What do you know about the organization and the CXO you’re concentrating on winning as a customer? What insights do you have that help your sales and marketing teams better understand their prospects and customers—what they’re thinking, their goals, challenges, and what keeps them up at night? Have...
Read More
According to CompTIA, estimates show upwards of two-thirds of IT products and services sold to U.S. businesses either flow through or are influenced by indirect channels, including a network of retailers, e-tailers, resellers and distributors. There is no question that these channel-driven...
Read More
Traditionally, and in popular culture, sales professionals have had a reputation for working on their own. But the go-it-alone approach does not—and definitely should not—apply so much anymore. Many sales reps these days, particularly if they’re working B2B territory, typically are backed up by a...
Read More
First, don’t let the word “just” in my headline mislead you; Sales and Marketing are and always will be critical to a company’s growth. Advancements in big data and analytics will continue to improve the speed and efficiency with which we evangelize and sell new products and services -- and it’s a...
Read More
We love apps like Fitbit, Mint, and Nest, because they help us measure ourselves. They help us quickly understand our own behavior, like our steps, our budget, or how we are using energy to heat or cool our house. With that information we can make adjustments that help us reach our goals, and...
Read More
Two years ago I started managing social media for LiveHive. I’ve always been a Twitter fan, and, as the social media channel has evolved, it’s become an increasingly valuable tool – extending beyond social engagement. Twitter provides a fast and easy way to get educated on a target market with...
Read More
I was a night owl. All through school and into my early career I did my best work late into the evening. Of course, I paid for it the next day. When I was younger, I could get away with less sleep. Not anymore: sleep is crucial for energy and focus in my work.
We live in an on-demand world....
Read More
One of the driving forces behind Salesforce’s incredible growth is the innovative work of the Revenue Ops department led by EVP Meredith Schmidt. Meredith has spent the last 15 years famously disrupting the SaaS, finance, and consulting sectors, while earning a reputation as a dynamic and visionary...
Read More
What’s the worst mistake you’re making in sales right now?
That’s actually a trick question. You can’t know the answer, because the worst mistake you’re making in sales is the mistake you don’t even know you’re making. In fact, most salespeople make the same mistakes, over and over again—without...
Read More
