3 Things I Did at Dreamforce 16

Score More Sales

Dreamforce 16 was my 10th – yes 10th -including the first one way back in 2003. Dreamforce is the top Cloud-Computing Conference, a giant hug-fest for all Salesforce.com and the place to meet up with as many people as possible all rolled up into one crazy week. B2B sales strategy

Revisiting the Buyers Journey


I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing community’s attention to the concept of the buyer’s journey. Sales Process Sales Methodology

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Restaurant Results // In Our Backyard

Sales Result

Sales Result has been in business since 2003, so it comes as no surprise that we’ve established some lunch and dinner favorites by now.

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How Many Days Should a Sales Manager Spend in the Field Sales Coaching?

Steven Rosen

There is a Corporate Executive Board study from 2003, it is an old study, but it had 2400 reps and found that sales reps who received up to a day or more of coaching significantly out-performed those who received little or no coaching.

Episode #095: The Problem of Friction in Sales with Nir Eyal

Jeff Shore

Nir founded two tech companies since 2003 and has taught at the Stanford Graduate School of Business and the Hasso Plattner Institute of Design at Stanford.

Episode #069: Persistence Pays with Jeff C West

Jeff Shore

Free PDF to creating Fusion – How I Raised Myself from Failure to Success in Selling by Bettger, Frank (2003) Paperback. In This Episode of The Buyer’s Mind with Jeff Shore: Jeff C West, author of The Unexpected Tour Guide, talks with Jeff about the importance of persistence.

To Show Connections on LinkedIn or Not – 2 Ways to Grow Business

Score More Sales

I was an early adopter of LinkedIn (October, 2003) – connecting with people I knew in real life, and it is still the strategy I use today. photo courtesy of Socialkickstarter. How do you use LinkedIn to grow business?

LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

I opened my LinkedIn account on October 3, 2003. Click here to view the embedded video. They say time flies when you are having fun – especially in sales. LinkedIn sent out a great email to its members which included the video you see here.

Top 10 Sales Coaching Quotes

Steven Rosen

If the players don’t trust the coach, it is a problem, and vice versa.” – Bill Parcells – Dallas Cowboys Head coach, 2003–2007.

Don’t Forget Your Old Tech Tools – Skype Is Alive and Well

Fill the Funnel

Skype has been around since 2003. It provides even more value now than it did in 2003. I have just published an updated 34-page Skype Jump-Start Guide for Business that is available as a free download.

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In Sales Are You Doing the RIGHT Math?

Increase Sales

In 2003, McKinsey released some valuable information regarding pricing and discounting. Doing the math is essential in sales. What I have learned is sometimes salespeople fail to do the “right math.” ” What is the right math you may be thinking?

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Build Sales with These LinkedIn Resources

Score More Sales

In fact, this month marks my 9th year as a LinkedIn member – October, 2003. LinkedIn is the darling of the B2B selling world right now, for a number of reasons. As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter.

How to Lose Your Sales Leader in 10 Days

Jeff Shore

Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? By Amy O’Connor. You know the one where her job assignment is to write an article for her magazine on all the things girls unknowingly do that make guys bolt?

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How to Track and Drive Productivity for Remote Sales and Customer Service Reps in 2019

Sales Hacker

employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics. The remote sales force and customer service team is officially here. The last decade has seen a staggering rise in remote work.

Is a Lost Sale Better for Salespeople Than a Win?

Understanding the Sales Force

I was on cloud nine the day after the big wins, but speechless, depressed and generally miserable for weeks after the big losses - especially the 1986 World Series loss to the Mets and the 2003 Playoff loss to the Yankees.

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How you manage makes a difference

Sales and Marketing Management

The research, completed in 2003, details how happiness extends up to three degrees of separation (for example, to the friends of one’s friends’ friends). Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology?

What’s Your “Net Promoter Score?”

Partners in Excellence

In 2003, Fred Reichheld introduced it in his HBR article: “ One Number You Need To Grow ” The concept of the NPS is simple, you ask a customer: How likely is it that you would recommend our company/product/service to a friend or colleague?

3 LinkedIn Power Tips for Sales

Score More Sales

If we are not connected, and I don’t know of you otherwise, chances are I won’t want to put you in my valuable network which I have been building on LinkedIn since 2003.

Maximize Your "B Player" Sales Talent in 2013

Sales Benchmark Index

Harvard Business Review published Let’s Hear it for B Players in 2003. Welcome to the final SBI blog post of the year! By now, HR and Sales leaders have solidified their common 2013 goals. A comprehensive talent management plan is essential.

The Surprising Benefit Of Social Selling The Best Are Leveraging

A Sales Guy

Society is creating more information every 2 days than we did from the dawn of time until 2003. Yeah, yeah, we all know about the value of social selling for top of the funnel selling. How it’s great for engaging your prospects, and potential clients.

7 signs your organization needs a sales enablement strategy


of companies back in 2003. Sales enablement is a rapidly growing trend, with the potential to significantly transform business results for the better.

