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)
CEOs in Technology on Ulitzer
The "C" word is getting a lot of press these days (you WERE thinking CEO,
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
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
The question is, what is a czar, and as a leader, do you want... (more)
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)
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
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)
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)
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
“Despite financial market volatility, the worldwide CR... (more)
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
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)
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
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)
Let’s make a little wager…
I’ll bet you just about anything that I know your competition better than
“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
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)
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)
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)