For those of you who attended Dreamforce and left on Wednesday, bad move! Lessons to learn: 1. Day 4 at Dreamforce delivered the same number of booth visitors as every other day! 2. Sitting at the Marriott hotel taking advantage…
If you've joined a technology company in the past decade, you've likely seen (and heard) the transition from sales reps meeting with customers on site to meeting on the phone... and more recently the shift to meeting via Social Media.…
Day Two of Dreamforce and Benioff (#DF13) did not disappoint! Sean Penn, Petra Nemcova, and Lauren Lamothe (Prime Minister of Haiti) are changing how the world responds to tragedy - and they are plugging into the Cloud to re-build the…
On Day 1 of Dreamforce.com the single biggest takeaway of the event so far was this "pickup line" - "What is going on in your digital world?" This has replaced prior personal favorites of, "What's the occasion?" or "What brings…
Are you maximizing conversion of your leads? Step 1 - Put a spotlight on the reality of dials/lead, and see where your company stacks up. (Avg. is 1 - 2 dials/lead). Best in class is 9. Step 2 - Determine…
According to Vorsight's research (www.vorsight.com), when you call a direct dial number, you are 3X more likely to reach the person. If this is true, then why aren't more sales people data scrubbing their lists before they call their prospect?…
If you are in technology sales and you haven't implemented a "dialer" application for your company, you should strongly consider one. Over the past 3 years, by leveraging a Power Dialer (+ Gamification, + Marketing Automation, + Social123.com), we've seen…
Are you considering implementing "gamification" at your company? Do you know what gamification is? And what it can do? Neither did I, until I researched it, implemented it, and saw a 200% increase in productivity over the past year! ga∙mi∙fi∙ca∙tion…
A sales rep said on a forecast call that he was "close" to bringing a deal in. The SVP said, "you don't get paid for close in sales". How true this is. If I had a dollar for every time…
