There are so many flashy Salesforce add-ons, apps, and tools these days aimed at "revolutionizing" the salesperson's day. To a Sales leader, these tools are presented as complete pipeline expanding solutions. To the reps, these are the end-all be-all of hitting their number. Here's the...

We've all experienced a presentation in our careers that encourages the mind to wander. You feel guilty, snapping your attention back to the presenter as if you've just done something naughty. You squint as if this practice will hone your attention span in on what the...

"I do precision guesswork, based on unreliable data, provided by those with questionable knowledge to meet or exceed formidable expectations." -Sound familiar?   In the today's B2B sales world, winning a new deal doesn't happen without engaging conversations. It takes multiple conversations with multiple contacts in an account...

Who calls on the 5th of July? I mean, honestly. This year is a bit of an exception, because it falls in the middle of the week, but often times we assume that people will take the day after a holiday off, and that it isn't...

Relevance is time-consuming. There are droves of companies currently automating sales activities considered tedious, mundane, or otherwise. Prospecting is an easy target, because its the hardest job in which to replicate results. When you actually do get someone on the other end, it's anyones guess how...

1. “Begin by always expecting good things to happen.”  – Tom Hopkins It’s Monday, and the only way to go is up! Take a look at that first prospect of the day and convince yourself the conversation is going to go well – it most likely will.   2. “Either...