The State of Sales and Marketing: Is Technology to Blame?

By |August 3rd, 2016|Lead to Money|

There’s never been a time when sales and marketing have had more tools at their disposal. And, if you believe the people who responded to our annual Sales and Marketing Sentiment Study, there’s never been [...]

The Best Way to Sell a Solution? Help Your Customers Define Their Problems

By |May 27th, 2016|Lead to Money|

I just returned from CRM Evolution in Washington D.C., an event chaired by my friend Paul Greenberg, who’s been dubbed the “Godfather of CRM” (although I’m pretty sure he’s never had anyone whacked). This event [...]

Is Your Organization a Selling Machine, or a 1974 AMC Hornet?

By |March 3rd, 2016|Lead to Money|

I’ll never forget my second car. My first car was memorable, too – it was a 1970 Plymouth Barracuda that threw a rod while at high speed on the freeway as its final act of [...]

Incentives, predictive analytics and better customer experience to rule 2016

By |February 1st, 2016|Lead to Money|

What does the future hold for sales, marketing, and customer experience solutions? And how will sales and marketing teams grow revenues and remain competitive in today’s fast-paced, connected environment? Here are the five exciting predictions [...]

Why Financial Service Companies in Europe Need Effective Front-Line Sales Managers

By |January 12th, 2016|Lead to Money|

The fallout from the global financial crisis (GFC) had stronger ramifications for sales process in Europe than for the U.S. The Retail Distribution Review (RDR) was one of the formal programs of the Financial Services [...]

Sales Forecasting: the Dark Art that Can Doom Your Business When Done Wrong

By |September 1st, 2015|Lead to Money|

Ever noticed how sales managers and sales VPs all get a little weird around forecast time? There’s a bit of edginess in the air; they’re forced into looking at data, and extrapolating some meaning from [...]

5 Things Sales Technology Can’t Improve (without Some Human Help)

By |July 10th, 2015|Lead to Money|

Recently, I did an interview with TechnologyAdvice for their Expert Interview Podcast Series – you can hear it in its entirety here. The conversation was pretty far-ranging, but one area that kept surfacing focused on [...]

Five Technologies Your Company Will Come to Depend on in 2015

By |December 30th, 2014|Lead to Money|

As the year comes to an end, those of us in the technology sector are bombarded with predictions. In many cases, they serve primarily to demonstrate how poorly people are able to guess what the [...]

5 Proven Tips to Motivate Your Sales Reps

By |August 19th, 2014|Lead to Money|

First, let’s be 100% clear: The fundamental and most important character trait for a top-performing sales rep is motivation. Everything starts from there. Reps have to face hurdle after hurdle, objection after objection, “no” after [...]

Are Your Sales Reps Stuck With Spreadsheets?

By |August 12th, 2014|Lead to Money|

At a time when mobile phones are the primary device to clear inboxes and people spend over two hours a day on the mobile web, how modern is your sales force? Despite all the great [...]