Avoid the Headaches of Data Integration with Salesforce

headaches-of-data-integration_400For growing businesses, having data in multiple, siloed systems is a major issue. Data is spread across multiple systems making it hard to have a full 360 view of vital customer information.

It’s hard to know everything that’s going on in your business.  Trying to integrate the data you need into one place can be a headache, time consuming, and an expensive endeavor. You can avoid these problems with Salesforce. 

1. All your information is in one location. (more…)

Is It A Lead Or An Opportunity?

leadsvsoppsI saw this quote the other day from Ken Blanchard’s classic “The One-Minute Manager.

“If you can’t tell me what you’d like to be happening, you don’t have a problem yet. You’re just complaining. A problem only exists if there is a difference between what is actually happening and what you desire to be happening.”

Though this quote does not come from a sales context, I think this idea can also apply in the early stages of sales situations when we are trying to figure out if we have a lead or an opportunity on our hands. A lot of times sellers (especially inexperienced sellers) struggle to understand if they are dealing with a lead or an opportunity.  When we can’t be sure what we are dealing with, we end up guessing, which leads to wasted effort. (more…)

Leaders Just Do It

fastslowmotion_doitArt Williams got it right back in 1986.  Check out a snippet from his famous “Do It” speech below.

It’s one month into 2015 and I’m sure you had a lot of resolutions and plans to start the year.  Have you already given up on the resolutions you set just a few days ago?

Keep fighting.  Keep getting better.  Keep building your company.  Keep starting new companies.  Keep selling.  Keep delivering.  Keep mentoring.  Keep leading.  Keep striving for excellence.  Just do it!  It’s worth it! (more…)

The Secret Sauce to Business Success


Waiter holding empty silver tray over gray background

I’ve always felt that anyone can build a successful business if they just focused on one thing – serving others.  I believe it more today than ever before.  I know it sounds simple and somewhat cheesy.  However, if you will focus on serving your customers, employees, partners, investors, and family – everything else will to take care of itself over the long-term.

Yes, you can get lucky and stumble upon the right market or product.  Or, you can work hard, do the right thing, and focus on serving others.  I vote for option two.  I can control it, I can repeat it, and it’s much more fulfilling.

Servant leadership is the hard route.  You have to humble yourself daily and make wise, long-term decisions.  You treat others like you would want to be treated.  You don’t base your response on circumstances or how someone else treated you.  It’s hard – really hard.

Want to beat your competition?  Out serve them.  Call the customer back faster.  Do the right thing when you mess up.  Invest in your employees.  Do what you say you are going to do.  I don’t care if you’re selling the most commoditized widget in the world, a company that serves others will be successful.  Serving others is the true secret sauce to long-term business success.

The Importance of Why

why_400I recently re-watched Simon Sinek’s TED talk entitled How Great Leaders Inspire Action.  It reminded me how often we forget the importance of the question “Why.”   Why did we start this business?  Why do we do what we do?  Why did I choose this career?  Why do I work so hard everyday?  WHY?

Take a few minutes and watch Simon’s talk:

Starting and running a business is one of the most difficult, yet most fulfilling, adventures in the world.  It’s a roller coaster ride of high highs and very low lows.  If you don’t know your purpose, you’ll quickly get lost and likely fail.  It’s so easy for us to get caught up in the “What” or “How,” and neglect the “Why.”  The “Why” is our foundation.  It is our moral compass.  It should be the basis of all decisions.  Companies without an understanding of “Why” aren’t sustainable businesses.  Leaders that don’t have a purpose aren’t leaders – they are followers.

Most of us get lost along the way.  We get distracted with the day-to-day.  We start existing instead of living.  The same thing happens in business.  We get caught up in the motions and stop fulfilling our purpose.  If the business doesn’t know its purpose, it’s impossible for the employees to fulfill its mission.  Instead, the business meanders and never reaches its potential.  Don’t fall into this trap.  Today you can decide to reset.  Re-establish your “Why.”  Make the “Why” the focus of your business.  Make decisions based on your “Why.”  Be intentional about your company and don’t compromise.

There’s tremendous freedom in understanding your “Why.”  You will have a clear purpose and reason for existing.  Build your company with intention.  Otherwise, you’ll end up building an organization that you despise, that has no purpose, and is doomed for eventual failure.  Focus on the “Why” each an every day.  Ingrain it in your culture.  Constantly remind your employees, customers, and partners why you do what you do.  Companies that understand their purpose and live it out daily create real market value and make a true impact on everyone they interact with.  These unique companies are the ones we remember.  They make a long-term impact in the lives of their employees and customers.  These companies truly enjoy the ride and don’t need to reach the next destination in order to receive fulfillment.  Build a “Why” company, not a “What” company.