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Tiffani Bova
Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce. Over the past two decades, she has led large revenue-producing divisions at businesses ranging from start-ups to the Fortune 500. She spent ten years at Gartner, the world’s leading IT research and advisory firm as a distinguished analyst and research fellow. In her first book, Growth IQ, she outlines the 10 paths to growth that every company needs to understand in order to grow with confidence.
COVID-19 has changed the way we do sales forever. Nearly everyone is now a virtual, remote seller, and that will remain mostly true even when it’s safe for us to go back to the office. It’s a major shift – one that’s led many of you to reach out for advice on how to best sell from home. Well, ask...
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Editor's note: This article is among our most popular, so we’ve updated it recently to keep things fresh.
If you’re in sales, chances are the mere mention of “Glengarry Glen Ross” makes you roll your eyes. Countless times you’ve heard someone try to joke with you that coffee’s for closers, or...
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Editor's note: This article is among our most popular, so we’ve updated it recently to keep things fresh.
Crafting a good sales pitch is not easy — but it might be one of the most important things a sales rep can do to improve conversion rates and quota attainment.
That's because it’s no longer a...
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There are no sales pitches in the new Age of the Customer. Today, the name of the game is “customer experience,” and the consumer is king. In fact, Salesforce’s third annual “State of Sales” report found that customer satisfaction is the number one measure of sales success. To win at selling, sales...
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At Salesforce, we have a unique vantage point that gives us a well-informed view into the future of sales. We get a real-time perspective by spending time working closely with our customers and their sales organizations, conducting primary research across industries and regions, having...
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When I first started my sales career back in the late 1990s, sales still controlled much of the buyer's journey. Reps would provide product demonstrations, sharing pricing, and arranging customer references.
All of that (perceived) power didn’t always benefit the customer, even though it may have...
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This blog post is an excerpt from “Growth IQ: Get Smarter About the Choices That Will Make or Break Your Business” by Tiffani Bova, Salesforce Global Customer Growth and Innovation Evangelist. Bova writes and speaks regularly about sales transformation and business model innovation.
It was almost...
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As I mentioned in my previous blog on successful partnerships, experience is the “new product” of business. However, most companies spend more time on the experience they provide to their customers than optimizing the experience they provide to the people embedded with their customers: partners.
...
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