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6 Things Successful Sellers Do

6 Things Successful Sellers Do

Sometimes you have to step back and wonder what it is that makes those remarkably successful salespeople just so remarkable and so successful. I’m sure I don't have the formula nailed – but there are six things that I have seen enough times to suggest to me that they make... Read More»

Want More Women in Tech? Start With the 4 Basics

Want More Women in Tech? Start With the 4 Basics

Early in my career, I spent 10+ years working in the technology industry in marketing, product development and business development roles. Since then, I’ve had the privilege of coaching dozens of women executives from across the industry and I’ve been an invited speaker at about two dozen well-known global companies,... Read More»

Salesforce Console Best Practices: Creating A Desktop Your Agents Love, Part 1

Salesforce Console Best Practices: Creating A Desktop Your Agents Love, Part 1

The Salesforce Console has a lot of power under the hood. That power comes from features like standard record layouts, workspaces, sidebar and footer components, keyboard shortcuts, push notifications, presence, macros and multi-monitor mode. What is the best way to bring them together for the business needs of your organization? This blog gives you tips on how to configure and get the most out of your Console. Read More»

The Secret to Getting Great Sales Leads from Online Marketing

The Secret to Getting Great Sales Leads from Online Marketing

Most digital marketing campaigns — SEO, Pay Per Click (PPC), display advertising, and others — fail to validate conversions. This puts an extra burden on the sales force, reducing productivity and close rates. Adding a validation process into your campaigns will make your sales team much more efficient. What Is... Read More»

5 Attributes of Effective Project Management

5 Attributes of Effective Project Management

Winston Churchill once said, “Plans are of little importance, but planning is essential.” This paradox is especially true in project management. Circumstance causes frequent departure from plans, and yet planning remains an invaluable asset, serving as a roadmap for the project and a baseline for measuring end-results. But the truth... Read More»

It Takes 6 to 8 Touches to Generate a Viable Sales Lead. Here’s Why

It Takes 6 to 8 Touches to Generate a Viable Sales Lead. Here’s Why

Today’s marketing and sales landscape looks vastly different from that of just a few decades ago. With the advent of the Internet, blogging, social media, and a myriad of digital communications channels, the path to purchase is not a simple, straight line, but a complex and varied web of twists... Read More»

Sales Forecasting: Can Data Science Tell Our Future Better Than We Can?

Sales Forecasting: Can Data Science Tell Our Future Better Than We Can?

Implisit’s data shows that reps tend to underestimate the probability of an opportunity to win by 13% and miss close date by nearly two months. This is where predictive analytics can help. Sales reps tend to underestimate the probability of opportunities to win and at the same time tend to... Read More»

Small Business Spotlight: How DoSomething.Org Inspires Young People to Affect Social Change

Small Business Spotlight: How DoSomething.Org Inspires Young People to Affect Social Change

DoSomething.org is one of the largest organizations for young people who want to impact social change. Its 3.5 million global members tackle campaigns that impact every cause, from poverty to violence to the environment and everything in between. Founded in 1993, the New York member-based organization uses the energy and... Read More»

5 Enterprise Lessons Learned: Marketing Attribution in Salesforce

5 Enterprise Lessons Learned: Marketing Attribution in Salesforce

Chief Marketing Officers in business to business companies are increasingly being held to accountable revenue outcomes for the performance of their companies, leveraging Salesforce leads, campaigns, and opportunities. Sales leaders are embracing this change as the dynamics of a buying cycle change and more users rely on alternative digital means... Read More»

Big Questions for New Sales Managers

Big Questions for New Sales Managers

Managing a sales team is hard. The role of the front-line line sales manager is the lynch-pin of most sales organizations, but the number of tasks that sales managers have to juggle makes it really difficult to know how to answer the questions “How do I get the most from... Read More»