The most important training in your 2015 sales kick-off (SKO)

SKOFor many sales executives, this is the busiest month of the year and for more reasons than you might think.  They’re trying to close out the year strong.  They’re building projections and budgets for the new year.  And they’re planning their early 2015 sales kick-off (SKO).

Many of those SKO meetings in January and early February will feature product updates, methodology training, selling skills and more.  But I could argue that the single-most important component of 2015 sales kick-offs, the piece that ties everything together and makes everything far more likely to succeed, is productivity training.

I’m not talking about CRM process.  This isn’t about filling out the right forms and contracts and procurement paperwork.

It’s the basics, and it’s never been more important.  I’m talking about email management, calendar management, time management, task management.

Your sales reps are under more pressure than ever before. They’re being bombarded with more information, more requests, more distractions than ever.  Their ability to cut through the clutter and keep themselves organized, disciplined, focused on what’s most important to hit their number and exceed quota – that’s what could very well make or break 2015.

You can get a bunch of best practices and templates from our Productivity Best Practices Guide here.  And if you’re really interested, I’m happy to share a sample productivity best practices SKO presentation that might work for your sales team next month.  Just email me for a copy.

Five tips to find your next top sales rep on LinkedIn

hiringsalesThe people you really want to hire probably aren’t looking. They’re not trolling Craigslist.  They’re already gainfully employed. It’s your job to find them, convince them you have greener grass, and win the conversion.

This applies to jobs in all functions, sales included.  And there may be no better, single window into which candidates are more likely ideal candidates for your open positions than LinkedIn.

Sure, it’s user-generated content.  But the candidates you want aren’t going to lie.  If you aren’t already using LinkedIn to seek candidates for your sales department, you may be wasting a ton of time fishing in the wrong ponds.

Here are five specific tips I’ve found work quite well to filter and identify the best potential job candidates on LinkedIn:

1. Used Advanced Search to filter for background, function & experience.
This sounds fundamental, but I find it’s rarely used.  For Sales Navigator customers,  you get an additional wide range of search criteria to further narrow results.  Plus, you can set up saved searches for these criteria, and be notified as often as daily to see new people that meet that criteria.

2.Use common connections as early reference checks
If you see someone you like, get back-door reference checks immediately. If you know the skills & attributes you’re looking for, confirm these candidates have them from previous jobs before you waste your time on interviews, or even phone screens.  It’s easy to sound great in an interview thread, but for sales especially those past experiences, colleagues and managers are worth their weight in gold.  And if you’re well networked in an industry or geographic area, it’s likely you and the potential candidate have someone in common or at least someone as a second connection that can give you some commentary.

3. Scan testimonials for signs of desired attributes
Look for signs of customers, colleagues and even prospects who speak highly of the candidate.  Look for examples of your core values, and/or the core selling skills and attributes you train and hire for.  You can even add these keywords as components of your overall Advanced Search.

4. See who clicks back on your profile page
When you find a candidate that you like, click on their profile so that your own profile shows up in their “who’s viewed my profile” data.  If they’re an active social seller, they’ll review that daily and likely come check you out as well.  Social selling isn’t the be all, end all in determining who will succeed or fail, but knowing someone has a baseline of social selling skills at least intimates that they’re practicing agile selling skills.

5. Profile the best social sellers, and look for those with similar attributes regardless of industry
It can be a slippery slope to limit your search primarily or exclusively to those who have industry experience.  Instead, what if you built your search based on those most active on LinkedIn?  Those with a higher volume of updates, a higher volume of testimonials given, or a higher volume of engagements with others across LinkedIn (their connections, comments in communities, etc.).  These signs of social engagement may be further indication that the candidate is not only staying on top of what’s most relevant, but also willing to learn what it takes to succeed and sell in any environment.

 

Matt’s App of the Week: Farmstr

appoftheweek-300x284This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here.

Full disclosure, I’m working with these guys to help accelerate awareness and sales especially during this holiday season, but I’ve been a customer of theirs for a long time before that and love what they’re trying to do, both to improve the lives of small producers and healthy eaters.

In essence, Farmstr is a marketplace between consumers who want better, cleaner, locally-sourced food, and the small, local producers who otherwise can’t compete even in the organic market against larger, institutionalized farms and ranches.

