategies

By Paul D’Souza On this blog, we’ll occasionally feature insights from peak performance mindset experts. Today’s expert, Paul D’Souza, believes sales teams must have 1) the right sales strategy and 2) the right sales process before salespeople can achieve a … Continue reading

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The Real Reason Salespeople Don’t Follow the Sales Process

By Jeb Blount Sales is a process. I’ve heard and said these words more times than I can remember. Sales is a process is the mantra of the sales trainer – the hero and main character of countless sales books … Continue reading

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Five Tips to Turn Your Thoughts into Higher Sales

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 It starts out harmless enough. An occasional slip here and there. You know better … Continue reading

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Four Superpowers You Need to Succeed in Sales

By Alice Heiman The world is changing – and what it takes to succeed is changing also. Data scientists say we are now living in the “fourth industrial revolution.” This means that, by the year 2020, we’ll have become used … Continue reading

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Why Data Is the New Currency for Sales and Marketing Organizations

By Paul D’Souza On this blog, we’ll occasionally feature insights from peak performance mindset experts. Today’s expert, Paul D’Souza, believes sales teams must have 1) the right sales strategy and 2) the right sales process before salespeople can achieve peak … Continue reading

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