I have spent 15 years in software technology creating marketing content: for different types of users, buyers, phases of the purchasing cycle, industries and solution areas…and on and on. As content is being developed, I typically work with campaign teams to determine how to make the...
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So, you’re coming to Dreamforce – we can’t wait to see you! Do you have your checklist of items for San Francisco’s biggest event of the year?
√ Luggage
√ Hotel
√ Dreamforce pass
√ Top sessions
√ Evening events
_ #DataDash challenges
Wait, you haven’t planned to participate in the #DataDash? Do...
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Do you remember the 1990s relationship advice book, Men Are from Mars, Women Are from Venus? Even if you don’t, the title basically sums up the premise: both genders have unique needs and behaviors. The book was written to provide advice for improving relationships by helping each to better...
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When companies are looking to grow their business, they tend to focus on ramping up their sales teams. After all, sales is the engine that brings in the revenue. But, if you have ever been a part of a sales team, or even just closely interacted with sales reps, you have seen how important it is...
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After watching coverage during the recent Winter Games, I found myself most engaged by the alpine skiing events – probably not surprising, as I have been a skier for almost 40 years. But I also realized that these events fascinate me because they provide an interesting comparison to how companies...
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Let’s say you are with a company that has been around for some time, perhaps 100 years. You would probably have a good understanding of your customers, otherwise you wouldn’t have survived and thrived for so long.
As time has passed, your business has evolved and your customers have too (and many...
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How do you plan to grow your business over the next year? Are you:
Expanding market share within a specific industry?
Up/cross-selling to existing customers?
Bringing new products to market?
Entering new markets with your current products/services?
In many cases, growth may be dependent on a...
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“Happy New Year!” your CEO says, “Now that we’re through with that, let’s get down to business. How are we going ramp our sales to meet those new revenue targets?”
This is the question being asked in companies around the world, and the response that frequently comes back from their sales teams...
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OK, you’ve steadily built up your sales team with a set of
top-notch account execs to go out and find great prospects and close
deals. Now it’s just a matter of
watching the revenue rain down, right? In
the world of B2B sales, we tend to emphasize the role of the individual...
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