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Articles

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How to pollute your sales ocean, one technology at a time

Have you ever had a slip of the tongue that reveals an insight? On a call with one of my team members recently, we were talking about the sales world’s overly complex landscape of technologies, and I wanted to talk about point solutions, but what I said was, “point pollutions.”

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You need to know how Salesforce is stealing your budget

For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.

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How to outrun the coming avalanche in the sales training landscape

I love to ski. It’s one of my top “flow” activities, and I especially love the alps, which has some of the best ski slopes in the world. But as any skier knows, it’s a sport with some very specific risks. One of the most dangerous things that can happen, is to get caught in an avalanche.

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If the right thing doesn’t exist… make it!

Twenty years ago, I told my family I wanted to buy a piece of bare land and build a house on it. My wife thought I was crazy.

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How to handle the many-headed hydra of sales technology

In ancient days, there was a great sea serpent with sharp teeth, poisonous breath, and many heads. It was called the hydra, and it terrorized all who came near.

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Software pricing is annoying but it doesn't have to be that way

What follows is not a true story, except that it is.

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Why sales content needs to be integrated to your CRM

Getting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over.

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Sales Playbook and CRM Problems - What the Data Tells Us

I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste.

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How to make your sales strategy practically plug and play

Every year, sales organizations pour millions of dollars and tens of thousands of hours into developing sales strategies, and then sticking them in a binder on a shelf and ignoring them.
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