Sales and Sales Technology Resources
In Defense of the Sales Manager
In Defense of the Sales Manager “What does my sales manager DO? Why do I even have one? It feels like they’re just here to micromanage us and approve expense reports!” This a pervasive view of middle managers that many have been posting about on LinkedIn and...
Prospecting on a Shoestring Budget
Startups, small and mid-size businesses have a common Achilles’ heel: lead lists and data enrichment services can get expensive quickly, but you need a constant feed of suspects to keep filling the top of your outbound funnel. So, how can you start prospecting once...
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...
Why Would a Salesperson ever use Trailhead? It’s just for Salesforce Admins, riiiight?
If you're a salesperson and you use Salesforce.com as your CRM, you've surely noticed Trailhead...and you've probably ignored it. Do that at your own risk! As sales and marketing business users, we spend so much time focused on our book of business and we don't spend...
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 PhD, MBA
Shannon brings 15+ years of Sales Operations and Enablement experience to her audiences, speaking on Driving Revenue via Productivity and Technology User Adoption for sales teams.
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