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

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

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 telegraphed that an A/I-like thing called Einstein will be the centerpiece of his Dreamforce keynote. That still didn’t satisfy him. “Why artificial intelligence?” he demanded.

By Chris Bucholtz | September 30th, 2016

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

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

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 leaderboards or get called out for applause at sales meetings, their efforts ensure that your sales machine keeps churning and that your sales people feel supported. sales opsBut who supports sales ops?

By Chris Bucholtz | September 27th, 2016

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

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

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 about a decade for people to start calling “color TVs” what they were – TVs. It took perhaps five years for “social CRM” to go back to just being called “CRM.” And it’s amazing how quickly the term “big data” has faded from frequent use.

By Chris Bucholtz | September 20th, 2016

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

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

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 is being held today. The big debate was about the extension of BART, the regional rapid-transit rail system. On the council were the mayor, a rather officious woman who looked like she had a chronic a sore neck from looking down her nose at people, three other council members who were quite clearly afraid of her, and a young man who was a definite outsider.

By Chris Bucholtz | October 15th, 2014

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

Planned Accidents: Three Tips For Connecting With the Right People at 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 Salesforce.com bacchanalian, is in its first day, building toward a crescendo with its keynote from CEO Marc Benioff on Tuesday afternoon and cruising into a day of product keynotes on Wednesday. The speeches are an anchor, and can be very informative (or not so much, depending on Salesforce’s success in developing its vision in the previous year).

By Chris Bucholtz | October 10th, 2014

Dreamforce: the Place to Scout Your Software Dream Team

Dreamforce: the Place to Scout Your Software Dream Team

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 an average of 44 points – embodied the pinnacle of talent in their field, a can’t-be-beaten combination of players who were best at their profession.

By Chris Bucholtz | September 24th, 2014

Becoming a Customer Company - Dreamforce Keynote with Marc Benioff

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 he introduced the Internet of Customers.  “In the internet of customers”, he said, “companies must create 1:1 experiences with customers.” Benioff referred to this “Third Wave of Computing” as a place where the Internet of things is all connected via the cloud.

By Hannah Hanrahan | November 20th, 2013
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