BLOG | Chris B. Ahearn

"In the Room Where it Happens"

I'm admittedly not a big fan of musicals. But a few years ago I took my wife to New York for an extended "Broadway Weekend" where we saw...

Right Talent, Right Time

Hire talent for where you are going, not where you are.

Selling during a Recession

It’s not if but when. Is your sales organization ready? It’s been eleven years since the great recession. How much muscle memory does...

My Salesforce is Drowning - is There an App for That?

If the new tool, process, training, etc. is really going to drive results, spend the time to get adoption. Is your salesforce drowning...

How can I qualify the right accounts for my large/strategic/global account segment?

Many companies face the challenge of understanding which customers and prospects should be part of the strategic, national or global...

The Diluted Promise of CRM at Dreamforce

I compliment the sales people for their fearless determination to get me on the phone, qualify me and sell me something. The problem is...

Selling Through the "In Box"

If you let them, the customer will outline the process and willingly give you a step by step playbook for how to win their business. I...