Recent Posts

No One Likes the “Just Following Up” Email: Here's How to Avoid It

No One Likes the “Just Following Up” Email: Here's How to Avoid It

Most sales and business professionals have had the experience of placing a sales call or email pitch and hearing nothing back. The resulting follow-up email is crucial for making or breaking a relationship with a potential client. This article outlines four major mistakes to avoid when creating a follow-up email.... Read More»

Creating a Proactive Customer Experience

Creating a Proactive Customer Experience

My last blog addressed moving from Customer Relationship Management (CRM) to Customer Experience (CE) management. This blog will show how to make your CE proactive. Being proactive means controlling the situation by causing action rather than waiting to respond to an event. Being proactive usually cuts response cost by two-thirds.... Read More»

The Way of the Productive Road Warrior: Advice for Newbie Business Travelers

The Way of the Productive Road Warrior: Advice for Newbie Business Travelers

If you travel for work, you already know that business trips are anything but vacations; but maybe you’re relatively new to business travel. Here are the things I wish someone had told me before I hit the road, almost 25 years and 1.5 million miles ago. All too often, business... Read More»

Why Most B2B Marketing Videos Don’t Support the Buyer’s Journey

Why Most B2B Marketing Videos Don’t Support the Buyer’s Journey

Most B2B marketing videos do not support the buyer’s journey because they are product-centric. They accompany product introductions, reside on product pages and are featured in product promotions. Most B2B videos are designed for the “awareness” phase of the buyer’s journey—that is, “Introducing (ta-da!) Cloud Security v.3.0!” These overview “explainer”... Read More»

A Hidden Treasure at Dreamforce: 30+ Sessions on Security Best Practices

A Hidden Treasure at Dreamforce: 30+ Sessions on Security Best Practices

I have attended slews of tech conferences throughout my high-tech career, some more rewarding than others. My experiences have ranged from “dazed and confused” to fully engaged and satisfied at the end of the conference. Looking back, I realize the key element to my positive experience was just a little... Read More»

Reimagine Your Customer-Acquisition Process

Reimagine Your Customer-Acquisition Process

It’s now commonly accepted that the majority of today’s B2B buying process is completed before vendors are even aware that there is an opportunity. Buyers are staying invisible while they complete research and answer their own questions. Imagine that! Or better—reimagine what you can do about it so more B2B... Read More»

How More Salespeople Can Become Top Performers

How More Salespeople Can Become Top Performers

It’s a long way to the top in any competitive field, and the sales profession is no exception. Salespeople and organizations are tested every day, challenged to achieve and sustain a competitive advantage in front of customers. A relentless quest to improve and constantly get to the next level is... Read More»

How to Keep Your Marketing Machine In Line With Sales

How to Keep Your Marketing Machine In Line With Sales

As Director of Marketing at AG, there are multiple things I’m responsible for in both marketing and sales departments. One large component of a successful business that some companies seem to miss is bridging the communication gap between sales and marketing departments. Here are 4 tips on how to encourage... Read More»

When It Comes to Positioning, Don't Mix Messages

When It Comes to Positioning, Don't Mix Messages

As a sales professional, how do you describe your “value” or the value of your solutions? When it comes to creating their organization's positioning statements, many sales and marketing executives either forget or fail to realize that the mind likes it simple. Take, for example, the following positioning statement, which... Read More»

Dreamforce Highlights Mobile, Platform, and Community Tech

Dreamforce Highlights Mobile, Platform, and Community Tech

Companies worldwide have built their business on Salesforce. With the Salesforce1 Mobile App, the Salesforce1 Platform and the recently announced Community Cloud, companies have a growing arsenal of tools to increase business, capabilities and communications. At Dreamforce, you can get familiar with these three overlapping products. Here’s how: 1. Get... Read More»