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

To someone getting into it for the first time, SEO often seems like a complicated, confusing world. In addition to ensuring that you’re targeting the right keywords and optimally structuring your site for proper indexing and navigation, you have to build inbound links, get involved on social media, and maintain positive relationships with your customers. ... 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

In the past year, I’ve seen a lot of hesitation about implementing social selling practices in B2B sales. People notice the long controversial LinkedIn conversations, the quick back-and-forth communication, and the confusing acronyms (DM, RT, MT), and think “This is just way too much to handle on top of selling. The truth of the matter ... Read Post