Lisa Maderer, SVP of Sales, Data Management at Dun & Bradstreet, explains how leaders can make strong sales performance more repeatable through clear processes, coaching, accountability, and a culture that enables people to do their best work.
⏱️ Timestamps
00:00 – Why sales success shouldn't depend on superstar sellers
03:37 – Lisa’s four step framework for repeatable results
08:02 – Creating an environment where people perform at their best
14:28 – When five managers give five different answers about strategy
19:33 – Building a specialist sales team: Inside D&B’s pilot
22:00 – The working plan: Connecting discovery to measurable value
26:44 – Why sales cycles slow down when clarity disappears
29:30 – From vendor to strategic partner: How customer trust grows
32:11 – Sales management metrics: Measuring behaviours and outcomes
36:56 – The skills modern B2B sellers need in the age of AI
What you'll take away
• How to identify, simplify, operationalize and measure the behaviours behind top sellers’ success.
• Why sales leaders need to protect what works, create stability and build a culture where trust and accountability coexist.
• How a practical working plan connects customer discovery to measurable business outcomes and agreed next steps.
• Why sales managers need to measure the behaviours that lead to results, especially as AI changes the way sellers work.
This conversation is for B2B sales leaders, sales managers and go-to-market teams looking to turn strategy into consistent execution, improve coaching and build sales processes that support more predictable results.
👤 About Lisa Maderer
Lisa Maderer is SVP of Sales, Data Management at Dun & Bradstreet. Her experience spans enterprise sales leadership, data management and analytics, revenue growth strategy, strategic account expansion, and sales process transformation.
She focuses on building repeatable sales systems that help teams execute consistently, connect customer needs to business value, and improve retention, expansion and sales effectiveness.
Connect with Lisa on LinkedIn: https://www.linkedin.com/in/lisa-maderer-567b736/
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
🎧 Prefer audio?
👉 Apple Podcast:
https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB
👉 Spotify:
https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25
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