Takeaways from Dreamforce 2011 1. The Cloud is here to stay. “The network is the computer” was Sun’s slogan of the 1980s- as Eric Schmidt, Google Chairman, reminded us. The underlying concept of cloud computing is not new. However, the exponential growth in technology and the fact that it meets real needs is propelling it forward. 2. The need for speed. Even in the 90’s, Cisco could close its books in 2 days while other corporations of comparable size took weeks. Speed is a competitive necessity. You must use the appropriate technologies to accelerate your internal processes, respond to buyer expectations and delight customers. 3. Geography no longer matters. We can communicate with anyone, anywhere, any time. 4. Technology is breaking down walls. Prospects, customers, suppliers, partners and even competitors all participate in forums and social media; making access to information and opinions ubiquitous. 5. “The Web is being built around people” according to Tom Campos, Facebook CIO. It used to be built around companies and web locations. Facebook has led the way and this has driven their success. 6. Business is becoming “social.” Actually, man has always been a social animal, however, the technology has made it easier to communicate. The “social enterprise” is happening- as Salesforce's Benioff asserts. Businesses need a way to collaborate in real time with people inside and outside their organization. Chatter now has group capabilities and can include people (i.e. customers, partners, suppliers) outside the organization.
A few takeaways from the Sales 2.0 conference: Mobilize… Access whatever, wherever, whenever… easily and quickly. Socialize… Create and use the network of everyone to connect, learn, accelerate. Virtualize… Connect virtually produces five times more connections. Visualize… Images… Video… Interact… Make it Real. Crowd source… Be the facilitator… Leverage other people’s ideas. Gamify… Make it fun, competitive… Engaging. Listen… Observe… Participate… Learn… Improve. Focus… Keep your eye on the critical few in the midst of information overload. Execute… Have a good plan... Use the tools... Act Quickly... Win more!
What a Superbowl! Man, that was a great game and the party in South Louisiana may last until May. I love New Orleans. In 2005 I went there with 1500 lbs. of relief supplies for the NOLA Police department. You see, I am from Louisiana, and some of my family lived (a few still live) in New Orleans. The picture that you see here, I took 3 blocks from the French Quarter. When I was there there were tons of troops, few people and boat rescues still taking place. Last night in the French Quarter the scene below was taking place. This city committed itself to rebuild and to comeback from the brink. Many people don't really know how bad it was in New Orleans. But this city stuck with it and fought back. Much like the Saints did last night. So here is the question for you... Are you willing to fight back? 2009 was a bad year. According to CSO Insights, only 55% of sales people hit their number. Are you able to take a huge blow in your sales world and still keep fighting? We lose deals. We screw up and lose customers. Stuff happens. The bottom line is "How do we deal with it?"
"Never, never, never, never give up!" - Winston ChurchillI am proud of New Orleans... the city and the team. It would be easy to quit, to give up, to move away... But they stuck it out. We can learn from this. Suck it up, try and on-side kick and keep on getting better. So... what is your plan to fight back this year? Oh.. and for the record... WHO DAT?!?
This has nothing to do with sales, but I am in Denver training a sales team. I don't have time to write, and this is just a great example of fun and exceptional... If you can be exceptional, you will succeed in sales. Have a great and fun day!
Welcome to Happy Friday! It is a rainy and raw Autumn day in New Hampshire... But we love this time of year. I have broken out the sweaters, and the leaves are spectacular! Here are some sales tips and ideas for your long weekend. You are probably sitting there trying to look busy before the Holiday weekend. Well, guess what... Your competitor may not be. And that executive that you have been trying to reach is probably working hard trying to finish stuff so he can actually take Monday off. This might be a good time to catch him at his desk and have a quick conversation about how you can help him solve some of those issues that may keep him from playing with the kids this weekend. But... Since it is Friday, I wanted to share a few blog postings from others that I found useful and I thought you would too. Matt Bertuzzi at the Bridge Group writes about leaving effective voice mails. I like this one since it is exactly my method and I 100% agree with him. Dharmesh Shah of HubSpot had a great post at the HubSpot Blog about searching Google effectively. Brian Halligan another HubSpot guy had a great post at On StartUps Blog about the impact that the Internet and new technologies are having on Selling. Who moved my customer? Have a great weekend and Good Selling!
This Thursday October 8, 2009 I will be speaking on a Free webinar about Inside Sales and selling SaaS in today's world. The event is hosted and sponsored by Glance Networks. The reality is that inside sales is taking a bigger and bigger role in selling today. In Fact IDC says it will continue to grow. Whether or not you are and outside or inside sales person, the ability to use the telephone and web based meeting technologies is key to being successful and hitting your number. So.. is the outside salesman going the way of Willy Loman? Think about it. How easy is it to get meetings? How much time do executives and buyers have to spend in face to face? With so much information and data available online, we already know that the "first" sales call is dead... So, how much longer is the meeting going to live? Will it die completely? Yes... No... Maybe. Frankly in some instances, yes, it will. In others, no. What we as Sales professionals have to realize is, when can a phone call replace a drive? When can a screen share work? If you schedule demos, and show your screen... You should attend this free webinar.
With the explosion of "Sales 2.0" mentions, how do we evaluate the sales tools that are available? Which ones will really drive better effectiveness?
According to CSO Insights, the #1 issue that worries VP Sales and CEOs, behind increasing revenue, is increasing sales effectiveness. In a different survey, 97% of CEOs interviewed are planning on increasing revenue this year. More interestingly, 67% plan on increasing revenue while REDUCING headcount in the sales department.Now, I am not a math major, but,