Recent Posts

How CPQ + CRM = Bigger Deals and More Confidence for Aesynt: App Talks

How CPQ + CRM = Bigger Deals and More Confidence for Aesynt: App Talks

What do you get when you combine an outdated legacy CRM and an inefficient system for getting quotes to customers with a cutting-edge pharmacy automation company whose mission is to provide equally cutting-edge healthcare solutions to its clients? A lack of reliable information for managing production schedules and making forecasts,... Read More»

Small Business Spotlight: Why Your Cold Emails Aren't Being Returned

Small Business Spotlight: Why Your Cold Emails Aren't Being Returned

Your new email mantra should be simple to understand; easy to answer. I've seen hundreds of thousands (if not millions) of cold emails sent from all kinds of companies, from tiny startups to $20 billion+ behemoths. And of course, many of these cold emails go unanswered. Whether you’re writing “direct”... Read More»

5 Ways to Build Empathy With Your Customers

5 Ways to Build Empathy With Your Customers

Empathy – the ability to understand and share the feelings of others – is essential to providing better customer experiences. If you understand your customers, you’ll be well equipped to give them exactly what they need. Here are 5 specific practices that companies can use to engage with customers to... Read More»

7 Top Career Tips from Salesforce’s Woman of the Month

7 Top Career Tips from Salesforce’s Woman of the Month

Climbing the career ladder in the competitive world of sales is no small feat — especially when you do it at the World’s Most Innovative Company. But that’s just what Megan Oleson did, and she’s not slowing down anytime soon. Oleson started her career with Salesforce almost eight years ago... Read More»

How to Use Humor and Video to Close the Deal

How to Use Humor and Video to Close the Deal

Your average salesperson has an arsenal of tools at their disposal for closing the deal in order to adjust to each individual prospect. But is one of those tactics to use humor? If it's not already in your back pocket, ready to utilize in the right situation, read up about... Read More»

6 Steps to Create a Marketing Report that Matters

6 Steps to Create a Marketing Report that Matters

Marketing reports serve an important purpose. They’re critical tools in communicating and validating the work of the department. But typically, these reports miss the mark, providing little value and not enough guidance for future investments to the entire enterprise. It’s no wonder marketing is often undervalued. It doesn’t have to... Read More»

The Sales Process Club...Are You in Yet?

The Sales Process Club...Are You in Yet?

It used to be a joke among a small group of people... The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their... Read More»

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

Hiring top sales talent is tough — which is why, over time, most hiring managers develop their own system of interview techniques and questions to prosecute would-be sales reps. While I’ve shared some my favorite interview techniques in the past, when it comes to specific interview questions, I’ve got collections... Read More»

5 Mistakes That Will Send You to the Spam Folder

5 Mistakes That Will Send You to the Spam Folder

As marketing automation gains popularity many companies are expanding their use of email campaigns. Spammers, unfortunately, are also expanding their use of spam. In 2013, spam comprised an estimated 84 percent of all email traffic. As a result, email providers and readers have raised the standards for what content makes... Read More»

3 Steps to Start Your Sales Coaching Efforts

3 Steps to Start Your Sales Coaching Efforts

There is a growing community of sales managers who prioritize people over metrics. They have emerged as leaders in the trenches who lead by example, guidance, and quality coaching. Few people know about these leaders because they’re heads-down, focused on building and developing their team. Sales team metrics…they know like... Read More»