My job is to ensure every customer gets the most value out of Salesforce, but my passion is establishing and building trust. As the Chief Adoption Officer, I spend more than half my time meeting with customers all around the world. It’s that face-to-face interaction that helps me help them.
Most of us don’t wake up thinking, “Today I’m going to be skilling up!”
Similarly, skilling up probably seems too vague to be written out as an item on a to-do list.
Even our managers — the people who tend to be most concerned with our professional development — are unlikely to ask, “How’s your...
For all the hard work and occasional challenges, there are many aspects of working in sales that can be a lot of fun.
Travelling to thought-provoking industry events! Getting to know smart and creative customers! All kinds of data entry!
Okay, so the data entry part usually isn’t considered all...
Sales reps are used to presenting their forecasts at least once a quarter.
Marketers often have to run through an upcoming campaign to the exec team.
Heads of HR know they have to provide overviews of training or changes to the company's benefits program in a way that’s easy to understand.
It’s amazing how powerful the word “No” can be to a new salesperson, considering how short it is.
Just two letters. Just one syllable.
And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end.
Even a novice sales rep will expect a...
A salesperson calls or emails, some kind of discussion follows, something is purchased and, at a later date, it all happens again.
This may be the script we all have in our heads when we think about what a salesperson-client relationship looks like, but there are plenty of ways to rewrite it.
When a sales rep is on the phone, making a series of cold calls, it’s easy for managers to conclude they’re being productive.
Same goes for spotting them creating a pitch deck for a prospect, or writing a follow-up email after a recent customer meeting.
Watching them scrolling through or “liking”...
The holiday shopping season may be over, but the opportunity for retailers to capitalize on it is not.
For many years, the weeks leading up to holidays like Christmas and New Year’s Eve were considered the make-or-break period for selling everything from clothes to major appliances. That’s why the...
At a time when we can store thousands of images on our smartphones and millions of records in a server, it’s kind of amazing that some of the most critical data about our professional lives still fits neatly on a small piece of cardboard.
Long before digital communications tools like email and...