Technology
is amazing, but underneath all the microchips we’re all still human. We need to
communicate with each other in order to get things done. Figuring out an efficient,
affordable way to do that is one of the most vexing challenges small and
medium-sized businesses face. Especially if you...
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A sales
call is either cold or hot, but never “warm.” Do you
subscribe to the “warm call” fantasy? The most recent version goes like this:
You’ve researched prospects on social media, identified trigger events,
gathered information from social intelligence, and checked their websites...
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Recently I read a blog
article about the Art of the Follow-up. I liked the general premise put
forward by the author, namely that there are skills we can all learn that will
improve the effectiveness of our sales follow-up efforts.
Unfortunately, the author
put the cart before the...
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It’s nearly Halloween time again, and the country is gearing up to celebrate all things spooky and frightening. While this autumn ritual is usually exclusive to scary costumes and decorations, experienced sales reps know that there is often a more frightening (or frustrating) aspect to their day:...
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At Dreamforce this year, we'll be discussing the topic of "From Likes to Leads", in which we examine traditional social media metrics and ROI, then look at more thorough ways to measure beyond just Likes and equivalent behaviors. That said, it's time to disabuse a misperception...
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Great Content Marketing is the key to finding and winning
the invisible
sale. So it’s no wonder content marketing agencies and consultants are
quick to sing the praises of this new technique. But there is a dirty little
secret that everyone is ignoring. And that secret is negatively affecting...
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More than two thirds of employees say they would work harder if they were better recognized. With the Salesforce release of Winter 14, sales organization can now leverage the powerful and robust employee recognition process from Work.com, all within Salesforce. Create a collaborative culture...
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Having
spent years as a competitive strategist, I have a deep understanding for what
we need to know about our competitors in order to outsell them again and
again.
There are three levels of competitive intelligence.
The first includes our competitor’s company—their size, locations,...
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It’s the fourth quarter and that means the race is on to make the yearly number. What it also means is we’re only a few weeks
away from the time of year when stupid ideas start to become reality. Sad comment is there is no reason for anyone
to do anything stupid, and...
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![10 Types of Scary Sales Leads [INFOGRAPHIC]](http://www.salesforce.com/content/dam/blogs/legacy/2013/10/6a00e54ee3905b8833019b00653cf6970.jpg)