The diversity of food you get access to on Farmstr is immense.  Want fresh produce?  Easy.  Half a hog? Yep. Want to experiment with alpaca hearts?  Yes as well.

The inventory changes constantly, which is part of the fun.  Right now it’s available only in the immediate Puget Sound area, but if you’re looking for something fresh and local to to serve this holiday season and beyond, it’s worth checking out.  In face, use promo code “HEINZ10″ at checkout and get $10 bucks off (happy holidays!).

B2B Reads: marketing superstars & the best advice ever

best-blogsIn addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

In the meantime, here’s some of what we’re reading:

29 charts & stats on what matters most to marketers right now
Are you a curious marketer? I hope so! These 29 charts and stats will help satisfy your curiosity about what other marketers around you are doing. Interesting, Ginny Soskey!

Sales fail: 5 surprising questions sales people can’t answer
One of the biggest problems sales people face are not understanding their customers and their wants. Sales people need to make that shift so they can seal the deal. Good stuff Keenan.

4 attributes of your next content marketing superstar
Not everyone has what it takes to be a content marketing superstar. Here are 4 lucky skillsets that can make you a content marketing pro. Good stuff, Michael Gerard.

5 mistakes that hold back your content marketing
Because content marketing is still fairly new in an ever-changing industry, we have to keep up with the changes and adapt. Here are some “new” mistakes you might be making. Great insight Neil Patel!

Sales pitch fails: 7 errors to avoid in your next presentation
Too often, sales people could be 100% prepared for their sales pitch, and still mess up during the presentation. Why is that? Dumb mistakes! Great tips, Jean Gianfagna.

Debunking the 7 myths of marketing in the enterprise
When enterprise are first starting, no one knows how successful they will become. The marketing and branding in the early tools can be some of the best indicators. Interesting point Mamoon Hamid.

The ultimate SEO checklist: 15 steps to optimize your content marketing plan
With search engines always updating their algorithms, it can make content marketers jobs a little tougher. To stay updated, here are 15 ways to make sure you’re always getting the most out of your content marketing plan. Thanks, Tracy Gold!

Culture eats strategy for breakfast
Companies without a strong company culture will fail. You know why? Because if you can’t work together through the tough times, how will you make it to the good? Great insight, Bill Aulet!

Twitter’s founder unintentionally gave content marketers the best advice ever
While Twitter’s founder was referring to companies when he said that we should focus more on taking out steps to make things easier, it applies just the same in content marketing. What does that really mean? Great stuff Jay Acunzo.

What are you missing with lead scoring?

big dataPost by Rebecca Smith, Marketing Coordinator, Heinz Marketing, Inc.

Marketing automation and lead scoring are proven concepts that have been broadly put into practice in many marketing and sales organizations to manage and accelerate the sales funnel.  More recently, with the advancement of big data, predictive analytics solutions promise even more precision and segmentation opportunities.

Many of our clients ask us about the difference, so we asked the experts at 6Sense to gain a better understanding.  (Full disclosure: 6Sense is currently a client of Heinz Marketing)

Let’s start with the basics:

Lead scoring:

  • Tracks prospects’ behaviors and activities on your website
  • Can help determine their level of interest in your brand
  • Can determine based off of past behavior and demographics, how qualified they are and how likely they are to purchase for your business.

Predictive intelligence:

  • Tracks trends and behavior patterns of prospects from a number of different data sources
  • Takes into account demographics and time-sensitive intent data
  • Determines the digital fingerprint of your ideal customer for your sales and marketing team. Knowing a prospect’s actual purchase intent allows sales and marketing teams to focus budget and resources on what really matters. This drives efficiency and improves ROI for the organization as a whole.

However, lead scoring is a backward-looking metric that impacts later stages of the buying cycle – potentially leaving money on the table. That’s where predictive analytics comes in.  Because predictive analytics incorporates a broader set of data to predict the likelihood of a purchase, it can impact leads much earlier in the buying process.

A Richer, More Robust View of the Sales Funnel

Using predictive analytics, or predictive intelligence as 6Sense describes it, gives a richer, more robust view of the sales funnel which helps marketers expedite the qualification process. This allows sales teams to get a head start on reaching out to the right prospects from the very beginning of the prospect’s relationship with a brand.

