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New Media on Ulitzer Salesforce.com unveiled Salesforce Chatter, a new secure enterprise collaboration application and social development platform. Salesforce Chatter will revolutionize the workplace by leveraging the social networking models made popular by the consumer Web, allowing any company to collaborate in real time with a secure, private social network for their business. Content, applications and people will now have profiles, feeds and groups, enabling them to be deeply connected. In addition, developers will now be able to use the Salesforce Chatter platform to build social enterprise applications, and all 135,000 native Force.com applications will instantly become social. Salesforce.com is the only company uniquely positioned to deliver a social, enterprise-scale application and platform like Chatter because of its world-class security, trusted sharing... (more)

CEO or Czar: Which Leader Are You?

CEOs in Technology on Ulitzer The "C" word is getting a lot of press these days (you WERE thinking CEO, weren't you?). It seems that every time someone gets appointed to a government post, they get the title "czar." There are so many of these little crazy Ivans running around in Washington that Senator McCain said Obama has, "more Czars than the Romanovs." We have a drug czar, an energy czar, a border czar, a climate czar, a czar for this and a czar for that. In a Wall Street Journal article, Laura Meckler once wrote about the rising ascension of czars in the White House. And it's not just in the US. The United Kingdom has it share of little Ivans, with drug czars, and according to Business Week, the UK has appointed its first "Twitter Czar!" God help us all! (It's OK to say that...I'm under 140 characters). The question is, what is a czar, and as a leader, do you want... (more)

My Quota is Gigantic!

Dear Lee, Last year I was a record setting sales rep at my company selling high tech solutions. Today I received my annual quota for the new year and was shocked to see that my account list shrunk by 10% and my quota is the highest in the company.  I am  very frustrated with this. I attempted to negotiate a reduced quota with my manager but he dismissed my request, saying that he has full confididence that I will figure it out. My quota is gigantic but my spirit is weak. Any suggestions? Down in the South -   Dear Down in the South, I am sure that you are familiar with the biblical story about the tiny frail warrior David slaying the Giant, Goliath. If Goliath had been  a man of average height - who would've noticed? Who would've cared.? Remember the bigger the challenge the greater the rewards when you overcome them. Last year when you received your annual quota... (more)

Tales Keep Prospects Talking

We all talk about defining leads, managing leads, the nurturing process and other facets of lead generation, but the most important component of good lead generation is overlooked - the content strategy. Demand generation communications are often approached in a one-off fashion as a reaction to an upcoming milestone, like a new product launch, or an event, such as webinar registration. When that’s over, the campaign is discarded in favor of the next “hot” idea in the market. We talk at our prospects and customers in single threaded, one-way electronic statements – when we have the opportunity to have ongoing, interactive conversations that keep them talking. Lois Kelly sums it up succinctly when she says, “…the goal of marketing is not to assert conclusions but to engage an audience in a dialogue, which leads people to discoveries of their own.” [Beyond Buzz, 2007] ... (more)

A Brigadier on Leadership

Gavin Bulloch  Brigadier Gavin Bulloch (British Army, Ret.) served as an infantry  officer for 36 years and was involved in counterinsurgency operations in several theaters during his service. He is a  graduate of the Army Staff College and the National Defence College. Brigadier Bulloch commanded a battalion on duties in Northern Ireland, served at NATO Headquarters on the Strategic Plans Staff, and finally served in Greece as a Defence attaché before retirement. He recently updated and revised the British Army's doctrine for counterinsurgency. Brigadier Bulloch works as a consultant for the British Army's Directorate of Development and Doctrine. An interview including anecdotes, examples and stories around leadership, decisiveness and the personal qualities required of senior officers in the British Army What was your last position and responsibilities? I was Defenc... (more)

CRM Market Grew 12.5 Percent Globally in 2008 - Gartner

Apparently, companies realize that front office solutions that help capture more buyers and understand their needs are critical to their success regardless of the recession. Hopefully, these companies are focused just as much on the process and training as the technology. CRM is a long term strategic play and should be viewed as part of a shift to a more disciplined approach to revenue management. Growth Driven by Technology Focused on Customer Retention, Analytics and On-Demand Solutions STAMFORD, Conn., July 15, 2009 — Worldwide CRM market revenue totalled $9.15 billion in 2008, a 12.5 percent increase from 2007 revenue of $8.13 billion, according to Gartner Inc. Analysts said that market growth was driven by enterprise investments in technologies focused on customer retention, analytics and on-demand solutions. “Despite financial market volatility, the worldwide CR... (more)

