Category: Featured

The Power of Disruptive Thinking

The Power of Disruptive Thinking

If the internet is the great equalizer with regard to sales, then what is the role of sales and the salesperson? The role—and the real value of the salesperson—is to disrupt conventional thinking. The salesperson who merely shares with the customer information the customer can gather on her own from... Read More»

How Sales Coaching Is Different With High Performers

How Sales Coaching Is Different With High Performers

“They’re driving me crazy!” aren’t the words you’d expect to hear from a sales manager of a high-performing team. As any experienced sales manager knows, top salespeople are essential to a company’s success because they bring in the bulk of the sales. It’s not surprising that many companies make it... Read More»

Retail Communities and E-Commerce: Does This Make Me Look Fat?

Retail Communities and E-Commerce: Does This Make Me Look Fat?

Consider the following: A 26-year-old woman (let’s call her Stephanie) has zeroed in on this season’s “Out of Africa” look for a new work outfit, so she goes to a Ralph Lauren store and tries on a pair of white riding pants and a striped poncho. Stephanie’s not sure if... Read More»

Breaking Down the Ice Bucket Challenge

Breaking Down the Ice Bucket Challenge

The Ice Bucket Challenge—where people would dump cold ice on their heads for charity—has quietly existed for a while. Former baseball player Pete Frates wanted to take on the challenge, but couldn't because he suffers from ALS. So, he asked a friend to do it on his behalf to help... Read More»

SMB Forecast: Cloudy with a Chance of Major Growth

SMB Forecast: Cloudy with a Chance of Major Growth

Small and medium-sized businesses are movin’ on up…to the cloud, that is. And they’re finally getting a piece of the pie. A big piece, actually. The percentage of U.S. SMBs venturing into the cloud is expected to more than double during the next six years, from 37 percent to nearly... Read More»

Are You Too Nice to Close the Deal?

Are You Too Nice to Close the Deal?

Josh has been in sales for nearly six years. He has great customers, and he wants more. So what’s the problem? By analyzing his prospecting activity, Josh has come to the conclusion that he’s spending an inordinate amount of time volunteering and building relationships. But the activities haven’t added enough... Read More»

6 Best Practices For Engaging Dreamforce Partners

6 Best Practices For Engaging Dreamforce Partners

Engaging with partners at Dreamforce is key to finding the solutions you’re looking for. With 350+ unique partner sponsors, 425+ partner booths, and over 10,000 partner attendees, it’s important to connect with the right partners in the right ways. Here are six best practices for getting the most out of... Read More»

Everything I Know About Customer Service, I Learned From Waiting Tables

Everything I Know About Customer Service, I Learned From Waiting Tables

If you've ever worked in a service industry, you know that it can be a formative experience. Recently, a friend and I got to talking about what our early restaurant jobs taught us about delivering great customer service—and, really, about life and work in general. Here are 10 of our... Read More»

INFOGRAPHIC: What Is Sales Enablement, Anyway?

INFOGRAPHIC: What Is Sales Enablement, Anyway?

Among the sometimes-vague sales terms that get tossed around, sales enablement may be one of the worst offenders. Sometimes, it's a code word for a sales operations group; other times, it's code for sales training. CRM can come into it, as can other technology. So what does "sales enablement" really... Read More»

Fourth Time’s a Charm: Salesforce Named “World’s Most Innovative Company”—Again

Fourth Time’s a Charm: Salesforce Named “World’s Most Innovative Company”—Again

For an unprecedented fourth year in a row, Forbes Magazine distinguished salesforce.com as the “Most Innovative Company in the World”—and number four feels just as sweet as our first three titles! Each year Forbes, in partnership with FinStra Consulting, analyzes 526 public companies eligible for the “Most Innovative Company” list... Read More»