Loading... (0%)

Does Cold Calling Still Work?

28 January 2013

Mike Volpe (HubSpot’s CMO), Ken Krogue (insidesales.com’s President) and I will engage in a live Google + Hangout debate on this popular topic on Wednesday January 30 at 11 AM PST. To join us and watch online, visit our host’s Google + page (Software Advice’s Managing Editor Derek Singleton.) Here are some key points I plan…

The social revolution is a trust revolution

23 September 2012

“The social revolution is a trust revolution.” This statement appeared on the 9th slide of Marc Benioff’s opening keynote, “Business is Social,” during his kickoff of Dreamforce 2012 last week. It followed some compelling statistics proving that the trends toward social media adoption in business are undeniable: 1.3 Trillion in value can be unlocked through…

McKinsey on Sales Growth: Five Proven Strategies (Author Interview)

07 June 2012

McKinsey is arguably the best known and respected management consulting brand in the world. Their customers share that distinction: they are the Fortune 100, the largest and most recognized global companies. As owner and founder of a 20-year-old consulting business, I looked forward to interviewing Jon Vander Ark, who co-leads McKinsey’s Sales practice and is…

Having Trouble Hiring Inside Sales Reps? Here’s an Idea

22 May 2012

If you are building a new inside sales team or expanding an existing one, you know that recruiting good people can feel about as easy as qualifying for the Olympics. Most companies’ job postings sound alike: they seek to hire sales development /lead generation reps or quota-carrying inside sales professionals with at least 3-5 years…

Six simple, yet powerful Benioff-isms.

20 September 2011

What business leaders can learn from this often controversial, industry-changing man. As Marc Benioff’s first manager at Oracle (more years ago than I care to mention), I was like a proud Mom watching him dazzle the crowd at Dreamforce this year. Once teacher, now eager student, I filled my MacBook Air and Twitter stream with…