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  • Power to the Buyers
    Issue Date:  2014-10-15 Author:  Frank Visgatis Teaser:  Recent changes in the selling landscape are in response to new buying behaviors. Those companies that can better align with these new buying approaches will enjoy a sustainable, competitive advantage. Recent changes in the selling landscape are in response to new buying behaviors. Those companies that can better align with these new buying approaches will enjoy a sustainable, competitive advantage. read more
    in salesandmarketing.com
  • Employment Relationships in an Age of Rootlessness
    Issue Date:  2014-09-01 Teaser:  The traditional model of lifetime employment, so well-suited to periods of relative stability, is too rigid for today’s networked age, Reid Hoffman, cofounder of LinkedIn and two co-authors examine how to make this work for your company and your teams in “The Alliance: Managing Talent in the Networked Age” (Harvard Business Review Press). The traditional model of lifetime employment, so well-suited to periods of relative stability, is too rigid for today’s networked age, Reid Hoffman, cofounder of LinkedIn and two co-authors examine how to make this work for your company and your teams in “The Alliance: Managing Talent in the Networked Age” (Harvard Business Review Press). read more
    in salesandmarketing.com
  • Join Me at Dreamforce 2014
    If you're planning on being at Dreamforce this year, I'll be speaking there. This event is huge. Last year 130,000+ people came from around the world. Put on by SalesForce.com, it is THE EVENT for people in the sales space.  I'm speaking on Wednesday morning. Here are the details: #1 Competitive Edge in Today's Sales World October 15th, 9 am PT (Wednesday) Marriott Marquis, Yerba Buena Salon 7 With today's escalating buyer expectations and ever-changing business environment, it's tough to stay at the top of your game. I kick off the session with a focus on the singular skill that virtually guarantees a successful career.
    in Top Sales World
  • Personas Risk Leading Your Messaging Astray
    Issue Date:  2014-09-01 Author:  Tim Riesterer Teaser:  Marketing departments are increasingly using personas — fictional characters that embody all the traits of their prospects - to guide the creation of relevant sales messages. But a number of a personas are not addressing the real decision-making triggers and are leading messaging astray. Marketing departments are increasingly using personas — fictional characters that embody all the traits of their prospects - to guide the creation of relevant sales messages. But a number of a personas are not addressing the real decision-making triggers and are leading messaging astray. read more
    in salesandmarketing.com
  • Meeting at DreamForce 2014
      K, I’m gonna be at Dreamforce the week of October 13th.  If you’re gonna be there let’s connect. My favorite part of Dreamforce isn’t the Keynotes, or the sessions. My favorite part of Dreamforce is connecting with the attendees. Today’s world is more virtual than ever. Our sphere is bigger than it’s ever been, […]
    in Top Sales World
  • Selling on Top of the World
    As you can imagine, I am often asked by sales leaders anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics, where are their strengths, and what differentiates them? Over the past twenty-five years I have trained and developed more than one […]
    in Top Sales World