Category: Work

I don’t know of a sales organization anywhere that isn’t scrambling to find an edge to help them drive more business and close more deals in today’s highly uncertain economy. Everyone I know is pulling out all the stops and working harder. That certainly goes with the territory these days,... Read More»

Starting and growing a business can be equal parts exhilarating and stressful. On the one hand, there is no feeling like being your own boss, but on the other, there is no bigger stresser than knowing that failure has a considerable personal cost. In order to give you a hand... Read More»

by Brian Halligan, Founder and CEO, HubSpot Historically, professional baseball has been concerned with stats like RBIs, batting average, on-base percentage and the like. But for over a century only one team, the Oakland A’s, considered that maybe those stats failed as KPIs for predicting the success of any individual... Read More»

Social Psychologist and Harvard prof Amy Cuddy teaches us how power posing prior to a meeting can help us communicate more confidently in the boardroom. Read More»

Even though leading-edge, web-based technologies have done a lot to increase the speed and efficiency of prospecting activities in recent years, the basics of prospecting haven’t changed in decades: analyze your territory, create an account plan, identify high probability targets, qualify prospects, set appointments, begin discovery and keep doing that... Read More»

You've secured the job, you've just inherited a team of rising stars and you're ready to dive in. Now what? Accountability frameworks, management courses, and professional training cannot prepare you for the simple fact that your first 100 days in a position will forever define your trustworthiness as a leader.... Read More»

Appreciated workers make great employees. However, a recent survey shows a gap exists between how senior management and employees perceive company recognition efforts. While 56% of senior management surveyed felt their company was above average at appreciation, only 23% of staff shared that sentiment. Click image to enlarge! Read More»

Sheryl Sandberg's recent book launch, "Lean In: Women, Work and the Will to Lead" has sparked intense debate about women in the workplace. In association with the book launch, is the campaign for professionals to create their own "Lean In Circles" to share lessons and stories. This article offers some criteria in forming your own Lean In Circle. Read More»

Use V2MOM to Focus Your Goals and Align Your Organization I've always thought that the biggest secret of salesforce.com is how we've achieved a high level of organizational alignment and communication while growing at breakneck speeds. While a company is growing fast, there is nothing more important than constant communication... Read More»

One of the biggest investments of B2B companies is in the compensation of their sales force. Money traditionally has been considered the number one motivator and productivity booster for sales teams. But what if money isn't enough? How do you take the performance of your team to your next level?... Read More»