While lead scoring only takes into account static data, predictive intelligence incorporates time-sensitive intent data to find a more accurate view of the sales funnel.  It seems to be working — SiriusDecisions found that 90% of users agree that predictive technologies provide more value that traditional lead scoring.

Want To Learn More?

predictive leapfrogTo learn more about lead scoring and predictive intelligence, join 6Sense’s webinar: Leapfrog Lead Scoring: Get Ahead With Predictive Intelligence.

 

“How I Work”: Brian Kardon, Chief Marketing Officer, Lattice Engines

Brian Kardon“How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including  Anthony IannarinoDave Brock and Trish Bertuzzi) participated as well.

Periodically moving forward we will feature a new B2B sales, marketing or business leader here answering what have become the standard “How I Work” questions.  You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

This week I am thrilled to feature Brian Kardon, chief marketing officer for Lattice.  The former CMO for Eloqua and Forrester Research, he runs what has to be, pound-for-pound, one of the hardest-working and most productive marketing organizations in the B2B technology space today.  Looking at the quality and output of the work he and his team produce, you’d be shocked at how small his marketing team actually is.  This includes their brilliant Marketing Nerds campaign from last year, which is still bearing fruit more than a year later.

Brian, suffice it to say, gets things done. Here, is his own words, is how he does it.

Location:  Boston, MA and San Mateo, CA

Current computers:  MacBook Pro. Big screen.

Current mobile devices:  iPhones.  Plenty of them.

What apps/software/tools can’t you live without?  Uber, Hootsuite, Metronome, HipChat, Fitbit, FruitNinja, my old Selmer tenor saxophone, coffee maker, Predictive Lead Scoring from Lattice, YouTube.

What’s your workspace like?  A weathered old farm house with a white picket fence.  I’m running through fields of alfalfa with my collie, Rex. (waking up)   Actually, I work at a standing desk (AirTouch adjustable height desk from Steelcase) with my awesome marketing team near me.  When they aren’t nearby, I call them via video chat on HipChat. There is often a cup of green tea nearby.

What’s your best time-saving shortcut or lifehack?  

  1. Get your brain doing different kinds of activities.
  2. Tennis.  Lots of tennis.
  3. Work with people you really enjoy and respect.
  4. Play music in a band.

What everyday thing are you better at than anybody else?  I am a very good accompanist for singers of all sorts,  I can sightread almost anything.  Confession: I love Broadway tunes. Currently obsessed by “If/Then” and “Songs for a New World”.

What’s your favorite to-do list manager?  3 X 5 card that I keep in my top shirt pocket.

What do you listen to while at work?  My colleagues talking about the joys of almond butter, Crossfit and Stitch Fix.

What are you currently reading?  “Me Before You” and “All The Light We Cannot See”.  I like a good cry every now and then.

What’s your sleep routine like?  Early to bed, early to rise.  I always start off reading a book — and then fall asleep almost immediately.  My wife is very jealous.

What’s the best advice you’ve ever received?  Be kind to people.

B2B Marketing Metrics: Conundrums and Solutions

Ryan Schwartz PhotoI am excited to share fantastic ideas on measuring B2B marketing effectiveness from Ryan Schwartz, DocuSign’s Director of Marketing Systems and Operations. Class is in session!

 

The Conundrum with B2B Metrics

If you’re in Marketing and in some way responsible for demand generation you’ve undoubtedly been asked some of these questions.

  • How much revenue did this campaign generate?
  • How many opportunities were sourced by marketing?
  • What are the top performing campaigns?
  • What is your campaign ROI?
  • How many new customers did this campaign create?

The challenge with these questions is that in a B2B environment, the answers are often expected to be simple explicit stats, when really they are often implicit and require an understanding of the marketing funnel, multi-touch campaign attribution, and opportunity influence reporting. While the questions seem logical (because they are), they can actually be the source of misalignment and miscommunication. When you try to start answering them you can find yourself in a perpetual cycle of reports breeding more reports and still unable to create understanding and alignment around the real answers to the questions. This all stems from one basic truth: In B2B it is incredibly rare for a single campaign to source a net new lead, new opportunity, and close that opportunity without any additional campaign touches. This is because opportunities have multiple contacts who are nurtured and qualified over a period of time, and marketing has designed a campaign mix to help with that maturation process. That doesn’t mean we are incapable of quality measuring, but it does mean asking slightly different questions, and being more methodical in how we report on the results of our campaign efforts.

