Recent Posts

6 Tips for Turning Telesales Agents Into Demand Generation Pros

6 Tips for Turning Telesales Agents Into Demand Generation Pros

Are you throwing away sales? You are if you’re not helping your telesales agents to reach their potential. You can awaken their abilities and realize results. Below are six quick tips for igniting your agents’ inner talents and turning them into demand generation pros. 1. Cultivate Soft Skills In the... Read More»

The Most Powerful Question in Sales (and 3 Ways to Use it)

The Most Powerful Question in Sales (and 3 Ways to Use it)

As sales leaders, we’re often approached by our reps to weigh in on deal strategy. “What should I do? …" “...I have this customer who’s interested in our solution and I’m trying to figure out how best to position our value.” “...I’m putting together a presentation for the customer’s executive... Read More»

Optimizing Lead and Referral in Banking [Infographic]

Optimizing Lead and Referral in Banking [Infographic]

As software ‘eats the world,’ tech disruptors are no longer nipping at the heels of traditional banks; they’re in their kitchens cooking Thanksgiving dinner. Why is this happening? Information siloes and other obstacles to cross-team collaboration at traditional banks contribute to a startling 63% of leads that fall through the... Read More»

VIDEO: What We Learned at Dreamforce '14

VIDEO: What We Learned at Dreamforce '14

Dreamforce is all about innovation, fun, and giving back. It is the Super Bowl of cloud computing. And it's an amazing place to learn amazing new things and meet fabulous new people. That's what we did, anyway. In order to get the most out of my Dreamforce experience, I set... Read More»

Accelerating Sales Requires 3rd Party Data

Accelerating Sales Requires 3rd Party Data

As Andy MacMillan, SVP & GM, Data.com, discussed in the Data.com Keynote at Dreamforce last week, how we think about customer data is changing. Now, you need to look outside the four walls of your business to get the best customer intelligence. While creating this multi-dimensional customer view is critical... Read More»

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»