Leadership Lessons from the Newsdesk

The death of Walter Cronkite got me thinking about his leadership qualities and how business leaders can take a few cues from "the most trusted man in America." I posted on Ulitzer about what IT professionals can learn from the legendary newsanchor, and even if you are not in IT, "Walter Cronkite's IT Career Advice" might be an interesting read. But from a purely leadership perspective, Cronkite is a fabulous role model with lots to offer anyone in any management position. Leaders Set the Tone Cronkite as a leader of news, created an atmosphere of trust and honesty. His long-time friend and Face the Nation host, Bob Schieffer said, "A leader always sets the tone. That's the most important thing that the leader does. And Walter always set the right tone. He set the right standards." You can set a leadership tone in a number of ways, but the one Cronkite set was a tone ... (more)

Are You An IT Superhero?

At times, do you think you're a Superman or Wonder Woman? Pitted in a daily struggle between the IT department and the business units? We all know that IT managers juggle a number of hats and scramble to put out dozens of fires, and truly can be a superhero to their organizations. But did you ever think about what kind of superhero you are? Where do you rank in the Legion of Superhero's taxonomy? Are you an IT Wolverine, Green Lantern or Flash? Take the IT X-Men (or Women) quiz to see if you have the right stuff to be an IT Superhero. 1. Do you do it all? A one-man or one-woman shop? Able to leap tall stacks of blades in a single bound? Delivering uninterrupted download services at the speed of a 50-Mbps bullet? You're a man or woman of titanium. The only thing that can sap your strength is not kryptonite, it's klez. If this is you, then you're an IT Superman or Wonde... (more)

You Don’t Know Your Competition…

Let’s make a little wager… I’ll bet you just about anything that I know your competition better than you. “How much?” you ask. Well, how much do you have? Let me immediately apologize for the arrogant nature of the question. However, I still feel confident that I’ll win the bet. Not because I’m smarter, have researched more, or have some innate psychic abilities. It’s because you think of the wrong business — or an incorrect individual — as your competition. Most of us believe our competition is the company that is selling a product or service that is the most similar to our own. (Or, a professional who works for that company calling on customers and prospects in a similar territory to our own.) However, from the customer’s standpoint, your competition is vastly different from that. If I have a great night’s stay at a Ritz-Carlton, I do not say…”Wow! What a terri... (more)

Everyone Wins When Employees Work at Home

Working from home is a rare grand slam, game winning business trend. In the contact center and elsewhere, the transition from commute to telecommute benefits employers, employees, end user customers and the environment alike. Employers can turn their business models upside down and have a huge advantage when contact center agents work at home. More and more businesses understand that the agent-employee — whether in customer service, sales or help desk — is a key asset, and retaining that asset is a must-do. Outrigger Hotels had over 100 agents in a Denver contact center to serve its properties in the Hawaii, Asia-Pacific and Oceania regions. Over the course of a few years, Outrigger moved all of its contact center agents to work-at-home status, utilizing a Software as a Service-based contact center solution. The move significantly reduced tardiness and reduced agent ... (more)

The Ten Attributes of a Magnetic Sales Professional

Google “what it takes to be a successful salesperson” and one will get 121,000 different perspectives on what it takes to be one. However, in today’s competitive landscape what companies are truly looking for is, the rare individuals who can overachieve the sales and revenue goals, retain and increase the share of wallet of the existing client base and have the ability to drive new business in the unsold prospect arena. Sales Organizations want Magnetic Sales Professionals not simply, successful sales associates. They want individuals who will create a positive legacy and at the same time provide sales results without compromising profits. The attributes of this rare sales specimen are wider, deeper and broader than the average or sales all star which include: Leadership - Magnetic Sales Professionals view themselves as business franchisees, their territories as a fr... (more)