As a sales rep that spends most of his time on the phone, I encounter a wide variety of conversations and prospects. Each come with its set of challenges, but the common thread amongst all of them is that my grasp of the lead’s context really helps me connect with...
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Good data is a constant battle. This is true for C-levels looking at metrics, sales leaders looking at performance and sales reps looking to close more deals. It falls, however, on sales operations to polish, buff and glean insight from this data. Data will constantly become outdated, but what do...
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Four years ago to the day (whoa!) I wrote a blog that offered an explanation of and considerations for how to organize your Salesforce database in Leads and/or Contacts. Now that we are irrefutably in the midst of the “Age of ABM” I thought it would be prudent to take...
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As I’m traveling to the Forrester B2B Marketing conference today I can’t seem to get a break from the presidential contest. Of course the event is being held at the Trump National Doral Miami and heading through George Bush International Airport in Houston, Texas. While I’m looking forward to seeing...
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As a sales rep at Full Circle Insights, I encounter many businesses with sales organizations that aren’t using Salesforce correctly, skipping certain essential steps or considering it unnecessary altogether. This often backfires and ultimately makes marketers’ lives hell as they try to get the insights they need out of Salesforce....
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I just got an aquarium. I convinced my good friend and colleague Jay to remove the divider between our desks, and put an aquarium between us instead. Anyway… I was trying to draft a blog post regarding the importance of addressing Salesforce data disconnects and not solely adopting new technologies...
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In my Salesforce days, the most memorable description of the platform I got came from Mike Rosenbaum (EVP of Platform). He described Salesforce as a platform of building blocks very similar to Legos. This resonated with me because as a young kid, building elaborate Lego structures was my favorite pastime....
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What better way to say hello to the New Year than to strike on our nostalgic chords? Who remembers getting their first science project assignment in elementary school? It most likely looked like this . . . Little did we know that this simple childhood joy of researching, establishing the...
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When attacking a large project, it’s important to address the many components of the project with an appropriate order of operations in mind – i.e. which project pieces are to be addressed first, before others. This is important because we otherwise run the risk of painting ourselves into a corner...
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