The Limited Value Of An Email

alt text mage of a man trapped in a jar sending email

It takes a lot of email messages to make up a single telephone conversation. I don't have a mathematical formula, but my guess is that if the conversation is of some small importance, 11 email messages may make up a single, short telephone conversation. If the conversation is … [Read more...]

Why Can’t I See You?

alt text image of a business women using video on her phone

My client said, “Why can’t I see you.” The reason he couldn’t see me is rather simple. I called him from my cellular phone, and I was driving the through Starbucks. The phone was on the seat next to me. He expected to see me because I called him over Skype, and we almost … [Read more...]

Three Must Have Reports from Your Sales Force Automation

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. There are three reports a sales manager must be able to obtain from their sales … [Read more...]

Let’s Go To the Video II

alt text image of a video camera

Today I was a panelist at my friend Gerhard Gschwandtner’s Sales 2.0 conference. It’s a great conference; you should attend next time. Gerhard opened the show with a keynote about the power of video in sales enablement. But Gerhard didn’t just deliver a regular opening keynote … [Read more...]

How Leaders Can Ensure Their Software Investments Produce Returns

alt text image of a frustrated man standing in front of a network of computers

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]

An Open Letter to Luddites: Master the New Technologies Or Else

An Open Letter to Luddites: Master the New Technologies, Or Else

Imagine a delivery driver at the beginning of the 20th century. He delivers goods using a horse and carriage. His company scratches together the money for an automobile. But the delivery driver refuses to use it, saying, "I don't want to learn to drive one of those things. What's … [Read more...]

When Little Data Is Bigger Than Big Data

alt text image of a brain over data and an iPad

Big Data is all the rage. And with good reason, too. There is so much data being created, captured, sorted, sifted through, analyzed, reported, sold, and shared that extraordinary business insights are inevitable. And we’re just getting started. But not so fast! With all this … [Read more...]

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