Recent Posts

Scaling Growth with a CPQ Solution from the AppExchange: Connected Leaders

Scaling Growth with a CPQ Solution from the AppExchange: Connected Leaders

When Lars Nilsson joined Cloudera as VP of Field Operations, he did what great leaders do: he identified the biggest pain points preventing his sales team from performing at 100% then implemented solutions to eliminate them. For Cloudera, one of those pain points was fast growth and its impact on... Read More»

Small Business Spotlight: How You Can Look Like a Big Fish in a Big Pond

Small Business Spotlight: How You Can Look Like a Big Fish in a Big Pond

A version of this post originally appeared on wired.com. Small businesses face a David and Goliath like situation each day. How do you take on big, well entrenched competitors and win? A great idea can only take you so far. In today’s crowded landscape, companies of all sizes are vying... Read More»

We Surveyed 5,000+ Marketers. Here's What They Said About Marketing in 2015

We Surveyed 5,000+ Marketers. Here's What They Said About Marketing in 2015

Looking for real data on the future of marketing in 2015? The 2015 State of Marketing survey asked marketers about their budgets, priorities, channels, strategies, and metrics this year. More than 5,000 marketers responded about the day-to-day and strategic concerns that they face. They answered questions including: Where will you... Read More»

4 Ways to Empower Your IT Service Management: A New Salesforce E-Book

4 Ways to Empower Your IT Service Management: A New Salesforce E-Book

Technology is driving much of the innovation in business today. As a result, the potential for IT departments to make a major impact is bigger than ever. Yet challenges abound. As businesses and their customers rely more and more heavily on technology to do their jobs, the pressure is mounting... Read More»

"Boost Your Sales With Channel Partners": A New Salesforce E-Book

"Boost Your Sales With Channel Partners": A New Salesforce E-Book

When it comes to growing your business, a channel partnership is an oppotunity to increase your value proposition to customers and grow your profits. A channel parter offers lead sharing, joint selling and access to different geographical markets to give your business a competitive advantage. But managing these partner relationships... Read More»

3 Ways HireVue Brings People and Their Stories to Life: App Mavericks

3 Ways HireVue Brings People and Their Stories to Life: App Mavericks

If, like me, your life and work are in the cloud, it can be hard to make meaningful connections with your remote colleagues. Think about the things you’d love to do and questions you’d love to ask if you were in the same room—that’s the magic that HireVue brings to... Read More»

Is Your Marketing Missing the Mark?

Is Your Marketing Missing the Mark?

I have spent 15 years in software technology creating marketing content: for different types of users, buyers, phases of the purchasing cycle, industries and solution areas…and on and on. As content is being developed, I typically work with campaign teams to determine how to make the content available through various... Read More»

Sales Superheroes Sell Value — Here's How

Sales Superheroes Sell Value — Here's How

While many companies complain that 80-90% of their salespeople can’t sell value, they are spraying their sales force with product presentations, and praying that their salespeople will be able to figure out why customers should buy their product. But instead of complaining, these companies should feel blessed that 10-20% of... Read More»

Team Accountability: Thriving Despite Others’ Shortcomings

Team Accountability: Thriving Despite Others’ Shortcomings

The lone genius has become increasingly rare. Even the individuals we celebrate most for their brilliance and influence—people like Richard Branson, Oprah, and Jack Welch—have smoothly functioning, highly productive business teams surrounding them. As the saying goes, “No man (or woman) is an island.” Nearly all of us work as... Read More»

Why You Should Be Tying Your Content to the Buyer's Journey

Why You Should Be Tying Your Content to the Buyer's Journey

The buyer’s journey is a key framework for strategic content management, particularly for fast-growing sales teams. By leveraging the buyer’s journey as the decision point for future content, sales organizations are able to create a much more effective, streamlined process for both the creation and use of content assets throughout... Read More»