Dec 09, 2014 By John Cousineau

The Missing Link for Breakthrough Sales Results: Performance Analytics

In his new book, Sales Process Excellence, Michael J. Webb advocates iterative, process-oriented, approaches to improving sales performance. In his view, there’s a missing link that hinders most companies from achieving sales process excellence: a lack of performance analytics that let everyone... Read More

Analytics, Sales

Dec 09, 2014 By Rebecca Brown

5 Easy Ways to Navigate the AppExchange Like an Expert

The AppExchange has more than 2,600 apps that help your business grow faster. But how do you narrow down that field to find the ones that will be most effective for your company? At Dreamforce ’14, guest speaker Garry Polmateer, Managing Partner at Red Argyle, helped answer that question and... Read More

AppExchange, Apps, Cloud, IT, Mobile, Platform

Dec 09, 2014 By Walter Rogers

Watching (and Listening) for Buying Signals

Effective sales representatives actively listen and watch for customer cues that indicate interest or emotion. A “cue” is a behavior, behavioral pattern, or shift in behavior that reveals a reaction or motivating feeling. Cues can be either non-verbal or verbal, and most of your customers will... Read More

Featured, Sales, Sales Cloud

Dec 09, 2014 By Denis Pombriant

Importance of the Journey Map

This post originally appeared on Beagle Research Group, LLC's blog and was written by Denis Pombriant. The journey map and the tools used to make one might be the sleeper part of CRM in the year or two in front of us. The reason is simple, journey maps enable you to figure out your processes... Read More

Marketing, Customer Journeys, Strategy

Dec 08, 2014 By Heike Young

86% of Senior-Level Marketers Agree on the Importance of Creating a Cohesive Customer Journey

Marketing strategy has evolved more quickly in the past five years than it did in the past 500. For centuries, print advertising and mass media dominated until the internet changed everything, creating opportunities to craft unique customer journeys on an ever-larger... Read More

Dec 08, 2014 By Donal Daly

5 Sales Credibility Killers

There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage. Buying from a market leader was often seen as... Read More

Featured, Sales, Sales Cloud

Dec 08, 2014 By Josie Chiles

Small Business Spotlight: 3 Successful Entrepreneurs Share Their Productivity Secrets

  Josie Chiles is a Product Marketing Manager for the AppExchange, the #1 business app marketplace. She has spent much of her career working for and with small businesses, developing the tools and information business owners and entrepreneurs need to grow their businesses. We’ve all been... Read More

Sales Cloud, Small Business, SMB Spotlight

Dec 08, 2014 By Matt Wesson

"Do You Fit the Profile That Wins More Sales?": A New Salesforce E-Book

The sales profession has been around for thousands of years, but recently, new technology and changing consumer behavior are forcing sales professionals to change their strategies and tactics dramatically. Buyers are more educated, more demanding, and more prepared for the sales process than at... Read More

Featured, Sales, Sales Cloud, Small Business

Dec 08, 2014 By Anjali Joshi

How PTOn Inspires Learning and Innovation

In 2009, I went to volunteer in the favelas of Rio de Janiero, with the intention of changing the world. I may not have ‘changed the world’ in my months abroad, but what I did get was a different perspective that has been invaluable to me in my life and in my career. When I was presented with the... Read More