Adoption Strategies of the Rich and Successful

By |May 31st, 2016|Marketing|

For about a decade, I’ve been focused on sales and marketing software. I’ve covered it as a journalist and as a content marketer, as an analyst and a consultant. And I wish I could say [...]

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 [...]

3 Top Tips to Set Quotas Right and Skyrocket Sales

By |December 1st, 2015|Territory & Quota|

As the year draws to a close, sales operations teams are a hive of activity, setting the right quotas and designing the optimum comp plans for next year. Did you know that setting the right [...]

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 [...]

Giving Data Veto Power in Sales Management

By |June 29th, 2015|Configure Price Quote (CPQ)|

A company I once covered as a journalist had an interesting hiring process for its sales staff. Possible new sales reps would be recruited, interviewed and reviewed by HR and the sales management. HR was [...]

Beyond Commission: Sales Behaviors You Can Drive Through Compensation

By |February 5th, 2015|Commissions|

I love motorcycles – not just riding them, but understanding how they are engineered and how they work. If you’re anything like me, that fascination has led you to do some maintenance or even repair [...]

Five Signs You’ve Outgrown Your Marketing Automation Solution

By |January 8th, 2015|Marketing|

Five years ago, marketing automation was a wild, untamed market, with 70 or more vendors battling not just for customers but also for the right to define what a marketing automation application was. What did [...]

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 [...]

How to Do Fail-Proof Sales Forecasting

By |August 26th, 2014|Other|

Sales forecasts are known to go wrong and understandably so, given that many of them are based on little more than hope. An Aberdeen survey points to an average sales forecast accuracy of just 81%. [...]