Recent Posts

8 Reasons Why Inside Sales Organizations Fail

8 Reasons Why Inside Sales Organizations Fail

As Velocify’s recent study on the Migration of the Sales Profession demonstrates, we’re still in the midst of a huge worldwide shift from outside to inside sales. Shifting the balance toward inside sales is an easy choice for a lot of companies—it’s easier on the margins, sales tools are making... Read More»

10 Mission-Critical Sales Habits I Learned and Still Use Today

10 Mission-Critical Sales Habits I Learned and Still Use Today

Over the years, I've picked up 10 crucial habits for sales success. They may not seem like much when taken individually, but when you collectively build them into your approach, you begin to see success usually comes from things we can control. I’m appreciative of these habits I’ve learned, because... Read More»

Collaborating to Win Large Deals: Bringing All Your Strengths Into Play

Collaborating to Win Large Deals: Bringing All Your Strengths Into Play

Large opportunities tend to require expensive resources, and sales organizations must be able to prioritize and allocate these resources to make it to the finish line. You may have the right solution, superior capabilities, and the best sales team, yet still get tripped up by an internal lack of cooperation,... Read More»

Growing your Sales Team? 3 Ways CRM Can Help You Manage the Tornado

Growing your Sales Team? 3 Ways CRM Can Help You Manage the Tornado

Rapid growth tests every aspect of sales management. Here are three ways to harness CRM to manage -- and accelerate -- your growth. Read More»

Why All Your Departments Should Be Cloud-Bound

Why All Your Departments Should Be Cloud-Bound

From sales to customer service to management, delivering unified communications in the cloud can help address a host of common collaboration and communications challenges. With the ability to radically lower up-front investment and ongoing maintenance costs combined with flexible delivery options, many organizations seek to migrate business communications to the... Read More»

3 Key Tips for New Hire Success

3 Key Tips for New Hire Success

When you think about adding on new employees to your staff, one of the first thoughts to come to mind is the feeling of relief in knowing that many hands will make light work. But right after that thought is the realization that the new members will need to be... Read More»

How to Create Stellar Marketing Automation Process Visualizations

How to Create Stellar Marketing Automation Process Visualizations

Whether you're a newcomer to marketing automation or a seasoned veteran, marketing automation helps with the classic growth-mode problem of a fire-hose of leads. It helps you figure out a way to make your sales reps more efficient while continuing to work with, and educating, prospective customers about your product... Read More»

QUIZ: How Much Do You Know About Dreamforce?

QUIZ: How Much Do You Know About Dreamforce?

Dreamforce is right around the corner, and thousands of eager attendees have already reserved their spots. From first-timers to experienced veterans, Dreamforce is set to bring together the best of the best in sales, marketing, service, IT and beyond. So where do you stack up on the spectrum of Dreamforce... Read More»

Battling the 57%, Part 3: Getting Ahead of the Selling Curve

Battling the 57%, Part 3: Getting Ahead of the Selling Curve

Much has been written about the research that suggests that a buyer is 57% through her buying process before she engages with a vendor. I have written about how I think that "57%" is sometimes misinterpreted. Sometimes buyers engage with you early, and sometimes they call you after they have... Read More»

Are You Leveraging Sales Science to Sell More?

Are You Leveraging Sales Science to Sell More?

As the marketplace has shifted, the way people buy has changed and, because of it, the way salespeople sell has changed as well. The skills that once made salespeople successful aren’t as effective as they once were. For this reason, more than ever, salespeople are more successful when they meet... Read More»