I’m Ashamed Of Our Government

Partners in Excellence

I’m ashamed of our government. It’s a horrible thing for anyone to express about their government–particularly when they are elected officials. But I’m sick and tired of the pettiness, bullying, taunting, selfish, and childish behaviors we see in our government. It’s not just the Executive Office, but also, of our senators, congress people, and many of the bureaucrats in all parts of the government.

WITCE Wednesdays – Government Mandates

A Sales Guy

Knowing the mandates that govern your customers can make you a fantastic partner and trusted advisor. The EEOC and OSHA are two government agencies which regulate every business in the U.S. Dodd Frank was the government’s response to the 2007 financial crisis. Are you familiar with the government regulations and mandates affecting your clients? I’ve missed a couple of WITCE Wednesdays, my bad — sorry!

Small Business Gets a Tax Boost from the U.S. Government

No More Cold Calling

On the one hand, the government in the United States supports small business, and on the other they wanted us to comply with ridiculous reporting to bog us down. I’m not a political person—sometimes that’s to my advantage and sometimes not.

14 Ways Buyers Want to Feel

The Sales Heretic

Whether you sell to businesses, governments or consumers, your buyers go through a variety of emotional states during the sales process. Sales business buyer consumers government objections product prospect service You’ve heard before that all buying is emotional.

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All Companies Who Interact With European Citizens Must Check Architecture For Compliance With New Data Rules

Hubspot Sales

Big Data CTO Cyber Security Government NewsThe European Union's (EU) General Data Protection Regulation (GDPR) is the most important change in data privacy regulation in 20 years. This is not just important for firms that operate in Europe, but any firm that interacts with European citizens. Any company that holds data on EU citizens must comply. The new rules were approved […].

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Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

Smart Selling Tools

Strong Process and Content Governance – Customers with strong process and content governance for sales enablement tend to have sustained momentum in adoption and usage.

The Internet is Under Fire – What does that Mean for AI?


Largely unchecked and unburdened by government regulation, the pace of innovation has been amazing, and the services, products, and applications from the digital era have taken on a life of their own. Are some government regulations a necessity or inevitability? Does the government have the speed, agility, and technical acumen to enact effective legislation?

Words of Thanksgiving From the Past To Be Remembered

Increase Sales

In observance of Thanksgiving here in the United States, here is the speech delivered by President George Washington on October 3, 1789 in New York City.

How Your Sales Leads May Be Starving Your SMB

Increase Sales

Without sales leads, sales revenue is not generated to pay the vendors, the employees, the overhead, the government and most importantly you, the SMB owner. Sales leads happen in all seasons.

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SiriusDecisions Summit 2014


While the US Government experimented with this concept as early as the 1910s, it was not until 1955. Last week I attended the SiriusDecisions Summit in Orlando. This was my third summit and I have enjoyed them all.

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)


Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market.

From 50 Employees to an $11 Billion Valuation, This Lyft Exec Has Seen It All

Hubspot Sales

In 2013, Veronica Juarez left a longtime career in state government to take a chance with a one-year-old ride sharing company called Lyft. Juarez was tasked with helping local governments understand the unique benefits Lyft could bring to their constituents and hometowns. “I

The Collision of Workplace Culture and Business Ethics

Increase Sales

A culture is the collective behaviors of all individuals be it a small business (workplace) to a local community government. Unfortunately, government cannot legislate morality as evidenced by prohibition. Small business owners work very hard to maximize their profit dollars.

Forms Follow Function

The Sales Leader

Yes, it was an event designed to improve the experience of filling out government forms. government to coordinate innovation across city agencies. government. government agencies to identify forms that could use a redesign. Successful Formula D.C.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]


Number of State and Local Government Community Hospitals. Number of Federal Government Hospitals. A few years ago the Federal Government count of 213 would have been a non-starter for ABM.

Why Go Along to Get Along Isn't Effective Leadership

Increase Sales

Lately I have witnessed a lot of “go along to get along” behaviors by local government leaders especially. Regardless of organization, many in leadership roles embrace the “go along to get along” philosophy. The problem with this belief is it demonstrates a lack of effective leadership. Effective is doing the right thing. In doing the right thing, leaders must first know what the right thing is.

To Discount Or Not?

Sales and Marketing

There are simple (but frequently forgotten) rules that govern discount decisions. There are simple (but frequently forgotten) rules that govern discount decisions. Issue Date: 2013-02-25. Author: Ramez Naguib. Teaser: Salespeople constantly push for discounting to reel in business. Salespeople constantly push for discounting to reel in business. read more

A Few Thoughts on Facebook, Data Protection and CRM


And though more government regulation is likely coming, this heightened focus on data protection and privacy is a more than just a compliance issue. Perhaps you’ve been in the camp of believing that the tech industry’s heightened focus on data privacy and GDPR is a little overblown? If so, I understand. At times, GDPR compliance has seemed like a major inconvenience and nothing more. It’s easy to fall into that mindset until something significant happens.

What is Money Worth to You, Your Customer and Congress?

The Sales Hunter

government, along with most other governments, has been struggling with the issue of not enough revenue to cover the expenses. To Congress and their perspective of looking at the big picture, that amount is enough to keep the government going for only about 2 hours.

5 places your inbound funnel is bringing in bad customers


If a government agency came to Close.io, they might be put off by our language and Arrested Development references. Every smart sales rep knows you can’t go out and sell to just anyone. You have an ideal customer.

