Should You Upgrade From Standard Quotes to CPQ?
I recently celebrated my eight year anniversary at Salesforce, and over the years I have worked in three different orgs: Sales, Alliances, and Product Marketing. Even though those roles sound pretty different, a common theme has impacted my work every single day at Salesforce — quoting. I have
How This Cold Email Template Can Help You Get a Meeting With Anyone
You’ve raised money. You’ve hired a sales team. But you're wondering why aren’t the sales coming in like you want? If you want to grow here are a few options. Cold call like your boss did in 1997 Write articles that engage your target audience. Get a referral on LinkedIn (assuming you have
10 Business Benefits of Salesforce Lightning
It’s been almost a year since Salesforce launched its biggest innovation yet, Lightning. The milestone marked much more than a facelift for our products. Lightning represents the next generation of Salesforce: A completely…
6 Effects of Technology on Selling: How Tech Has Streamlined Sales
Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently. Here are just some of the ways technology has changed business for the better; by streamlining sales techniques and the sales process. Gordon Moore predicted
Why it Takes 6-8 Marketing Touches To Generate a Viable Sales Lead
The 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.
What I’ve Learned from 1,000 Interviews
“Nothing we do is more important than hiring and developing people. At the end of the day, you bet on people, not on strategy” -Lawrence Bossidy, former COO of General Electric. In the span of two years, I’ve interviewed over 1,000 sales candidates — and hired less than 50. As any sales
3 Tips On How To Connect on LinkedIn for Success
As salespeople, we are always interested in growing our networks, and LinkedIn is the ideal platform for that. On LinkedIn you can find just about anybody that might be a prospect, partner, or…
B2B Sales Benchmark Research Finds Some Pipeline Surprises [INFOGRAPHIC]
Implisit analyzed the pipelines of hundreds of companies to discover the channels that deliver the highest conversion rate. Are you focusing on the right channels? B2B sales processes are complex, with myriad stakeholders…
5 Tips for Writing Better Sales Proposals
Sales proposals: Love them or hate them, they’re an integral part of any successful deal. While some salespeople might view these documents as unnecessary—or even as a waste of time—they’re actually one of…
6 Ways To Differentiate Yourself from the Competition
We all know that unless we’re different from our competitor, we can never expect the price we get to be more than what they get. We also know unless we show customers what…