Solutions for B2B Materics
So where do you start? We have to first acknowledge the different indicators that demonstrate a successful campaign. These indicators are subject to the purpose of the given campaign, and can include:

# of net new leads generated (using the SiriusDecisions model)

  • # Suspects
    Net new names regardless of qualification status.
  • Inquiries
    Net new names who have demonstrated some type of interest.
  • MQLs
    Net new names marketing deems to be qualified (“Marketing Qualified Leads”). This is often based off a combination of lead score, lead source, and lead status.
  • SALs
    Net new names who the inside sales team has been able to effectively reach and begin the qualification process with (Sales Accepted Leads).

# of leads that converted into an SQL/SQO
There are a few different ways of measuring qualified leads and/or qualified opportunities depending on how your CRM conversion process is configured. But it’s important to track how many leads were deemed qualified by your sales team, and how many were added as contacts onto an opportunity. This also has an inherent requirement that your sales process requires contacts be associated to an opportunity. If your sales process (and CRM validation rules) do not require contacts be associated, you’ll miss a critical element of the closed-loop-reporting architecture, because you won’t be able to measure a campaign’s influence on your opportunity pipeline and closed won business.

$ of influenced opportunity pipeline
Measuring opportunity influence is often a source of data mistrust because the numbers can become inflated if they’re not handled properly. This inflation occurs when an opportunity has contacts that have multiple campaign associations, and even multiple associations by different contacts to the same campaign. This causes a campaign’s influence to become inflated because the same opportunity’s projected revenue is attributed to a campaign multiple times. It is then compounded when reviewing the aggregate amounts across multiple campaigns. However, it is still one of the most effective ways of measuring B2B campaign performance – but we have to be careful how we use it. Here are some useful tips:

  • De-duping opportunities at the campaign level, and at the aggregate levels. If you do not have a BI (Business Intelligence) tool (like Birst, Qlikview, GoodData, etc.), or a marketing metric management tool (like BrightFunnel or FullCircleCRM), you can still accomplish this through some Excel work. But it’s important you do it in three different ways to capture three completely separate metrics.

1. Unique Influence by Campaign: In Excel, if you concatenate the opportunity name with the campaign name, you’ll get a unique name that you can then use to de-dupe the new unique identifier column, which will yield only a single opportunity for each campaign. Now when you pivot and list each campaign’s aggregate opportunity influence, you’ll have a true indication of how much unique revenue that specific campaign influenced. However, the grand totals at the bottom of the pivot will still be inflated – because the same opportunity could be influenced by multiple campaigns. So we’ll use separate reports to measure the aggregate influence in total and by campaign type, and this report to measure the unique influence per campaign.

2. Unique Influence by Campaign Type: In Excel, using the same technique as you did for Unique Influence by Campaign, but in this case concatenate the opportunity name with the campaign type, then de-dupe using that column as the key. This will get you the unique opportunity influence by campaign type.

3. Total Unique Influence: In Excel, to measure the aggregate performance, you simply de-dupe by the opportunity name (regardless of the campaign name or type). This will give you the aggregate influence numbers that you can now list by stage, industry, role, etc., to measure marketing’s overall impact on specific sales personas.

  • Using influence to benchmark campaign effectiveness and ROI % of the same campaign type. One of the most useful methods of using influence from a campaign manager perspective, is to take the Unique Influence by Campaign report and use the influence amount divided by the campaign cost to generate a ROI % that can be used for benchmarking. If you create separate pivots for each campaign type, you can now list in order each campaign’s total ROI % for that campaign type, and easily compare which campaigns yielded the highest and lowest ROI %. This also has an inherent process requirement, that all campaigns have an actual cost amount in your CRM (even internal campaigns) so this percentage can be yielded. For internal campaigns, I recommend using $1 so it doesn’t break your reports, and for external campaigns you must use the actual campaign cost so the benchmark is accurate. Also note that the ROI % will often times seem massive for internal campaigns because the revenue is being divided by $1, but since this is only being used for benchmarking and ranking campaigns, it works! We don’t really need to worry what the ROI % number is, we just need the consistent computing mechanism so it provides accurate benchmarking.
  • Influence is also a great indicator of where to further invest and where to withdraw. By using the influence ROI % benchmark report created above, you can now see which campaigns are performing below the accepted rate and cut them, and which campaigns are performing well above the accepted rate and further invest.

