Creativity Strikes Again (On24 Kills it!)

You know how much I love creative shit. I could talk for hours about creativity AND how creativity is the difference between winning and losing. Creativity is the shit and the cats over at On24 have lit up the creativity Christmas Tree with this funny and creative video. How to Webinar! Not only is it creative, but it’s not boring. Most companies are boring. There is nothing fun or exciting about GoTo Meeting or any

Are Sales Organizations Ready — Signs are Pointing to NO!

Sales is changing, we’ve been hearing about it for quite some time now. That’s really not anything new. Insides sales is blowing up. Content marketing, combined with inside sales is effectively changing the prospecting landscape. Good, I mean really good, inside sales teams have virtually eradicated cold calling. Social selling is changing how sales people engage and connect with their clients, prospects and buyers. Social is the next communications platform, and like email before it,

2014 The Year of Execution and Strategy – Why Most Sales Organizations will be Chewed Up and Spit Out

I’m asked every year to make a prediction about the upcoming year. Last year I predicted that 2013 would  be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. I think I was half right. Lots of sales people took advantage of 2013 to move and find better fits, but companies also

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

  It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down, isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide. When sales are down there are only 4 levers leadership can pull to improve

Sales Can’t Save You!

Blackberry is gonna be picked up for 4.7 billion dollars by Fairfax Financial. That’s down from an all-time market cap of 83 billion in 2008. That’s a serious decline in value. Ouch! Blackberry’s woes started in 2007, but they really starting tanking in 2010.  Here’s why. Their product began to suck. Blackberry was the shit for most of the 2000’s. They could be seen everywhere. They had the best product. But in 2007 something funny

Keenan Named One of Top 25 Sales Influencers for 2013

Open View Sales Lab just named their Top 25 Sales Influencers for 2013 and Jim Keenan is one of the shining stars! From the site of Open View: It’s our 2nd annual list highlighting the most active and influential sales thought leaders online. Sales is changing. And for many salespeople, the process of selling has become more complex and complicated than ever before. The good news, of course, is that there has also never been