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Executing on Your Account Plan in 2015

Executing on Your Account Plan in 2015

One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There was lots of valuable strategy to use, but very little support on the practical execution. (That was why we developed Dealmaker). Developing a plan has limited... Read More»

Is Marketing Automation the CRM for Marketers?

Is Marketing Automation the CRM for Marketers?

For the purpose of today’s article, let’s think about marketing automation and CRMs a little differently. Just as Salesforce functions as a CRM for sales, marketing automation can be thought of as a CRM for marketers. It’s the power of information that fuels data-driven programs, and today’s leading marketing automation... Read More»

12 Business Days of Salesforce: 5 Golden Rules of Content Marketing

12 Business Days of Salesforce: 5 Golden Rules of Content Marketing

The phrase "content marketing" is being bandied about a lot these days by marketers. It has almost been overused to the point of becoming inconsequential. Content marketing means different things to different people and unfortunately some of those definitions are pretty awful. In an effort to sort through the mess,... Read More»

How to Exceed Client Expectations in Wealth Management: A New Salesforce E-Book

How to Exceed Client Expectations in Wealth Management: A New Salesforce E-Book

We are entering a new era in financial services, and there is a massive opportunity on the horizon. Some $2 trillion in wealth will change hands in the next five years, with $30 trillion being shifted in the next 30 to 40 years. What exactly does this mean for financial... Read More»

Measuring Service Success: Attach Rates Raise Profits

Measuring Service Success: Attach Rates Raise Profits

Many of us have had the experience of buying a car from a dealer, but then going anywhere but the dealer for additional services and add-ons. Oil change? Take it to Kwik-Kar. Major repairs? Take it to your local mechanic. While dealerships do a pretty good job of selling extended... Read More»

Use This Secret Infomercial Formula to Supercharge Your Product Pitch

Use This Secret Infomercial Formula to Supercharge Your Product Pitch

I love watching infomercials! There, I said it. I just love them. Really! I find it fascinating how infomercials can make normal, everyday products like kitchen knives, blenders, and vacuums seem like the solution to world peace. I also love seeing how carefully orchestrated dialogue, animations, and quirky demonstrations come... Read More»

Small Business Spotlight: 3 Keys to Scaling Your Company Culture

Small Business Spotlight: 3 Keys to Scaling Your Company Culture

One of the questions I’m frequently asked, both on stage and off, is: “What has it been like to live through two acquisitions? Has it been difficult to preserve Pardot’s company culture as you grow?” Two separate questions, but the answers are intertwined. When David Cummings and I founded Pardot... Read More»

6 Steps to Launch Your 2015 Sales Enablement Plan

6 Steps to Launch Your 2015 Sales Enablement Plan

More revenue: as sales and marketing leaders, it’s our constant aim. Sales Enablement has received a lot of attention this year as a quick route to get to that goal. Why? Because it’s about setting up best practices across the sales organization — best practices that reduce wasted time and... Read More»

56% of Marketing Leaders View their Relationship with the CIO as Absolutely Critical or Very Important - 12/15/2014

56% of Marketing Leaders View their Relationship with the CIO as Absolutely Critical or Very Important - 12/15/2014

Data, a customer focus, and mobile technology are changing the roles of marketing leaders, but before they can impact business results, employees need to be properly trained and ready to collaborate. Planning for the future is a chief responsibility of marketing leadership, albeit a difficult one, and it all starts... Read More»

ICYMI: The Minneapolis Salesforce World Tour

ICYMI: The Minneapolis Salesforce World Tour

The Salesforce World Tour warmed up Minneapolis yesterday! Another stop on the Salesforce World Tour was a huge success because of all of you who attended: great content, awesome demos and a whole lot of energy. Didn't catch the Minneapolis Salesforce World Tour? We've got you covered! Check out our... Read More»