While these metrics are a foundation of reporting and provide insights on campaign performance, in many cases Sales and Marketing leadership still need to know where an opportunity was sourced from. Interestingly, creating the reports for this is simple, but accuracy is the challenge. To effectively report on source requires a great deal of discipline in the sales and marketing process for it to have enough accuracy to be useful (and not a source of contention).

With the correct processes in place, measuring how many opportunities marketing sourced can be done by reporting on the lead source and campaign source of a given opportunity. It’s important to note that in Salesforce, the primary campaign source is the last campaign to touch the lead/contact before the opportunity was created. This value is often misleading because it will report on the opposite of what you intended. If you want to know the original campaign that sourced the lead/contact you must use a custom field with custom conversion mapping.

For reporting on source to be effective, there are three primary dependencies:

1. When a lead is created, the Lead Source Original (campaign type) and Campaign Source (campaign name) are stamped onto the lead. Custom validation rules should be in place that prevent either of these values from being editable by non-administrators.

2. When a lead/contact is converted into an opportunity, the Lead Source Original and Campaign Source fields are mapped to the Lead Source field and a custom Original Campaign Source field on the opportunity.

3. The ability to create opportunities without creating them from a lead/contact must be disabled. The sales process must be designed to where all opportunities are created by a lead/contact so those values are mapped.

Note: If your organization requires the ability to create opportunities ahead of the qualification process (e.g. named accounts), I recommend using a custom lead source field value that indicates it was a reserved opportunity so they’re not counted against Marketing.

If these dependencies are in place, you should have the proper architecture in place to effectively report which opportunities were sourced from Marketing, and which campaign sourced the lead/contact that generated the opportunity.

Summary of process requirements for accurate reporting

Below is a quick summary of the processes that need to be in place for the reporting structure above to be accurate.

  • Clear definitions of the marketing funnel stages in your CRM environment.
  • When measuring influence, you de-dupe the influence numbers to increase their accuracy and relevance.
  • All campaigns have cost details (even internal ones) of at least $1 or more.
  • The Lead Source Original and Campaign Source values are stamped onto the lead, and those fields are configured to only be editable by administrators. They are also configured to be written to the opportunity upon conversion.
  • The ability to create opportunities independent of a lead/contact is disabled. Or, at a minimum, validation rules are in place to ensure all opportunities have contacts associated once they reach a certain stage.

Summary of metrics
Below is a list of the original questions I listed at the beginning of this post, with their correlated answers that provide more definition and guidance of how we can report on them in a B2B environment.
Original question: How much revenue did this campaign generate?
Answer: By using unique opportunity influence to measure pipeline and closed won business, we can effectively attribute revenue to a campaign.

Original question: How many opportunities were sourced by marketing?
Answer: By putting in the necessary processes of tracking the Lead Source Original and the Campaign Source on the lead and mapping those values to the contact and opportunity, you can report on how many opportunities marketing sourced. It’s critical, however, that all opportunities then are created from a lead/contact, otherwise it’ll break the reporting.

Original question: What are the top performing campaigns?
Answer: The answer to this is fully dependent on the purpose of the campaign. If the campaign was to generate top-of-funnel, I would reference the number of inquiries, Marketing Qualified Leads (MQLs), Sales Accepted Leads (SALs), and Sales Qualified Leads (SQLs). If the purpose of the campaign was to mature an opportunity and you want to measure performance by revenue, you can use the unique influence / campaign cost to yield a ROI %, and then benchmark the campaigns of the same type to know which were high performers and which were low performers.

Original question: What is your campaign ROI?
Answer: ROI can mean a lot of different things. But using the metrics above to show pipeline influenced and the number of opportunities sourced should provide the ROI insight.

Original question: How many new customers did this campaign create?
Answer: If the proper lead source and campaign source processes are in place as outlined above, you’ll be equipped to accurately report on this.

Using the metrics above should give you a solid foundation of building an accurate and effective reporting strategy for campaign performance. This foundation can be used to create additional reports to measure conversion yields, campaign outliers, and other metrics that are useful for your business. It’s critical that before you dive into any of these numbers with a wider team, you preface them with reviewing the marketing funnel first. There should be agreement with the Sales and Marketing leadership of the criticality of the processes needed to enforce proper data architecture, and consensus on the definitions and reporting structure so when the numbers are presented they are also accepted as an accurate, predictable and repeatable source of truth.