The Top 50 Famous Movie Quotes (How Many Do You Know?)

Hubspot Sales

Finding Nemo, 2003. Movies can be an escape from reality or an inspiration. We often relate to the characters, situations they’re presented with, or words they speak. And many famous quotes have originated from movies.

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Sales Tips: Want Better Results? Avoid "Commission Breath"

Customer Centric Selling

He''s one of the best coaches in college football, having won three BCS championships with Alabama in 2009, 2011 and 2012, and another with LSU in 2003. Sales Tips: Want Better Results? Avoid "Commission Breath".

Combine LinkedIn and Outlook To Improve Productivity

Fill the Funnel

In order to use this new web tool, you must have Outlook 2010, 2007, or 2003 installed. LinkedIn has provided a free, easy to install web tool that connects your LinkedIn connections with Microsoft Outlook. Think of the convenience this adds by being able to: Build your network from frequent contacts. Manage your LinkedIn contacts in Outlook. Stay connected to your network. To download this free tool directly from LinkedIn, click the button below.

Sales Tips: Nick Saban and Sales - What's the Connection?

Customer Centric Selling

He's one of the best coaches in college football, having now won four BCS championships with Alabama in 2009, 2011, 2012 and 2015, and another with LSU in 2003. Sales Tips: Nick Saban and Sales - What's the Connection?

Marketing is More than Automation


In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London. There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. They discussed an intriguing idea – creating campaigns specifically tailored toward individual accounts.

Metrics to Drive Lead Generation Performance


Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies.

Start to Grow Sales ? Just Start ? See Revenues Climb ? Score.

Score More Sales

I’ve followed Seth for many years – in fact I read his essay In Praise of the Purple Cow in Fast Company Magazine in January of 2003. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Start to Grow Sales – Just Start – See Revenues Climb.

12 Must-Read Sales Books For Beginners

Hubspot Sales

Gitomer published the original Sales Bible in 1994 and came out with a revised edition in 2003. If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books.

5 Critical Things to Consider When Evaluating Lead Generation Companies


D&B —since 2003. The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

4 Ways to Use Insights for More Effective ABM

Sales and Marketing Management

Prior to Owler, Jim founded Jigsaw in 2003 and was CEO until it was acquired by Salesforce in 2010 for $175 million Author: Jim Fowler Buzzwords don’t get much buzzier than account-based marketing. Marketers in the B2B space are all about it, and there’s data to back that assertion up. SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM.

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How A Career In Umpiring Helped Me Develop My Sales Strike Zone

Sales and Marketing Management

John spent the last four years of his professional umpiring career at AAA and was invited to the MLB Arizona Fall League in 2003. Author: John Bennett, Sales & Business Development Leader with Peak 10 Sales success is about much more than converting prospects to customers.

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Expand Selling: The Requirement to Prove Realized Value

The ROI Guy

Splunk Realized Value Success At our Business Value Summit last Spring, David Caradonna and Doug May from Splunk discussed the importance of renewals to Splunk’s amazing growth success, from its founding in 2003 to a $1B+ annual revenue generator today.

Why Renew? Quantify Realized Value or Perish

The ROI Guy

At our recent Business Value Summit, David Caradonna and Doug May from Splunk discussed the importance of renewals to Splunk’s amazing growth success, from its founding in 2003 to a $1B annual revenue generator today.

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Why Renew? Quantifying Realized Value is Required

The ROI Guy

Splunk drives record revenue growth with Realized ROI At our recent Business Value Summit, David Caradonna and Doug May from Splunk discussed the importance of renewals to Splunk’s amazing growth success, from its founding in 2003 to a $1B annual revenue generator today.

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Myth Busters and Selling - No Excuses!

Anthony Cole Training


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Is Net Promoter Score still a relevant success metric?


Back in December 2003, business strategist Frederick Reichheld published an article in the Harvard Business Review entitled The One Number You Need to Grow. What is NPS? The article introduced the concept of the Net Promoter Score (NPS) and gave way to how many companies, now including the likes of Seimens, Phillips, GE, Apple Retail, American Express, along with two-thirds of the Fortune 1000, measure their brand value.

Going Global Means Going Digital


For an example of the mind-boggling complexity that is coming at us every day, let’s return to a discovery made all the way back in 2003 with the Hubble telescope. Go Digital to Go Global: How to Survive in Today’s Globalization of Commerce. It cannot be overstated that the adoption of technology is the only way to survive in today’s globalization of commerce.

Life Success, Sales Success, Management Success - 24 Thoughts

Anthony Cole Training

I was recently going through a document for our business planning that I wrote in 2003. HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call?

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The Science of Motivation

Sales and Marketing Management

Center for Decision Research, University of Chicago, 2003 Author: Tim Houlihan Why we don’t know what motivates us best. Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! I’ve got bills to pay! Sales manager: Sounds good. Thanks for the input. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps.