Category: Sales

8 Ways Salespeople Can Continue Prospecting

8 Ways Salespeople Can Continue Prospecting

Last week, during a client’s sales meeting, we got into a discussion regarding pipeline values. Needless to say, the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?).... Read More»

15 Things Sales Teams Can Learn from will.i.am

15 Things Sales Teams Can Learn from will.i.am

I'm a big will.i.am fan and have been for over 15 years — especially when he was in the Black Eyed Peas. He is a huge force of talent that doesn't stop: singer/songwriter, composer, record producer, disc jockey, voice actor, entrepreneur, businessperson, fashionista, dancer, rapper, philanthropist, and a tech genius.... Read More»

"The Customer Economy: How Top Industries Meet Today’s Biggest Challenges": A New Salesforce E-Book

"The Customer Economy: How Top Industries Meet Today’s Biggest Challenges": A New Salesforce E-Book

Every industry across the globe is being impacted by technology. Mobile, social, and cloud are driving rampant change. The time is now for organizations to transform their business model by taking advantage of innovative tools that connect to customers in ways never before possible. As with the survival of the... Read More»

At Dreamforce, Making Better Happen

At Dreamforce, Making Better Happen

Since the mid-1970s, I’ve been privileged to witness many organizations’ efforts to improve their performance. Many of their successes were enabled by advances in computing. The focus has been on creating ever simpler, faster, ways for individuals to get specific tasks done. In recent years, in my circles, it’s gotten... Read More»

Dreamforce Highlight: 5 Mission-Critical Requirements to Establishing Value & Increasing Revenue

Dreamforce Highlight: 5 Mission-Critical Requirements to Establishing Value & Increasing Revenue

Consider this: In your job, whatever role or industry you may occupy, you have a moral imperative to create value. Then take that a step further: you also have a moral imperative to capture the value you create. That's how Anthony Iannarino, the CEO and founder of B2B Sales Coach... Read More»

3 Keys to Mastering Dreamforce

3 Keys to Mastering Dreamforce

You wanna get the most out of this monster they call Dreamforce? The key is to be deliberate. Dreamforce is a monster. It’s a giant sales event with over 135,000 people registered. I’ve heard that the population of San Francisco will grow by 15% this week during Dreamforce. Now that’s... Read More»

5 Tips for Tackling Dreamforce Like a Pro

5 Tips for Tackling Dreamforce Like a Pro

Most of you who follow me know that salesforce.com is my largest client, and the majority of my clients are in the SaaS industry. With that, Dreamforce is obviously the biggest event of the year for me and where I can connect with a ton of my prospects and clients... Read More»

#PowerSocks: A Sneak Peek at RelateIQ at Dreamforce ’14!

#PowerSocks: A Sneak Peek at RelateIQ at Dreamforce ’14!

In August, salesforce.com acquired RelateIQ, bringing our team and our innovative Relationship Intelligence technology under the world’s #1 CRM company. Since then, the RelateIQ team has been hard at work planning our big debut at Dreamforce ’14! Here’s a sneak preview of what we have planned, including how to score... Read More»

How to Drive Sales Results Effectively

How to Drive Sales Results Effectively

Optimizing sales results starts with optimizing the sales process. The challenge is in understanding what is working and, more importantly, what is not working, and how to adjust in today’s environment. Too many sales teams and salespeople complain about not being able to close deals fast enough. Interestingly, they think... Read More»

5 Key Dreamforce Sessions for Sales (and 3 Tips!)

5 Key Dreamforce Sessions for Sales (and 3 Tips!)

There’s a lot going on at Dreamforce. How do you choose which sessions to attend? This year there are many overlapping sessions, and conflicts between the keynotes and some fabulous breakout sessions. It is not possible to cover everything, so you need to be judicious in your selections. Tip: Remember... Read More»