Posts by Lisa
Why Confident Sales Leaders Don’t Trash the Competition
In the month of love, here’s a sales tip that lasts all year: never speak negatively about your competitors. The most confident sales organizations respect the marketplace, and know exactly what makes them different.
Read More2025 Year in Review: How The Middle Six Helped Teams Build Better Sales Systems
2025 was a year of momentum for The Middle Six. From CRM rebuilds and Sales Boot Camps to sales enablement marketing and leadership alignment, we helped organizations bring clarity, confidence, and structure to how they sell. Here’s a look at what we built, and what it means heading into 2026.
Read MoreThe Secret to Closing More Sales? Learning How to Lose Them First.
Here’s a hot take: the best closers know how to lose. Whether it’s a prospect that passed or a long-time client who moved on, losing with grace can turn a “no” into a “not yet.” In sales, your biggest wins are often hidden in how you handle the losses.
Read MoreAI Isn’t Coming for Your Sales Job, But Neglecting Your People Might
Everyone’s panicking about AI taking over sales, but the truth is simple: AI can automate tasks, not relationships. Here’s how to protect your career (and get better at selling) by tapping into the most underrated asset you already have—your humans.
Read MoreStop Calling It Ghosting: You’re Just Not Following Up
Think you’ve been ghosted by a sales prospect? Think again. In this post, I’m sharing why most “ghosting” is just bad follow-up and how a 7-touch plan can turn your silence into sales.
Read MoreWhen Your Clients Brag About You (and You Let Them)
Real Talk, Real Growth: My Feature on Xena Workwear Ever been asked to describe yourself and thought, “Do I say sales expert or accidental entrepreneur who’s allergic to boring conversations?” Lucky for me, our friends over at Xena Workwear just did it for me, and they NAILED it.They featured yours truly on their blog, and…
Read MoreUnlock The Art & Science of Sales: Watch the Full Webinar + Grab Your ICP Worksheet
Sales isn’t just about squeaky cold calls or generic scripts. It’s about strategy and style. I just opened up access to my recorded webinar The Art & Science of Sales, plus a free Ideal Customer Profile (ICP) worksheet to help you target leads that actually convert. Watch now.
Read MoreFrom Sales Rockstar to Sales Manager: Why Your Ego Needs a Time-Out
Just because you’re a top-performing salesperson doesn’t mean you’ll crush it in management. Trust me. I learned that one the hard way. Here’s the mindset shift every sales leader needs to make (before they crash and burn).
Read MoreWhy Amazing Salespeople Still Need Sales Managers (Yes, Even You)
Even the best salespeople have blind spots—like ignoring their pipeline. If you think you don’t need a sales manager, this one’s for you. A little tough love (and a lot of truth) from someone who’s been there.
Read MoreWe Got the Badge! Here’s How Our WBENC Certification Supercharges Your Sales Playbook
WBENC certification puts The Middle Six in the big rooms—ready to deliver sales coaching, tactical plans, process mapping, and HubSpot magic.
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