Recent Posts

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»

Shopping Cart Abandonment Email Trends

Shopping Cart Abandonment Email Trends

For the second year in a row, we took time away from shopping to do what so many shoppers do — abandon shopping carts. In early December, we clicked through the promotional emails of more than 90 major retailers, filled up our carts, and walked away. Less than one-quarter of... Read More»

Be a Better Negotiator by Forgetting Everything You Know

Be a Better Negotiator by Forgetting Everything You Know

I’ve learned so much about sales from being a father. Not the least of which is the tactful art of negotiation. From after school snacks, to TV time, to bedtime routines, not a day goes by where my kids don’t challenge the house rules to better their personal situation. “Daddy?”... Read More»

How to Turn Around Turnaround Times with an E-Signature App: Connected Leaders

How to Turn Around Turnaround Times with an E-Signature App: Connected Leaders

In the latest edition of our AppExchange Connected Leaders series, we talk to Alex Correa, Systems Admin at Shutterstock, about how Salesforce Sales Cloud and DocuSign, an e-signature app available on the AppExchange, helped streamline and simplify Shutterstock’s entire contract management process. Shutterstock is the leading, global technology company providing... Read More»

A Simple Formula for Creating Value

A Simple Formula for Creating Value

Whether you like it or not, you’re in a race for value. As you read this, existing and emerging competitors are figuring out new ways to replace you. Your only protection is your ability to continually create value for your customers. What is Value? Value is a perception of the... Read More»

130 Sales Tips for 2015: A New Salesforce E-Book

130 Sales Tips for 2015: A New Salesforce E-Book

Salespeople are constantly seeking to do more: up their productivity, stay motivated, and close more deals. But the landscape has changed quite a bit, and continues to innovate at a breakneck pace. While the technology allows you to connect with and understand your prospects, these same prospects are also doing... Read More»

Small Business Spotlight: The Frank Underwood Guide to Building Your Small Business Empire

Small Business Spotlight: The Frank Underwood Guide to Building Your Small Business Empire

This Friday marks the return of the most successful online series in history: House of Cards. The show is changing the face of an industry by proving that an original series can not only succeed online, free from the shackles of traditional cable networks, but that it can thrive. With... Read More»

How to Strategically Balance your Channel Marketing Efforts

How to Strategically Balance your Channel Marketing Efforts

You focus your marketing efforts on your customer, but before you ever get to the customer, there are producers, distributors, retailers — every link in the distribution chain is another client, each with their own concerns and preferences. In order to make your marketing efforts work, you have to focus... Read More»

3 Steps to Creating a Content Playbook for the Sales Process

3 Steps to Creating a Content Playbook for the Sales Process

In the NFL, a key part of any head coach’s job is to design strategies that enable their players to succeed on the field. As a team captain and the most prominent player on the field, it’s the Quarterback’s job to put those offensive strategies to the test, report on... Read More»