The Evolution of Salesforce Automation

Published on January 9, 2012

It’s no secret that sales force automation (SFA) was dreaded not too long ago. But it…

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Why you should put some sales tasks on auto-pilot

Published on October 24, 2011

For any airplane pilot, the auto-pilot is a valuable companion. It can automate routine tasks such…

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Moneyball: Lessons for putting together a winning sales team

Published on September 23, 2011

The movie Moneyball opens today to some great reviews such as this one at Sports Illustrated. I…

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How predictive analytics adds value during & after selection of your CRM system – Part 2

Published on August 25, 2011

Yesterday we posted the first tip of how to use predictive analytics to make your…

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How predictive analytics adds value during & after selection of your CRM system – Part 1

Published on August 24, 2011

Customer Relationship Management (CRM) systems are the currency of customer-sales interactions. Effective, simple CRM software helps…

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Customer life stages, predicting customer outcomes and applying corrective actions: Three metrics to measure ROI

Published on August 2, 2011

Customer life stage is the standard bearer of segmentation. Customer stages like “new,” “active,” “lapsed”…

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Three tips to making the difficult calls to B2B customers

Published on June 28, 2011

This post was inspired by a recent entry on The Sales Blog that discussed how it’s…

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Fun + Games = Sales Productivity?

Published on April 19, 2011

People like fun n’ games. If yours is like most sales organizations, there are programs or motivational…

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Sales and Marketing Alignment: Would you put your livelihood in the other guy’s hands?

Published on February 7, 2011

In a recent issue of BtoB magazine, sales and marketing alignment was the subject of a…

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Top 10: Performance issues that keep sales managers up at night

Published on November 21, 2010

One of the hottest recent Q&A topics at the Focus.com Sales forum dealt with this question:…

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