Editor”s Note: Believe it or not, we are closing the curtain and sweeping up the stage after yet another year! We’ve seen many advances and surprises in Sales in 2014—but judging by the predictions of our panel of experts, next year promises to bring some more unexpected drama to the Sales landscape.  Here”s what our ... Read Post

You ever notice how software companies over-promise (a lot) with features based on coding complexity and what their developers think is really hard to pull off? Well, I’m not a coder, and my guess (given our audience) is that neither are you. So, what I’m about to say is biz, busy, business-centric to the core. ... Read Post

Re-Envisioning CRM: Introducing Elements Like any other software developer, we have always numbered each new release. After eight years of programming, we have had more than 28,000 builds and 7 major releases, numbered 1 to 7. Today’s major announcement, though, breaks from the numbers to a name — Elements. We thought it was time to ... Read Post

If I’ve learned anything from over a decade of guiding companies through evaluating and selecting the right sales training provider, it’s that luck and superstition have no place in such an important process. That’s why business leaders who don’t shy away from following these 13 best practices are consistently successful in their efforts to engage a ... Read Post

Recently I was interviewing Tim, a busy business development rep, as part of my assessment for a new client.  Tim confided in me that his first calls were not going as well as he had hoped. Although he had names and titles of people to call, and did his research, he was not able to ... Read Post

For the past 3 years Dan Bernoske has been in high demand as a sales and marketing consultant with Sales Benchmark Index (SBI), with a focus on helping B2B companies attain their revenue goals. Prior to SBI, Dan held business development, sales, and product management leadership positions at several start-up companies developing Apple iOS platforms ... Read Post

The first time I used this negotiating technique, I made $18,000 in seven seconds. Since then, I’ve used the technique about 20 times, increasing my lifetime income by at least $250,000. Here’s the trick: Keep your mouth shut. The first time I did this was when I was offered a job at a Fortune 100 ... Read Post

Over the past year, there has been a dramatic rise in interest about omnichannel sales & marketing, so here is a primer for our blog community. What is “omnichannel”? It’s a total shift in the concept of sales & marketing. An omnichannel approach to marketing means taking a formerly linear process and adapting it to ... Read Post