Author Archives: Lisa

About Lisa

Editorial Director at SellingPower.com.

Increase Your Sales Revenue by 50 Percent or More

By Alice Heiman At most companies I talk to, the leadership team wants enormous revenue growth. They don’t want to just grow by two percent, five percent, or even 10 percent. They want to increase by 25 percent, 30 percent, … Continue reading

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Why Marketing Should Never Man Trade Show Booths Alone

By Peter Gillett Conventional thinking says it’s marketing’s job to generate leads…so why have salespeople in the booth at a trade show? Here’s why. Today, with digital media, social media, and Web meetings, prospects and customers can hide behind the Internet. The days … Continue reading

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Six Mistakes You Should Always Avoid When Cold Calling

By Christine Harrington Today I want to help you avoid the mistakes I’ve made in cold calling. Mistake #1: Inconsistent Cold Calling When you’re inconsistent making cold calls, you’ll never become exceptional at it. It’s just like exercising – if … Continue reading

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Two Tips to Make Your Sales Force Amazing

By Gerhard Gschwandtner The advancement of technology is forcing the redefinition of the sales professional’s role in B2B selling. Recently I’ve read a variety of reports and articles detailing how technology – from artificial intelligence (AI) to automation – is … Continue reading

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The Vital Sales Performance Metric Nobody Is Measuring

By Bill Eckstrom There is a lack of resources in the sales world, and we at the EcSell Institute witness this daily as individuals and teams do their best to grow revenue. Research and technology continue to challenge our perception of … Continue reading

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Three Ways to Build a Successful Sales Team through Content Intelligence

By David Keane Sales reps today face a harsh reality: they spend 13 hours each week either looking for the right content for a prospect or creating marketing collateral for an upcoming meeting (EMI Industry Intelligence Report) – and as … Continue reading

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Seven Conditions to Create a High-Performance Sales Environment

By Bob Junke A vice president of sales recently said to me, “Creating a high-performance sales environment is what sales leaders dream about, but most have no idea how to do it.” But the dream is not as elusive as … Continue reading

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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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