AI is Digital. Humans are Analog.

I’m a bit of a geek / nerd / techy. I love technology. However, I …

The Power of People

I have worked with talented sales professionals around the world and I have found that …

Value of a Customer First Sales Process – The...

If you‘ve read many of my posts you know that I like to do a …

Pulling It All Together – The Ideal Customer Profile...

Over the last few weeks I have posted here, here, here, here, and here to describe the underlying framework to build …

Want to retain customers? Simple: Sit on their side...

Want to retain your customers? Customer Retention was chosen as the #1 Strategic Imperative by …

Who Trusts Social Media?

Making a purchase decision is always risky for the buyer, especially when it comes to …

The Secret to Hitting a Sales Home Run? It’s...

Twenty years ago, the manager of Oakland Athletics baseball team had an inspired idea. Lately, …

Sales Targets: Who’s Who and Why Do They Matter?

Our survey of salespeople (see The Biggest Account Planning Challenges & How You Can Fix …

Part II: Preparing and Cleaning new Salesforce Developer Orgs

In this blog post I will explain the process we use to prepare Salesforce developer …

Using Custom Salesforce Metadata Types in your App

A tutorial on how to convert existing Salesforce Apps to use Custom Metadata At Dreamforce …

Getting an Org’s Base URL from within a Managed...

See the important note below Recently we encountered some difficulties when trying to allow custom …

Part 3: Advanced use of the Salesforce Migration tools:...

In the previous parts of this blog series, the basic use of the Salesforce migration …