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How Market Research Can Improve Sales


Any company that wants to remain competitive in today´s market, which is characterized by a globalized economic world should be governed by customer demand, the market itself, and and organizations own capacity to respond and adapt to these requireme

Would You Like to be Selling Guns Right Now?

Understanding the Sales Force

If we have to put the blame somewhere, let's put it on our dysfunctional, bought and paid for, corrupt government and the media that amplifies the outrage, and let's fix it.

Why Prime Minister May Still Lose His Job – Tony Abbott’s Failing

Tony Hughes

He highlighted that the current government has inherited a debt crisis. Australia has 20% higher debt per citizen than Greece and the daily interest bill for government is $37,000,000. I was chief head-kicker for a while in the Howard government and I made lots of enemies as a result.

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

A little bit about Serena: Serena has been a business and information technology leader for more than 25 years across corporate, non-profit, and government sectors. Creating an IT Governance strategy.

New Directions for Medical Device Sales Reps: Carpets vs. Clinics (Part 1)

Corporate Visions

Both government and private insurers are moving away from fee-for-service models. Sarah can’t close enough deals to meet her goals. A medical device salesperson with a history of exceeding her quota, she has plenty of pipeline, but most of her deals are now getting stuck.

Keep Calm and GDPR On: How Marketers Can Comply with GDPR

DiscoverOrg Sales

The GDPR does not just govern sensitive personal information like health records (as is the case with HIPAA in the U.S.); rather, the GDPR governs all information relating to an individual. This post if for informational purposes only and not for the purpose of providing legal advice.

Don’t Hit the Wrong Button…Why the User Interface Matters


Granted, government technology has a reputation for being decades behind what users are used to outside of work. As I’m sure you have heard by now, an emergency alert notification sent out over the weekend claiming a “ballistic missile threat inbound to Hawaii” was a false alarm. Pushing the “wrong button” was the explanation provided in an official timeline for that false warning. In truth, it’s a bit more complicated than simply pushing the wrong button.

Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

Arts & Entertainment, Construction, Human Resources, Legal & Government, and Real Estate have the highest open rates. Legal and Government: 44%. What is the average email open rate for legal and government companies?

Consensus Style Leadership Is Leading from Behind

Increase Sales

Sometimes business leaders or those in government and even in families must lead first, must make those tough choices, those hard decisions even though they know their actions will upset someone if not many. Margaret Thatcher is quoted as saying “Consensus is the absence of leadership.”

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How to Setup Your Sales Process to Get More Sales


But in cases such as government contracts, it might be entirely normal to get from lead to closing the deal many years down the line. What is the Sales Pipeline?

Compromise the Achilles’ Heel to Authentic Leadership

Increase Sales

This sacrifice is often witnessed in all aspects of our lives from family, school, church, business and government. Do you believe in compromise? How do you define compromise? For those in authentic leadership roles, this word may potentially become their Achilles’ Heel.

Who We Serve. Why it Matters.


Here’s a sampling: Multiple civic platforms designed for various government entities. I spend a lot of time on the phone every day, talking to sales and marketing leaders—including prospects. I’m often asked what kind of companies PointClear serves. The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers.

The 4th Industrial Revolution Will be Televised


When pressed on what should be done about that, both said that retraining employees to do new jobs will fall on both the government and employers (Google recently announced a $1 billion retraining program). “AI is one of the most important things that humanity is working on. It’s more profound than, I don’t know, electricity or fire,”. Sundar Pichai, CEO of Google. Prometheus, Ben Franklin… Google???

Managed Attrition: A Dilemma

The Sales Leader

This morning on CBC Ottawa radio it was reported that more people want to leave their government jobs than are being asked to. And, in many cases there is no overlap between those who want to leave and those that have been given notice to leave. Observations from the real World

Sale Quiz — Winning Strategies for Large Enterprises

The Sales Leader

The rules governing enterprise sales today have changed…dramatically and you need to be prepared to think like a business person — not just a sales person. Selling at the enterprise level is different compared to other levels.

Sale Quiz — Winning Strategies for Large Enterprises

The Sales Leader

The rules governing enterprise sales today have changed.dramatically and you need to be prepared to think like a business person -- not just a sales person. Selling at the enterprise level is different compared to other levels. Take the sales quiz and see what that entails! Video Sales Quiz

Guest Post: Travel Price Forecast 2013

Jonathan Farrington

This is due to a new carbon tax implemented by the Australian government which airlines are passing on to customers. In addition, fuel prices are heavily regulated by the government, which produces a higher cost to the carriers that inevitably ends up getting passed through to customers.

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What Happened to Permission Based Marketing?

Increase Sales

” My sense it is a feel good action for the person unsubscribing and possibly may meet some marketing association or government policies. Each day in my email inbox, I receive many unsolicited emails from SMBs and organizations that do not interest me. These entities obviously ignore permission based marketing and rely on buying lists from other unethical firms. When I first started developing my email lists over 10 years ago, I signed up with AWeber.

You Do It Now – They Can Talk Later – Sales eXchange 201

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Last Wednesday May 15th, I had the opportunity to be on the Charles Adler show.

The Most Overlooked Job in Sales Operations

Sales Benchmark Index

Click here to get your Guide to Sales Data Governance. Data without governance or stewardship will lead to bad decisions. Download the Guide to Sales Data Governance today. Recently, I''ve been working with a client to analyze their customer data.