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 [...]

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 [...]

Five Behaviors Your Commissions Plan Should be Driving (But probably Isn't)

By |May 6th, 2016|Commissions|

Charles Eames, the American designer who might be responsible for the chair you’re sitting in right now, once said, “The details are not the details. They make the design.” Eames also said, “Design is a [...]

Changing Corporate Culture with Commissions

By |April 21st, 2016|C3|

Preparing for C3 2016 is a lot of work when you’re part of the team staging the event. Much goes on behind the scenes, and the pace gets more intense right up until the opening [...]

How Much Upsell Goes Un-upsold? How CPQ Supersizes Your Deals

By |March 11th, 2016|Configure Price Quote (CPQ)|

When sales organizations have their acts together, their sales teams are upselling machines. They know what offers should be made in tandem, and they know what upsells work for which types of customers. When I [...]

Anchored in the Past: How Managing Commissions Manually Stifles Organizational Change

By |March 9th, 2016|Commissions|

Business growth is great, but it also forces change. If your organization is growing quickly, it can force a lot of change all at the same time, which can be bewildering not just for the [...]

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 [...]

Three Ways the IoT Totally Changes Marketing

By |February 26th, 2016|Marketing|

Everyone is enamored with the Internet of Things (IoT) as a way to automate parts of the selling process. Vastly increased up-time, just-in-time restocking of consumables, and use-based up-selling and cross-selling are just three areas [...]

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 [...]

You Know Accelerating Sales is Important. Here are the Hidden Numbers that Show Why

By |January 5th, 2016|Configure Price Quote (CPQ)|

You’d think we were all still in the “Me Generation” of the 1970s when it comes to sales acceleration. Quite understandably, sales vice presidents and sales managers (and CROs and CFOs and CEOs, too) see [...]