Nov 27, 20193 min"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...
Oct 31, 20193 minSelling 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...
Oct 29, 20193 minMy 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...
Sep 30, 20192 minHow 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...
Aug 30, 20194 minThe 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...
Jul 30, 20193 minSelling 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...