Recent Posts

Why Being a VISUAL Storyteller Just Got More Important

Why Being a VISUAL Storyteller Just Got More Important

Whether you call it PEOS or PESO, the "P" (which stands for Paid in the Paid, Earned, Owned, and Shared media segmentation) became a lot more interesting on November 14 of last year. On that day, Facebook said that they were going to rework how "promotional posts" (i.e. posts from... Read More»

What Sales Leaders Must Do to Win in 2015

What Sales Leaders Must Do to Win in 2015

Inability to keep up with rapid changes in the market is one of the main reasons why the sales leader’s average tenure is shrinking. Smart sales leaders, however, have learned to embrace change and turn it into an opportunity to create revenue growth. Here are a few ways you can... Read More»

Show Up Online Like You Show Up in Person

Show Up Online Like You Show Up in Person

A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn't such a thing, but we try.) A Chinese woman connects with me on LinkedIn and then books a flight to California... Read More»

6 Data-Backed Strategies For Getting More Replies To Your Sales Emails

6 Data-Backed Strategies For Getting More Replies To Your Sales Emails

Your prospect’s inbox is a cutthroat place to be. With over 100 billion emails sent every day, it’s getting harder and harder to stand out from the other scores of attention-seeking messages your customer deals with each day. Or better yet, get an actual reply to your email. But it’s... Read More»

Jon Sigler: Why the Salesforce1 Platform Is a Leader In Rapid App Dev

Jon Sigler: Why the Salesforce1 Platform Is a Leader In Rapid App Dev

The Salesforce1 Platform is the world’s #1 enterprise cloud platform. With Force.com for building employee applications, and Heroku for creating amazing customer apps, the technology empowers developers to deliver solutions faster than ever before. Jon Sigler is an expert in declarative development for all environments. After 13 years at Microsoft,... Read More»

Using Email Marketing for Events: Advice from 10 Experts

Using Email Marketing for Events: Advice from 10 Experts

Email marketing can be a powerful driver of event success. To get the latest advice on how to use email to pack an event, Tim Watson, founder of email marketing consultancy Zettasphere, asked me and eight other email marketing experts to share our top tip for promoting a webinar or... Read More»

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»