Category: Featured

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»

The Sales Process Club...Are You in Yet?

The Sales Process Club...Are You in Yet?

It used to be a joke among a small group of people... The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their... Read More»

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

Hiring top sales talent is tough — which is why, over time, most hiring managers develop their own system of interview techniques and questions to prosecute would-be sales reps. While I’ve shared some my favorite interview techniques in the past, when it comes to specific interview questions, I’ve got collections... Read More»

5 Mistakes That Will Send You to the Spam Folder

5 Mistakes That Will Send You to the Spam Folder

As marketing automation gains popularity many companies are expanding their use of email campaigns. Spammers, unfortunately, are also expanding their use of spam. In 2013, spam comprised an estimated 84 percent of all email traffic. As a result, email providers and readers have raised the standards for what content makes... Read More»

Be a Better Negotiator by Forgetting Everything You Know

Be a Better Negotiator by Forgetting Everything You Know

I’ve learned so much about sales from being a father — not the least of which is the tactful art of negotiation. From after-school snacks, to TV time, to bedtime routines, not a day goes by where my kids don’t challenge the house rules to better their personal situation. “Daddy?”... Read More»

130 Sales Tips for 2015: A New Salesforce E-Book

130 Sales Tips for 2015: A New Salesforce E-Book

Salespeople are constantly seeking to do more: up their productivity, stay motivated, and close more deals. But the landscape has changed quite a bit, and continues to innovate at a breakneck pace. While the technology allows you to connect with and understand your prospects, these same prospects are also doing... Read More»

How to Strategically Balance your Channel Marketing Efforts

How to Strategically Balance your Channel Marketing Efforts

You focus your marketing efforts on your customer, but before you ever get to the customer, there are producers, distributors, retailers — every link in the distribution chain is another client, each with their own concerns and preferences. In order to make your marketing efforts work, you have to focus... Read More»

3 Steps to Creating a Content Playbook for the Sales Process

3 Steps to Creating a Content Playbook for the Sales Process

In the NFL, a key part of any head coach’s job is to design strategies that enable their players to succeed on the field. As a team captain and the most prominent player on the field, it’s the Quarterback’s job to put those offensive strategies to the test, report on... Read More»

Infographics for Business: 5 Mistakes to Avoid Like the Plague

Infographics for Business: 5 Mistakes to Avoid Like the Plague

Infographics are proven traffic generators. They offer infotainment with their eye-catching designs and concise information, and they have the power to add some serious oomph to your content marketing strategy, and in turn, your revenue. It’s important to note, however, that success is not guaranteed. It would be naive to... Read More»