Salespeople: Ready to Meet Your New Assistant? Prepare for the Machine Learning-Driven Future

By |September 30th, 2016|Dreamforce|

Last night at dinner, a tech-industry pal of mine was trying to puzzle out why the term “artificial intelligence” had suddenly become the in-vogue buzzword of the month. I pointed out that Marc Benioff has [...]

Unsung heroes: why sales ops deserves more respect (and better tools)

By |September 27th, 2016|Dreamforce|

Where does your company keep its unsung heroes? If you’re like most companies, you can find them in Sales Operations. They set the stage for every sale, and while they may not appear on any [...]

Rich Data, Poor Results: Four Reasons Big Data is Failing Your Sales Department

By |September 20th, 2016|Dreamforce|

I have no data to back this up, but it seems that the jargon cycle is accelerating. Today’s technology buzzwords have shorter half-lives than their predecessors, for reasons I’m not entirely sure of. It took [...]

Training, Technology and Process: the 3 Things You Must Get Right if You Want to Consistently Crush Quotas

By |September 9th, 2016|Dreamforce|

Anyone getting into the sales game knows they will spend their careers in a constant struggle against quotas. Quotas pit salespeople and their abilities against managers and their expectations. Reach your quota and you’re in [...]

Is CRM All You Need? Looking for Systems of Action At Dreamforce 2015

By |September 15th, 2015|Dreamforce|

We’re teetering on the edge of Dreamforce 2015, an event that coalesces much of the CRM universe in one place for a week. In addition to tying up San Francisco traffic, clogging the city’s hotels [...]

If Your Data is So Great, Why Doesn’t it Confirm My Opinion?

By |October 15th, 2014|Dreamforce|

Years ago, when I was a cub reporter, I had an assignment covering the city council of Belmont, California, an upscale suburb just south of the San Francisco Airport – not far from where Dreamforce [...]

Planned Accidents: Three Tips For Connecting With the Right People at Dreamforce

By |October 10th, 2014|Dreamforce|

The odds are pretty good that, if you deal with sales and marketing and software, you’re going to be rather tired by the end of this week. Dreamforce, the annual bacchanalian, is in its [...]

Dreamforce: the Place to Scout Your Software Dream Team

By |September 24th, 2014|Dreamforce|

Ever since the 1992 men’s Olympic basketball team, the term “Dream Team” has been a part of our lexicon. That team, which included 11 hall-of-famers and which won the gold medal by defeating opponents by [...]

Becoming a Customer Company - Dreamforce Keynote with Marc Benioff

By |November 20th, 2013|Dreamforce|

Are you ready to become a customer company?  Do you have the internal support and tools to take the next step into the future? Marc Benioff delivered an excellent message yesterday in his keynote where [...]

More Deals, for More Money, in Record Time – Learn about it at Dreamforce

By |October 31st, 2013|Dreamforce|

Sales and marketing professionals are getting ready to descend on San Francisco to attend the biggest technology conference of the year – Dreamforce. It’s set to be the biggest yet with around 120,000 attendees. We're [...]