Conversations Drive Dreamforce

Working for an ad agency early in my career gave me the opportunity to dive into a variety of client industries. One client was the Gina Bachauer International Piano Competition, which takes place once every four years in Salt Lake City. Competitors from China to Cuba...

Emotional ROI, Part 1: The Risks of B2B Buying

What do you sell? Is it a product? A solution? No matter what you physically sell, I can tell you this: what you really sell is the pain of change. Think about it. If you’re selling a new product, you’re telling the customer that the process of learning to use and...

Trish Bertuzzi on Buying Consensus

CONSENSUS™ is conducting a series of interviews with sales and marketing leaders on the topic of B2B buying consensus. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the effect that multi-stakeholder buying groups are...

3 Things Successful Salespeople Always Do

Guest post summary from Don Cash, SVP of Global Inside Sales at BMC Software   Good sales reps close deals. They wouldn’t be on the team if they didn’t. Great reps close deals, too. The difference is that they close deals consistently. As a VP of sales, I can say...
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