Recent Posts

Four Ways to Motivate Your Service Organization for Success

Four Ways to Motivate Your Service Organization for Success

It’s painful. A recent customer service fiasco has gone viral and a wonderful company’s image has been trashed in front of thousands of people. Although anyone who listens to the recording of the call would probably agree that the agent is a complete tool, many businesses are taking a step... Read More»

Why Change Management Is Crucial to Demand Generation Success

Why Change Management Is Crucial to Demand Generation Success

There are now more people in the world with cell phones than people with access to electricity or clean drinking water. Consumers send over 500 million tweets and watch over 200 million hours of video each day just via YouTube. Many businesses have started to think about these changes in... Read More»

Fourth Time’s a Charm: Salesforce Named “World’s Most Innovative Company”—Again

Fourth Time’s a Charm: Salesforce Named “World’s Most Innovative Company”—Again

For an unprecedented fourth year in a row, Forbes Magazine distinguished salesforce.com as the “Most Innovative Company in the World”—and number four feels just as sweet as our first three titles! Each year Forbes, in partnership with FinStra Consulting, analyzes 526 public companies eligible for the “Most Innovative Company” list... Read More»

Women in Tech Q&A with Salesforce.com’s Woman of the Month

Women in Tech Q&A with Salesforce.com’s Woman of the Month

The salesforce.com Woman of the Month campaign turns the spotlight on the amazing women who help make salesforce.com the World’s Most Innovative Company (according to Forbes) and one of Fortune’s Best Places to Work. Honorees are nominated by fellow employees and selected by a dedicated committee that works to ensure... Read More»

Your Sales Process Is a GPS

Your Sales Process Is a GPS

When we draw the sales process on paper or in PowerPoint presentations, it is always displayed as linear. It starts at A and proceeds through B, then C, then D. We often show the sales process as a roadmap, another linear way to show the steps and stages of the... Read More»

INFOGRAPHIC: 7 Powerful Predictors of a Closed-Won Opportunity

INFOGRAPHIC: 7 Powerful Predictors of a Closed-Won Opportunity

Every sales manager hates end-of-quarter surprises. So how can you tell whether your pipeline is accurate? We analyzed 21,000 opportunities from multiple companies and industries to find what predicts a closed-won opportunity. Legendary baseball figure Yogi Berra used to say: “It’s difficult to make predictions, especially about the future.” Sales... Read More»

To Future Engineers: 10 Things I Wish I Knew Before Graduating College

To Future Engineers: 10 Things I Wish I Knew Before Graduating College

I still remember the search for my engineering internship before I graduated from Rice University. It was a little overwhelming. How do you decide which opportunity is right when you’re not really sure what’s expected of you? I knew I’d have to work hard, but who decides what working hard... Read More»

IT Visionaries: The Dual Role of McAfee’s CIO and SVP of Operations

IT Visionaries: The Dual Role of McAfee’s CIO and SVP of Operations

It’s the C-suite times two for Patty Hatter of McAfee. Hatter was named SVP of Operations at the security technology company in 2010 and then added CIO to her responsibilities one year later. For the latest in our continuing “IT Visionaries” series, Hatter shares with us how one role informs... Read More»

How to Become the Customer's Key Resource

How to Become the Customer's Key Resource

Salespeople who are viewed by their customers as a key resource are in an enviable position: high levels of customer satisfaction lead to increased retention, revenue and wallet share. Nice work if you can get it. But how does a salesperson, or, for that matter, a sales organization, go from... Read More»

Here Are the Soft Skills Most Important to Your Business

Here Are the Soft Skills Most Important to Your Business

For an employee to effectively perform in the workplace, he or she needs to have a specific and unique set of vital technical skills. But what about non-technical skills? Skills that govern an employee’s ability to communicate, form relationships, and prioritize tasks are often overlooked in education and training. Unfortunately,... Read More»