Category: Sales

4 Ways to Put a Little Personality Into Selling

4 Ways to Put a Little Personality Into Selling

The concept of selling based on your buyer's personality style has been around for a while, but I'm often surprised at how many sales professionals aren't familiar with it. Knowing the four basic personality styles in the model can help you communicate and build a relationship with your prospects, increase... Read More»

4 Reasons Every Day Should Be Thanksgiving for Salespeople

4 Reasons Every Day Should Be Thanksgiving for Salespeople

For those of us in the U.S., Thanksgiving will soon kick off the holiday season. It’s a national day for unplugging and connecting with the people who matter most. Yes, it’s a day for eating turkey, but more importantly, it’s a reminder to be grateful for all the blessings in... Read More»

4 Steps to Plan Smart Marketing Campaigns with Salesforce

4 Steps to Plan Smart Marketing Campaigns with Salesforce

Salesforce is a springboard for amazing marketing campaigns. It enables you to segment customers by behavior or activity, report on the results of marketing initiatives, or create lists. When your Salesforce Leads and Contacts perform certain activities you think are important — downloading an ebook, for example, or calling a... Read More»

10 Steps to Getting Started with Reports and Dashboards

10 Steps to Getting Started with Reports and Dashboards

Reports and dashboards are a critical component of the Salesforce Sales Cloud, delivering insight to sales reps, managers, and executives across your company, and on any device. But lately, I have been getting a lot of questions about best practices around reports and dashboards in Salesforce. Regardless of whether you... Read More»

B2B Sales Benchmark Research Finds Some Pipeline Surprises [INFOGRAPHIC]

B2B Sales Benchmark Research Finds Some Pipeline Surprises [INFOGRAPHIC]

Implisit analyzed the pipelines of hundreds of companies to discover the channels that deliver the highest conversion rate. Are you focusing on the right channels? B2B sales processes are complex, with myriad stakeholders and prolonged decision cycles. That’s why it’s hard to know from the top of your head what’s... Read More»

Introducing the Next-Generation Salesforce1 Mobile App

Introducing the Next-Generation Salesforce1 Mobile App

How many of you would be lost without your smartphone, both in your personal life and at work? At Salesforce, we realize every one of our customers is actively defining and budgeting a mobile strategy so they can connect with their customers in whole new ways. In 2014, according to... Read More»

Are You Ready for 2015 Business Planning? 3 Tips to Improve the Process

Are You Ready for 2015 Business Planning? 3 Tips to Improve the Process

Last week, I did a webcast for a vendor that was designed for their channel resellers. Its purpose was to discuss effective business planning and to review a specific process to ensure that their plans and, more importantly, their execution in 2015 will be at higher levels. When people think... Read More»

9 Key AppExchange Takeaways from Dreamforce ’14

9 Key AppExchange Takeaways from Dreamforce ’14

Dreamforce ’14 was an amazing week packed with industry visionaries, product experts, world leaders, learning, and lots of fun. Whether you attended in person or just watched from afar, one thing was clear: apps help grow your business. More than 35 AppExchange sessions featured dozens of customer success stories, all... Read More»

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»