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

The Salesperson Mindset: Speed of Technology Adoption


Between 2000 and 2003 it jumped again, averaging 3.6 For sales today, a mindset is at least as important as a skillset. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility , individuality , security , freedom and Network Selling.

Trending Sources

NPS: Out with the Old, In with the New

The 1to1 Media Blog

In 2003 author Fred Reichheld introduced 'the ultimate question in his Harvard Business Review article "One Number You Need to Grow." Answers to the question, "What is the likelihood that you would recommend company X to a friend or colleague?" proved to be so powerful in predicting customer behavior and customer loyalty that the question became known as Net Promoter Score and served as a key growth indicator for leaders.

Understanding Your LinkedIn Company Page Analytics [VIDEO]

Vertical Response

Unless you have closely followed its evolution since launching in 2003 , you may have missed some updates. Most people know LinkedIn as the premier social network dedicated to business. One of its key evolution points was the launch of Company Profile Pages in March of 2008.

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.

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.

Toward Greater Decentralization: Results from the 2015 American Time Use Survey

The Productivity Pro

Bureau of Labor Statistics interviewed 10,900 Americans from all walks of life for the American Time Use Survey. ( ) Since 2003, the BLS has released the results of the previous year’s survey late the following June. This percentage has risen steadily from 19% in 2003.

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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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.

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?

How to Build Your Social Brand

Score More Sales

I started blogging with a Typepad account in October of 2003. LinkedIn was new in 2003 and I put my profile on LinkedIn in October. Online visibility helps build your personal brand as a seller, and your company brand as a trustworthy and helpful organization.

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.

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.

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.

The Top 10 Do’s and Don’ts of Email Marketing


Congress passed the CAN-SPAM Act in 2003, and this law outlines several restrictions that apply to email marketing. From planning your schedule to crafting your emails to fretting over subject lines, there’s a lot that goes into an email marketing campaign.

Why Should I Do Business With You?


Recently I came across an extensive survey, by brand consultancy Emergence, done way back in 2003. How’s Kmart done since 2003? What’s in a slogan? Not much apparently.

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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".

Social CRM is dead.

Brian Vellmure

So, let’s say its 2003 and that you’ve done all of that perfectly. In early 2010, Bob Thompson, CEO of Customer Think asked the question “Can you do “Social CRM” without Social Media/Networks?” ” I declared then (and prior) that Social CRM would soon go away and just go back to being called CRM.

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.

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The 2016 American Time Use Survey: More and More, Home is Where the Work Is

The Productivity Pro

Since 2003, ATUS survey has shown Americans are working increasingly longer hours, while leisure time decreases and sleep, housework, self-care, and family-care patterns remain substantially the same. In 2003, the first year surveyed, the number of was 19% and for 2015 it was 24%.

Neuroscience Confirms We Buy on Emotion & Justify with Logic & yet We Sell to Mr. Rational & Ignore Mr. Intuitive

Insight Demand

i] Interview Mahoney & Zaltman, “The Subconscious Mind of the Consumer (And How To Reach It)” Harvard Business Review, Jan 13th, 2003. [ii] Harvard Business School professor Gerald Zaltman [i] says that 95% of our purchase decision making takes place subconsciously (aka System 1). [ii]

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.

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.

Organizational Skills: How to Process Email and Deal With Information Overload

The Productivity Pro

You will get a reminder when the email isn’t in your in-box (Outlook 2003). I was reading an article in Information Week appropriately titled, “Eaten by the Email Monster.” link]. It links to several useful articles on how to handle information overload.

It’s the Law: 7 Email Marketing Rules You Should Know

Vertical Response

Back in 2003, President George Bush signed the bill into law in an effort to stop the onslaught of spam that landed in everyone’s inbox. Did you know there’s a law about sending emails? It’s called the CAN-SPAM Act.

3 Influencers to Follow When Building Your Brand

Vertical Response

In 2003, Beth was hired by GE to help increase GE’s brand value. When it comes to developing a strong brand, it’s important to be ‘in the know’ with current trends in marketing and advertising strategies to help create and sustain a consistent brand voice.

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Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

Copyright © 2003 EBSCO Publishing). Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics club.

Q&A: Looking Beyond Net Promoter Score

The 1to1 Media Blog

Net Promoter Score (NPS) - which measures the likelihood of a customer to recommend a company a friend or a colleague - has provided businesses with a lot of benefits since it was first introduced by Fred Reichheld, Bain & Company, and Satmetrix in 2003.

Driving Customer Advocacy in a Social World: Reflections from #SocialShakeUp

Brian Vellmure

Markets will gobble you up as evidenced by the struggling list of the 65 US companies that were on the Fortune 500 in 2003 and are not there today. We tapped on the window of a disinterested taxi driver and asked if he would take us to the stadium.

4 Ways to Use Insights for More Effective ABM

Sales and Marketing

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.

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

Sales and Marketing

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.

Link-up with LinkedIn - a prospecting tool many ignore

Buyer Zone's Lead Generation Blog

Since it was founded in 2003, LinkedIn has skyrocketed to more than 150 million users worldwide, presenting a massive prospecting resource for knowledgeable sales people to tap into.

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.

Blog Wars: WordPress, Blogger, Tumblr – Which Platform Rules?

Vertical Response

Let’s battle it out: WORDPRESS – established 2003. In 2003, Blogger (owned by Pyra Labs at the time) was acquired by Google, and by 2006, all Blogger accounts were migrated to Google servers. TUMBLR – established 2003.

A Small Biz Guide to Digital Marketing Acronyms

Vertical Response

CAN-SPAM: Controlling the Assault of Non-Solicited Pornography and Marketing Act of 2003 is a law that was passed in the U.S.

What My 2-Year-Old Has Taught Me About Setting Sales Quotas

Tech Bytes

But as I was discussing my goal, I could almost hear the echo of myself setting the same goal last year, and the year before, and every year since I ran my last marathon in 2003. A few weeks ago, I kneeled to help my younger son blow out his birthday candles.

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7 Email Testing & Delivery Tools for a Biz on a Budget

Vertical Response

Email on Acid offers a free version that shows what your email looks like in Gmail and Outlook 2003, plus they take a look at your HTML and let you know if there are any issues.

ATUS 2012: America’s Personal Productivity Stats

The Productivity Pro

Every year since 2003, the U.S. “The American work ethic is something to be admired. Our workforce, regardless of position, works hard to produce the best product and serve customers to the best of their ability.” ” — Leonard Boswell, U.S.

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.

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