If you’re like me, before you go on a trip to a place you’ve never been before, you take some time to look over a map of the area — either on paper or on your phone. I like to know the major roadways, potential construction zones or slowdowns, and the general direction I need to head to get where...
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So you’ve written what you think is the perfect email, listing all the “awesome” features your product or service offers. But for some reason, your prospects aren’t responding to your email.
What’s wrong with them? They’re missing out on a great opportunity to work with you and your amazing...
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Having worked on and around CRM implementations throughout our careers, we’ve seen it all – good implementations, bad implementations, and even good implementations gone bad. With so many moving parts, it’s no wonder that some organizations don’t get it right the first time. More often than not,...
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Today, Facebook launched the Messenger Platform to empower companies to connect with customers in a whole new way.
The potential is enormous. More than 900 million people use Messenger every month. It is personal and immediate. With the launch of Messenger Platform, companies now have a powerful,...
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Recently, I hosted the first ever Connected Leaders webinar,Revamp Sales Operations with AppExchange Apps. The webinar featured customers using AppExchange apps by partners Conga and NewVoiceMedia and was full of incredible stories of businesses transformed through the use of apps. In the...
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Congrats. You’ve successfully brought in a sales leader who is going to propel your sales team to greatness. Not so fast. You’re job is not done.
As I’ve learned firsthand in my dozen-plus years in the Salesforce sales organization, it is essential you continue to coach your hire on the...
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The smartest pitch and best-designed sales deck won’t work if they’re not relevant to your prospect. Nowadays, pitching is a two-way street, requiring you to know your prospect’s needs before you enter the conversation. The best pitches and sales presentations are tailored to your unique audience...
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Most sales reps and managers have a love/hate relationship with leads.
While most marketing teams are measured on lead quantity, sales teams — and really, the rest of the business — are compensated based on the leads they turn into customers, so quality is more important to them. The result is a...
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For the past 17 years, I have been a guest lecturer on the topic of strategic thinking at the Wharton School of Business. I do not teach this class to undergraduates, but instead to a group of the top financial advisors in America. One of the key things they want to learn is how to strategically...
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