Looking at the calendar, Dreamforce is fast approaching. Ah, another chance to gather together with 180,000 of my closest friends in San Francisco to explore where the world of sales is heading. To all my sales colleagues who will be in attendance, may I offer...

As we enter November, two important things are happening in the world of sales. First, organizations are focusing on ensuring that 2017 ends strong. Regarding that objective, we wish them well. Second, companies are also working diligently to determine what the revenue targets will be...

The premise for the formula is that any time you want to inject change into an organization, which sales transformation clearly qualifies as, you have the potential of encountering the R in the formula, which stands for Resistance. I have long disliked the assumption that...

As sales organizations mature, they inevitably decide to segment their customer base. In this blog, we’ll define customer segmentation as categorizing clients/prospects into groups with similar characteristics.Customer segmentation, in theory, allows the sales team to focus more precisely on discrete parts of the client base....

Sometimes the best insights start as a joke. In facilitating a meeting of marketing and sales executives at a high tech manufacturing firm, the focus of the conversation started to center on the challenge of filling a sales territory pipeline. Marketing articulated the process they...