Are You Building a Community?
I made many observations at Dreamforce 2016. One of the major points I noted about Dreamforce is that they have built an entire community around customer success and Salesforce.com.
Keep Your Foot on the Gas | Sales Tips
What are you doing to shorten the time between when you get someone to say yes and when the order actually comes in?
New Course, New Thinking
It was as hot as a summer’s day can get and my 5 km run was not going well. Starting out that morning, I had set two ambitious goals for …
Live from Dreamforce, Day 4: Stop Selling Like It’s the 70’s!
Haven’t I said this before? Today I attended the Salesforce for Sales keynote. Thanks to the Sales Cloud team, Tim Clarke specifically for the great VIP Seating. I have to …
Live from Dreamforce, Day 3: The Power of Community
It was a gorgeous day in San Francisco today and another busy day at Dreamforce! I spent the day with Adobe in the Adobe Sign Signature Lounge shooting video and …
Live from Dreamforce, Day 2: Embracing the Future
Interesting observational research moment today during my session at Dreamforce. In a room full of 400 sales professionals, I made the case that there is no more B2B or B2C …
Live from Dreamforce: Be Your Best, Be A Trailblazer
I’m live at the largest tech show in the world this week. That can only mean it’s Dreamforce! With 160,000 registered attendees all working in or in support of sales, Dreamforce …
You Need to Do This, Every Day | Sales Tips
The very best habit I ever developed as a sales rep was this single habit:
Hosting Workshops? Environment Counts.
This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world …
All Hands on Deck
You’ve heard the naval expression before: “all hands on deck.” It neatly sums up how teams of people with a range of responsibilities unite to do one job: to keep …
When a Pricing Objection Isn’t | Sales Tips
I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection …
Wells Fargo: What Happens When You Set Targets Based on Rhyme Not Reason
I’m not ready to stop sharing the Wells Fargo fiasco and what it means for us as professional sellers. Today, we are hearing about sales targets. The average American has …
