Recent Posts

3 Key Tips for New Hire Success

3 Key Tips for New Hire Success

When you think about adding on new employees to your staff, one of the first thoughts to come to mind is the feeling of relief in knowing that many hands will make light work. But right after that thought is the realization that the new members will need to be... Read More»

How to Create Stellar Marketing Automation Process Visualizations

How to Create Stellar Marketing Automation Process Visualizations

Whether you're a newcomer to marketing automation or a seasoned veteran, marketing automation helps with the classic growth-mode problem of a fire-hose of leads. It helps you figure out a way to make your sales reps more efficient while continuing to work with, and educating, prospective customers about your product... Read More»

QUIZ: How Much Do You Know About Dreamforce?

QUIZ: How Much Do You Know About Dreamforce?

Dreamforce is right around the corner, and thousands of eager attendees have already reserved their spots. From first-timers to experienced veterans, Dreamforce is set to bring together the best of the best in sales, marketing, service, IT and beyond. So where do you stack up on the spectrum of Dreamforce... Read More»

Battling the 57%, Part 3: Getting Ahead of the Selling Curve

Battling the 57%, Part 3: Getting Ahead of the Selling Curve

Much has been written about the research that suggests that a buyer is 57% through her buying process before she engages with a vendor. I have written about how I think that "57%" is sometimes misinterpreted. Sometimes buyers engage with you early, and sometimes they call you after they have... Read More»

Are You Leveraging Sales Science to Sell More?

Are You Leveraging Sales Science to Sell More?

As the marketplace has shifted, the way people buy has changed and, because of it, the way salespeople sell has changed as well. The skills that once made salespeople successful aren’t as effective as they once were. For this reason, more than ever, salespeople are more successful when they meet... Read More»

How to Be a Good (Social) Listener

How to Be a Good (Social) Listener

Many brands see social media as just another megaphone to blast their marketing campaigns and news releases at their customers and prospects. Then they give up because no one seems to care. Why do they fail? Because they don’t bother to listen. There’s a multitude of social media activity you... Read More»

New E-Book: How to Be Your Own Marketer Part 1

New E-Book: How to Be Your Own Marketer Part 1

What made a successful salesperson 10 years ago? If you had a firm handshake and solid phone skills, you were already well on your way. But that doesn't cut it anymore. Technology is changing the way consumers purchase items big and small, and the sales profession is being forced to... Read More»

Customer Support = The Most Important Team

Customer Support = The Most Important Team

Not that long ago, customers only ever really interacted with sales staff. The internet, and the way we buy things, has changed all that. ‘Pay as you go’ is the way we are going We have started to subscribe to things, rather than buy outright now: We stream music instead... Read More»

Your Clients Don't Care About You

Your Clients Don't Care About You

When you’ve done a top-notch job of building relationships with your clients, most of them probably like and trust you. You might even be friends with some. But when it’s time to talk business, they only care about what you can do for them. It might sound harsh, but we... Read More»

10 Commandments of Business Blogging

10 Commandments of Business Blogging

From the outside, blogging seems like a relatively simple task. You tackle an idea in a few hundred words, hit publish, and the traffic comes flooding in, right? Wrong. Anyone who’s been involved in blogging at any level knows that it's not nearly that simple. There are dozens of variables... Read More»