I read a great article in Fast Company about the founder of Yammer Adam Pisoni and his go-to success story about a burger. In a crucial meeting with Bill Gates he needed to convey the value of Yammer to help companies be more responsive. Adam told a story about restaurant chain Red Robin. Here is...
Read More
“In the long history of humankind (and animal kind, too) those who learned to collaborate and improvise most effectively have prevailed.” — Charles Darwin
And isn’t it true of companies, too?
Today, teams are made up of the most highly educated, diverse, geographically dispersed and technologically...
Read More
Sales and Business Development is all about conversations and building a rapport with the people on the other end. That’s why it’s extremely important to not only know what you want out of the deal, but how to say it in a way that will create action.
Gone are the days of emails being read on...
Read More
Today, we’re thrilled to announce that Salesforce has joined the ranks of the Fortune 500—Fortune Magazine’s annual ranking of the largest corporations in the United States. Today, we debuted at No. 483, up from last year’s rank of 599.
So why is this such a big deal?
It all goes back to our origin...
Read More
There’s a plethora of research that demonstrates how today’s B2B Buyers are more digitally engaged than ever before. They’re not only more informed, they’re leveraging social networks and online sites to find solutions to their problems and vendors who can deliver. This connected B2B buying...
Read More
Take your childhood self to a toy store, and tell yourself you can only choose one toy — that is torture. The fear is that whatever you select is the wrong option. An amazing study by Sheena Iyengar on The Art of Choosing showed that the more choice a person has, the harder it is to choose.
Now try...
Read More
I met George online. A tech-savvy entrepreneur, he runs a successful social media company. He even launched a contest to get traction for his new business, and it quickly went viral. So he reached out to me, asking for my perspective about the links between social media conversations, referral...
Read More
How quickly do leads move through your sales pipeline to close deals? Every sales manager knows that the longer a deal stays in the pipeline, the less likely it will close. Knowing the total value of your pipeline is not enough. You also need to know how quickly those opportunities will go through...
Read More
A faster sales cycle drives bottom-line impact across a sales organization. If you can get your sales team to move their prospects through the sales process faster, what would it mean for your revenue numbers each quarter? Guaranteed, it will make it a lot easier to deliver on the forecast, not to...
Read More
