Sales and Sales Technology Resources

Drive User Adoption with this Theory

The Fourth Industrial Revolution, or Industry 4.0, is here.  It’s been pulling at our collective consciousness for years, following its older siblings in Industrial Revolution: steam and hydro-electric power (18th c.), electricity-fueled mass production (early...

Drive Sales Pipeline in these Interesting Times

Sales managers thrive on predictability: CRM entries let us understand our metrics and KPIs from lead to opportunity to renewal, and the best leaders in sales are the ones who know how to use their data to manage their business.  As leaders, there have been very...

Collaboration as a Mindset

One day in a small town long ago, six blind men heard that a strange animal called an elephant had arrived in town. Since none of them knew what an elephant was, they decided to learn more about it. They approached the elephant and began touching it. The first person...

The Art of Small Talk

Presented to the Salesforce Women in Technology Trailblazer Group, Sept 2019 Pre-Event:  Know yourself It’s important to understand yourself, your mindset and your orientation towards self and others.  Carol Dweck describes people with a growth mindset in...

3 Reasons to Dump Email for Salesforce Chatter – Now!

If you’re using Salesforce.com as your sales platform and are not using Chatter as your communication hub, you’re not even coming close to recognizing the return on your CRM investment. https://youtu.be/FiqsfcRSR_k IMPROVE SFDC AS A SYSTEM OF RECORD:  Organizations...

4 Questions to Ask Before Buying Sales Tech

Typically, the Head of Sales or Sales Operations is the organizational “product owner” of any technology that is used in the sales organization. In some cases, the IT department may actually be the product owner. Regardless of who actually owns the strategic product...

The Quickest, Free-est Way to Increase Salesforce Adoption

How many apps are in your sales tech stack? Chances are good that you have, at least, CRM and integrated marketing automation. It's likely that you have even more apps sitting on top of your CRM, from service desk to ERP to analytics to contract management to power...

Shannon J. Gregg, MBA, brings 15+ years of Sales Operations and Enablement experience to her audiences, speaking on Driving Revenue via Productivity and Technology Adoption for sales teams.