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Transparency is the New Efficiency

Transparency is the New Efficiency

We all know that buyer behavior has changed, and we’ve all participated in many, many discussions about the implications of this behavior change for B2B sales organizations. Technology presented buyers with an unprecedented opportunity to bypass traditional mechanisms for acquiring the knowledge needed to make purchasing decisions. Sales forces had... Read More»

10 Tips for Getting Out of a Sales Slump

10 Tips for Getting Out of a Sales Slump

Sales is a roller coaster and one of the signs of a great salesperson is that they are able manage their moods through the highs and the lows that face all salespeople. Every one of us had had those days when we’re “on fire” and the less fun ones when... Read More»

Flip the Sales Funnel and Increase ROI — 6 Steps

Flip the Sales Funnel and Increase ROI — 6 Steps

Funnel or Pyramid? There’s a problem with the sales funnel. Just because you fill it with leads, sales won’t naturally fall out of the bottom. And yet many sales and marketing managers feel this is the way it works: play the numbers game, get as many leads as possible and... Read More»

3 Predictions for the Future of the Collaborative Economy

3 Predictions for the Future of the Collaborative Economy

If you’ve ever commuted in an Uber, funded a project on Kickstarter, or rented an apartment from Airbnb, you have contributed to the collaborative economy. The collaborative economy is not a new concept; people have been sharing things for hundreds of years — but combined with technology, the idea of... Read More»

Counting Down to the Salesforce World Tour NYC

Counting Down to the Salesforce World Tour NYC

This Wednesday, November 19, Salesforce is bringing the fun, innovation and giving back of Dreamforce to New York City! With big-time keynotes from Keith Block and other leaders, more than 30 sessions, a huge Cloud Expo and, of course, a Salesforce Foundation activity, you might feel like you are back... Read More»

4 Steps to Tap Into Your Team's Rookie Smarts

4 Steps to Tap Into Your Team's Rookie Smarts

I’ve had the ride of my life working at Salesforce. Six years ago, I started as a technical writer and now lead engineering and documentation teams. But one of my career highlights was working with best-selling author of Multipliers, Liz Wiseman, on a single experiment that transformed how my teams... Read More»

A New Report from Salesforce Marketing Cloud and LinkedIn: The State of Marketing Leadership

A New Report from Salesforce Marketing Cloud and LinkedIn: The State of Marketing Leadership

Marketing strategy has evolved more quickly in the past five years than it did in the past five hundred. For centuries, print advertising and mass media dominated until the internet changed everything, creating opportunities to craft unique customer journeys on an ever-larger palette of platforms. This is an exciting time... Read More»

How to Tell Buyers They’re Wrong – Without Losing the Business

How to Tell Buyers They’re Wrong – Without Losing the Business

Sometimes buyers are just wrong. Dead wrong. They think your price is too high when it’s average for your market. They think a lousy competitor can give them better value. They think your product is underperforming when it’s really a success. You know the customer is wrong. But what can... Read More»

4 Ways CRM Transformed a Custom Homebuilder’s Business

4 Ways CRM Transformed a Custom Homebuilder’s Business

Getting a contract to a customer in one minute instead of one hour may sound like an impossible feat of customer service, but for Meritage Homes, it isn't. Back in 2011, the company’s visionary leadership team implemented a Salesforce CRM and an app by Drawloop, sparking a technology revolution and... Read More»

Your Sales Organization Needs Greater Efficiency. Here’s How to Achieve It

Your Sales Organization Needs Greater Efficiency. Here’s How to Achieve It

Time actually is money when it comes to sales organizations. Busy field and in-house sales representatives have a hefty amount of tasks to accomplish on any given day, including prospecting, engaging with customers, managing teams, reporting to sales managers, and most importantly, closing deals. Because sales professionals wear so many... Read More»