Recent Posts

3 Ways HireVue Brings People and Their Stories to Life: App Mavericks

3 Ways HireVue Brings People and Their Stories to Life: App Mavericks

If, like me, your life and work are in the cloud, it can be hard to make meaningful connections with your remote colleagues. Think about the things you’d love to do and questions you’d love to ask if you were in the same room—that’s the magic that HireVue brings to... Read More»

Is Your Marketing Missing the Mark?

Is Your Marketing Missing the Mark?

I have spent 15 years in software technology creating marketing content: for different types of users, buyers, phases of the purchasing cycle, industries and solution areas…and on and on. As content is being developed, I typically work with campaign teams to determine how to make the content available through various... Read More»

Sales Superheroes Sell Value — Here's How

Sales Superheroes Sell Value — Here's How

While many companies complain that 80-90% of their salespeople can’t sell value, they are spraying their sales force with product presentations, and praying that their salespeople will be able to figure out why customers should buy their product. But instead of complaining, these companies should feel blessed that 10-20% of... Read More»

Team Accountability: Thriving Despite Others’ Shortcomings

Team Accountability: Thriving Despite Others’ Shortcomings

The lone genius has become increasingly rare. Even the individuals we celebrate most for their brilliance and influence—people like Richard Branson, Oprah, and Jack Welch—have smoothly functioning, highly productive business teams surrounding them. As the saying goes, “No man (or woman) is an island.” Nearly all of us work as... Read More»

Why You Should Be Tying Your Content to the Buyer's Journey

Why You Should Be Tying Your Content to the Buyer's Journey

The buyer’s journey is a key framework for strategic content management, particularly for fast-growing sales teams. By leveraging the buyer’s journey as the decision point for future content, sales organizations are able to create a much more effective, streamlined process for both the creation and use of content assets throughout... Read More»

4 Social Media Predictions Email Marketers Should Pay Attention to

4 Social Media Predictions Email Marketers Should Pay Attention to

The social and email marketing channels are increasingly intertwined. So when I read this great collection of 30+ Social Media Predictions for 2015, I was immediately struck by how relevant some of them are to email marketers. Here are four social media predictions that I thought were especially relevant: @MarjiJSherman:... Read More»

Marc Benioff: "The Revolution in Data Science Will Fundamentally Change How We Run Our Business"

Marc Benioff: "The Revolution in Data Science Will Fundamentally Change How We Run Our Business"

Salesforce CEO Marc Benioff is known for being a visionary — and today, in an interview with Fortune, he gave us a preview of his vision for the future of technology and business. “We’re in an AI spring,” Benioff told Fortune’s Adam Lashinsky. “For our company, and I think for... Read More»

Why Salespeople Are Your SMB’s Biggest Asset for Growth—And How to Enable Them

Why Salespeople Are Your SMB’s Biggest Asset for Growth—And How to Enable Them

Whether you’re hiring your first salesperson or growing an existing sales team, salespeople are among your SMB’s most critical keys to success. Your salespeople are the anchors of your growth strategy because they’re devoting 100% of their time to the one thing you want to accomplish—getting more customers—without being in... Read More»

6 Habits Worth Forming for B2B Sales Professionals

6 Habits Worth Forming for B2B Sales Professionals

I wrote recently about several New Years habits (vs resolutions) that could help B2B marketers kick-start their 2015. Frankly, many of the habits highlighted could apply to anybody in any role, including sales. However, there are a handful of specific habits, specific to sales, that are worth highlighting as well.... Read More»

How NOT to Coach — Lessons from the Soccer Field

How NOT to Coach — Lessons from the Soccer Field

In a previous blog post, I recounted the story of a coach who shouted absolutely useless advice to a team of 12-year-old boys who were trying to win a soccer tournament. More specifically, he shouted: “Come on guys… We really need this one.” Yeah, they already knew that. They already... Read More»