Category: Sales Cloud

Small Business Spotlight: How Roof Monitor Sustains a Culture of Innovation

Small Business Spotlight: How Roof Monitor Sustains a Culture of Innovation

Roof Monitor is using technology to help businesses save money and keep their buildings safer. Roof Monitor helps manage safety risks and minimize business disruptions by communicating to building owners and other appropriate contacts when action is needed – before damage occurs. As Director of Operations, Karisha Schattenberg has been... Read More»

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»

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»

A Sales Story for Our Time

A Sales Story for Our Time

When Matt finished the meeting, he was angry. His biggest customer just told him that she had placed a big order with a new supplier. “You know it’s not you. I like working with you, Matt. How long have we been working together? It’s been a long time,” said Joanne,... Read More»

"Accelerate Your Sales Performance": A New Salesforce E-Book

"Accelerate Your Sales Performance": A New Salesforce E-Book

Let’s face it, the cold call is one of the most dreaded parts of the sales profession. And why wouldn’t it be? Essentially, you’re interrupting someone’s day to get something you need out of them ­— information, a meeting, a new sale, you name it. But picking up the phone... Read More»

Small Business Spotlight: How Five Four Club Reimagined the Fashion Industry

Small Business Spotlight: How Five Four Club Reimagined the Fashion Industry

Five Four Club is looking to disrupt the mens fashion industry. Replacing the traditional shopping process that men hate with a simple monthly subscription service, Five Four takes the pain out of men's fashion. As CEO and Creative Director, Andres Izquieta is responsible for defining the taste and style of... Read More»

The One Question Sales Leaders NEED to Ask Their Teams

The One Question Sales Leaders NEED to Ask Their Teams

Selling stuff is hard work! I often say that if selling was so easy we’d be paying high school students minimum wage to do it instead of investing millions in training and methodology development, not to mention incentivizing our sales teams with highly leveraged, lucrative compensation plans. As sales leaders,... Read More»

Watching (and Listening) for Buying Signals

Watching (and Listening) for Buying Signals

Effective sales representatives actively listen and watch for customer cues that indicate interest or emotion. A “cue” is a behavior, behavioral pattern, or shift in behavior that reveals a reaction or motivating feeling. Cues can be either non-verbal or verbal, and most of your customers will demonstrate repeated patterns of... Read More»

5 Sales Credibility Killers

5 Sales Credibility Killers

There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage. Buying... Read More»

Small Business Spotlight: 3 Successful Entrepreneurs Share Their Productivity Secrets

Small Business Spotlight: 3 Successful Entrepreneurs Share Their Productivity Secrets

Josie Chiles is a Product Marketing Manager for the AppExchange, the #1 business app marketplace. She has spent much of her career working for and with small businesses, developing the tools and information business owners and entrepreneurs need to grow their businesses. We’ve all been there, it’s 5pm and you... Read More»