Why is it important to keep sharpening your sales skills?

Sales is competitive by nature. Buyers, tools, and markets change every year, so the sales skills that worked yesterday may not work today. Reps who invest in ongoing sales training stay ahead of both their competitors and their own past performance.

What is a sales playbook, and why does it matter?

A sales playbook is a written, repeatable sales process that outlines what success looks like and the steps to get there. It keeps a team consistent, even when reps are busy or having an off week, instead of relying on memory or instinct alone. Many teams build theirs as HubSpot playbooks so the process lives right inside the CRM their reps already use every day.

What does "sales is half art, half science" mean?

The "art" is relationship building, instinct, and reading the room. The "science" is the repeatable sales process and metrics behind it. Neither one works well without the other — a great pitch with no follow-up process rarely closes, and a rigid process with no rapport rarely opens a door.

How can I learn from a coworker who's outselling me?

Ask to shadow their calls or go on a ride-along. Pay attention to how they open a conversation, handle objections, and close. Watching someone in action usually teaches more than asking them to explain their process secondhand — it's one of the fastest, lowest-cost forms of sales training available to any rep.

What should I do after losing a deal to a competitor?

Look into what the competitor did differently instead of moving straight to the next lead. Understanding why you lost gives you something concrete to adjust before the next opportunity comes around. This kind of habit is one of the simplest B2B sales tips for staying sharp between formal training sessions.

Lisa, Author At The Middle Six® | Sales Training, Coaching And HubSpot Implementation

Back to School for Sales: 3 Tips to Sharpen Your Sales Skills

By Lisa | September 22, 2026

Think you don’t need to sharpen your sales skills anymore? Think again. 3 simple ways top reps keep getting better, every year.

Fractional Sales Management for Small B2B Teams: When It Makes Sense

By Lisa | September 10, 2026

Most small B2B companies don’t need a full-time VP of Sales — they need sales leadership, on a schedule that fits their stage. This post breaks down what fractional sales management actually looks like, when it makes sense, and what outcomes to expect.

Say Hi Like a Human: How to Build Rapport in Sales Meetings

By Lisa | August 19, 2026

sales coach leading workshop for small business owners

First meeting or hundredth, I don’t jump straight into business. If you want to build rapport in sales meetings, a little personal sharing before the agenda starts will do more for your trust (and your deals) than almost anything else.

How to Build Trust With Clients Before You Ever Pitch

By Lisa | August 18, 2026

Learning how to build trust with clients starts with one simple shift: talk less about your product and more about your story.

A Guide to Better Discovery Calls

By Lisa | July 23, 2026

Learn why open-ended sales questions turn discovery calls into real conversations — and why curiosity beats closed questions every time.

4 Ways AI Tools Are Making Salespeople Better (And More Honest)

By Lisa | June 30, 2026

If you’re not using AI in your sales process yet, you’re leaving time, accuracy, and competitive advantage on the table. Here are 4 ways we’ve integrated AI tools into our workflow — and why it’s changing how we sell.

Why 1 Phone Call Beats Email for Sales Follow-Up

By Lisa | June 12, 2026

The world is overflowing with ways to communicate and somehow, the phone call has become the thing salespeople fear most. Here’s why making the call is still the single most effective move in any sales follow-up strategy.

Stop Rushing the Sale: Why the Best Sales Wins Come from Pacing, Not Pushing

By Lisa | March 25, 2026

Sales process best practices illustrated by a running track labeled “slow” to represent pacing the sales process instead of rushing to close

Too many salespeople rush to pricing and miss the opportunity to build real value. This blog breaks down why slowing down your sales process leads to better outcomes, stronger relationships, and more confident buyers.

Mastering Sales Habits: Key Practices Every Sales Professional Should Adopt

By Lisa | March 12, 2026

Sales success is built on consistent habits. Learn two essential sales habits that can transform your approach to closing deals.

5 Sales Lessons You Can Learn From College Basketball

By Lisa | March 11, 2026

What do College Basketball and Sales have in common? A lot more than you think! From dopamine to hustle, discover five essential elements that both basketball and sales share.