170,000 people in San Francisco and 15 million people worldwide tuned into hear Marc Benioff, CEO of Salesforce.com, give his keynote ‘Be a Customer Trailblazer’ at Dreamforce last week. If you haven’t watched yet, the full video of the SFDC Dreamforce Keynote 2016 is here. I wanted to share some of the big thoughts and trends if you […]
Be a Customer Trailblazer (SFDC DreamForce Keynote 2016) Read More »
October is here. And for many companies whose fiscal year follows the calendar year it means its… QUARTER FOUR. The ultimate quarter. The last chance to make goals. The final push. Many sports have four quarters – American football, basketball, field hockey, netball, etc. In these sports right before the fourth quarter, or often at
Quarter Four… Get in the Game! Read More »
Most people in the sales world are pretty familiar with the Glengarry Glen Ross quote ‘Always be Closing’. It really is a great clip. Recently I asked some readers of this blog about problems facing sales organisations. If you haven’t yet answered, see how your answers compare to others below. [poll id=”3″] As you can
Always Be… Learning? Read More »
I recently had a lunch where the topic of targeted account marketing (TAM) came up. This is also known as account based marketing (ABM) and has become a key focus area for sales and marketing ops teams in recent years. According to Sirius Decisions, and its State of Account-Based Marketing survey, 92% of marketers now
Account Based Marketing Read More »
I’ve read a number of interesting articles lately on the topic of millennials in the sales and marketing world. Some Reading Earlier this year I read a great article from Xactly’s Jordan Scott on the topic of motivation. Recently I read SiriusDecisions’ Alan Gonsenhauser piece on Tips for CMOs to get the most out of millennials. Some
Leverage Millennials to Transform Your Sales Org Read More »
Most companies have a web of acronyms and company-specific terminology, a special ‘in club’ of sorts. When used correctly this special language can help cultivate a unique company culture. However, when it comes to approaching the market and integrating new hires, standardised language around roles and responsibilities can avoid unnecessary confusion. A rose by any other
When people ask sales operations questions on most topics I usually temper my answer with comments such as ‘but it depends on your organisation’ and ‘there’s not always a best answer for everyone’. However, there are a few topics areas where I really do think there is a best way to go about things and
Incentivising Sales Operations Read More »
Young children are not afraid to fail. Watch any small toddler learning to walk – they crash, they fall, and often it looks pretty painful. However, the pace at which they improve is mind boggling as they are always pushing the envelope and pretty soon they are skipping and dancing. As we get older we often continue to
Swiping Right and Taking Chances in Business Read More »
A friend told me about Evernote the other week. She was penning a grocery list for the festival we were headed to over the weekend and explained this way, we could add things to the same list. My initial reaction was ‘pretty cool’, so I downloaded and we made our list and off we were.
Ten years ago not many business professionals had heard the term ‘sales operations’ and if so, it was a function reserved for large multinational corporations. With B2B sales becoming an increasingly complex and longer process, sales operations has proven to be a valuable function for organisations of all sizes. Recruiters in the US and UK
Setting up a New Sales Ops Function Read More »
Sales Operations is a crucial function for any sales organisation looking to grow, scale or perform more efficiently