Recent Posts

The Check Six Measures: Managing Like a Pilot

The Check Six Measures: Managing Like a Pilot

My father retired was a Colonel in the U.S. Air Force, and he spent many years teaching at the Air Force Academy in Colorado Springs. One thing he always taught his students about flying—and me, when I started driving—was "check your six." In military parlance, your "six" is the area... Read More»

5 Things I Wish I Knew Before I Became a Support Agent

5 Things I Wish I Knew Before I Became a Support Agent

I’ve had a lot of different roles here at Desk.com and it all started with support. Back story: I was working at a startup that uses Desk.com when I got a great opportunity to join the Wow team as a Support Engineer. I learned a lot in that position and... Read More»

How to Run a Business and Keep Your Weekends Free

How to Run a Business and Keep Your Weekends Free

Entrepreneurs sacrifice a lot for their businesses. Money, time, social life—all of these tend to go out the window. What I didn’t expect to lose, however, were my weekends. Business owners don’t procrastinate; we are constantly firing on all cylinders. I thought I’d get my work done during the week,... Read More»

How Protocols Will Change Sales

How Protocols Will Change Sales

I recently read an article about the demise of solution selling. It described how salespeople who are following the traditional methods of selling (seeking out the pain) are losing to the new breed of “sales disruptors." These are salespeople who find solutions to business problems that prospects were not even... Read More»

Building a Relationship: 4 Steps to Creating Customer Loyalty

Building a Relationship: 4 Steps to Creating Customer Loyalty

You work hard for your leads – and then you work harder to get them to convert, and eventually you have that first, exciting purchase that makes all your work worth it. That might be the end of the sales funnel, but it shouldn’t be the end of your relationship... Read More»

13 Tweetable Marketing Tricks [SlideShare]

13 Tweetable Marketing Tricks [SlideShare]

'Tis the season for spine-chilling movies, pop-culture costumes, and plastic pumpkins full of bite-sized candy. And I absolutely hate one of those things. I'll give you a hint: There's a scene in the movie Twister (you know, Helen Hunt, Bill Paxton, sad cows, F5 tornados) that takes place in an... Read More»

3 Reasons Why Your Sales Enablement Efforts Will Fail

3 Reasons Why Your Sales Enablement Efforts Will Fail

Sales leaders are driving significant change in how their sales people go to market. Much of this change is labeled “Sales Enablement." The focus is on automating the sales process and equipping salespeople with the right tools at the right time. In other words, developing a sales playbook. There are... Read More»

3 Savvy Self-Promotion Examples For Professionals

3 Savvy Self-Promotion Examples For Professionals

We have all been exposed to the brash, unethical type who simply is not in tune with the delicate balance between over-promoting and under-promoting himself, right? One of the unfortunate ripple effects created by over-the-top self-promoters is that their behavior causes good, solid contributors to shrink back when it’s time... Read More»

“Winning at Work: Success Secrets from 20 Top Influencers”: A New Salesforce E-Book

“Winning at Work: Success Secrets from 20 Top Influencers”: A New Salesforce E-Book

Navigating a career is becoming increasingly complicated. Industries are constantly changing—but sometimes, the more things change, the more they stay the same. While certain technical skills may not be applicable throughout your entire career, there are some tried-and-true tips for succeeding, no matter what disruption occurs around you. And what... Read More»

Do You Know Your A, B, C's? How to Dramatically Improve Revenue & Profitability

Do You Know Your A, B, C's? How to Dramatically Improve Revenue & Profitability

Depending on the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept, essentially the client generates a list of all their customers showing total combined revenues and margin over a... Read More»