How to Displace the Competition and Win THAT Sale!

As promised, we reconvened our experts from this week’s webinar to answer your questions about displacing the competition, using trigger events, and the science and psychology of selling.   Below are in-depth answers to some of your most pressing questions. … Continued

Sales: Are You Hitting Your Three Point Shots?

Executive-level meetings are like open three point shots.  They are an opportunity to create some distance between you and your competitors or pull yourself back into the game, but your team needs to be well prepared for your face-to-face get-togethers.  … Continued

Is the Sales Function Dying or Being Transformed?

A few years ago James Ledbetter in the online journal Slate argued that sales reps are a dying breed. While the profession grew rapidly between 1950 and 1980, the Census Bureau reports that sales professionals have held steady at 16% of the … Continued

We Are All Subject to Inertia

An object at rest stays at rest and an object in motion stays in motion with the same speed and in the same direction unless acted upon by an unbalanced force. – Newton’s First Law of Motion One of the … Continued

Who Wants a Piece of the Big Data Pie?

Recently we commissioned IDG to survey 300 enterprise organizations in the U.S. about their data needs and purchases related to that data.  While we knew Big Data intitiatives were becoming more pervasive, it was clear from the survey that everyone … Continued

Reimagine. Everything. #DF14

It was the year of reimagining customer success at Dreamforce 2014.  Solutions are becoming more nimble, more predictive, and are living in the real-time world in which we now all operate. Since I’m in the Marketing world, most of the … Continued

The Early Bird Gets the Worm

While the roots of this proverb are in John Ray’s “A collection of English proverbs 1670, 1678,” it is as true today as it was more than three centuries ago. Any salesperson knows that timing is essential – and getting a … Continued