 


About Ryan: Ryan Schwartz is a web and marketing technology enthusiast with expertise in marketing automation systems, advanced web development methodologies, and cross-platform system integration. He has a deep background in managing marketing automation platforms for enterprise organizations. He currently serves as the Director of Marketing Systems & Operations at DocuSign Inc., The Global Standard for Digital Transaction Management, where he manages the marketing systems team, responsible for developing a marketing framework for campaign automation, execution, and analysis.

Second helpings and second chances

secondhelpingsIf you like good food and went into Thanksgiving weekend on a diet, you were likely set up to fail.  The best-laid intentions too often surrender to the temptation of the moment.

So as of this morning, another Thanksgiving weekend is over.  So is November.

Both may have started with good intentions and explicit goals.  Then reality happened.  You won a battle here and there, but still beat yourself up about what might have been.  If only I’d been more diligent about my prospecting plan. If only I’d turned down that second (or third) helping of grandma’s green bean casserole.

Today it’s December.  Another fresh month to dream, plan, exceed quota, finish the year strong.  It’s the stretch run of the last quarter of the year.  Time to focus and execute.  This means closing business, but also doing the daily work required to build your pipeline, your network and the deals that’ll come in January, Q1 and 2015.

If you had personal, fitness or diet goals entering Thanksgiving weekend, it doesn’t get any easier over the next four weeks.  Holiday parties, cookie trays, workplace potlucks, massive boxes of chocolates that appear on the break room table.

Your personal and professional goals (this month and always) require up front planning and discipline, but also quick reflection, self-forgiveness, resolve and daily second chances.

The same goes for those New Years Resolutions you’ll set a month from today.  No reason you need to wait an entire year to set them again.

Time to work…

 

Matt’s App of the Week: Touchbase

appoftheweek-300x284This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here.

I had the pleasure of introducing Touchbase a couple weeks ago at the Seattle Techstars Demo Day, and am a big fan of what they’re building.

I continue to believe that the biggest advances in pipeline growth and sales productivity come less from sexy things like leads and events and the like, but from the “less sexy” elements of execution such as process, integration and inter-group communication.

Touchbase, by that definition, is less sexy than your next marketing campaign.  But what they’re doing instead – making real-time communication and feedback among sales, marketing and product teams – is creating significant and sustainable productivity, sales velocity and closed business impact for their early customers.  And that, my friends, is sexy.

Definitely worth a look.

B2B Reads: ultimate smarketing & THAT guy

best-blogsIn addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

In the meantime, here’s some of what we’re reading:

“I don’t want to listen, I have a great deal for you”
There are those days when you think you just received the worst sales call you’ve ever heard… There still could be worse. Thanks Dave Brock.

How successful people stay productive and in control
Self-control has always been a hard skill for a lot of people to master. How do you demonstrate self-control to stay productive? Interesting point Travis Bradberry.

The ultimate smarketing glossary: 62 common sales terms explained for marketers
Sales and marketing work together to increase revenue and growth for businesses. This glossary helps demonstrate how sales and marketing can better work together versus acting like two separate, un-related things. Great article Lindsay Kolowich.

Should you gate your content?
A lot of lead generation today relies on quality content. But, the overarching question is should you be gating all of this content? Look back at your goals! Great advice Stacy Williams.

3 Salesforce hacks your inside sales reps will be thankful for
Don’t you just love it when new tips come out for your CRM platform? So do I! Here are 3 that you don’t want to miss out on. Thanks Matt Bertuzzi!

4 content marketing initiatives you need in 2015
Content marketing can offer so much for your business, but what takes precedence? Which initiatives are you working on now and how do they relate back to your goals? Good article Michele Linn.

How to spend the last 10 minutes of your day
After that Thanksgiving turkey, I’m sure you’re all caught up on sleep. However, bring better sleeping habits into your work week. It’ll help you rejuvenate and be ready for the busy days ahead. Great reminder Ron Friedman.

42 ways you know you’re THAT sales guy
We all know this sales guy. Do you recognize yourself on this list? Here’s a quick smile and a quick laugh. Thanks Paul Richlovsky!