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 [...]

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 [...]

In the Wake of Wave: How Technology Can Help – and Hurt - Sales and Marketing Alignment

By |October 22nd, 2014|Marketing|

It’s hard to leave Dreamforce and not be energized. From the concerts to the keynoters to the sessions, does a great job of pumping up its audience – not just with excitement and energy, [...]

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 [...]

Simplifying Salespeople's Lives with CPQ

By |October 14th, 2014|Configure Price Quote (CPQ)|

If you’ve been in sales for any amount of time, you’ve encountered the funnel-jammer, that sale that seems to be whizzing through your pipeline only to get stuck somewhere near the end of the deal. [...]

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 [...]