Eddy South

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Salesforce Chief Product Officer: Only 15% Of Companies Prepared For Fourth Industrial Revolution

In the beginning was steam. Then electricity, and most recently computing. But the fourth industrial revolution, Salesforce chief product officer Bret Taylor says, is characterized by the rise of intelligence.<p>And only 15% of companies are ready for the shift.<p>“We’re currently in the fourth …

Internet of Things

How ADP Gives Data Value Back To Its Customers

In the highly digitized economy in which we live today, relationships between customers and suppliers are increasingly digital. Take, for example, ADP, where the output to customers was once paper paychecks delivered by van. Today, of course, the majority of employees get their compensation …

Big Data

ADP to Enable Organizations to Seamlessly Connect Financial and People Data to Drive Better Business Outcomes with Microsoft Dynamics 365

<b>ADP Workforce Now and Microsoft Dynamics 365 Business Central Integration Available Today via ADP Marketplace and Microsoft AppSource</b><p>ROSELAND, N.J., …

Microsoft Dynamics

When Sales and Marketing Aren’t Aligned, Both Suffer

A Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem.<p>A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. After throwing millions at both problems, they finally …

Management

What Fuels Our Innovation? The Power of One.

Workday and the Power of One. Learn how our single system for finance and HR helps you prepare for future growth and focus on innovation. View the …

Innovation

We Don’t Sell Saddles Here

The memo below was sent to the team at Tiny Speck, the makers of <b>Slack</b>, on <i>July 31st, 2013</i>. It had been a little under seven months since development …

Product Management

Workday Furthers the Power of Analytics with Data Discovery - Workday Blog

Our customers store their most sensitive people and financial data inside of Workday, and it’s not something we take lightly. If data is the new oil, …

Big Data

How to marry data and storytelling for sales success

Sales professionals often need to use data to help customers make buying decisions. But data can often just cause confusion. The secret is to combine …

Do We Have It All Wrong When It Comes to B-to-B Technology Buying?

We’ve all had it: that nagging feeling something isn’t right, but you’re not sure what it is. Sometimes it’s a small thing, like realizing you left …

Salesforce

What Sales Should Know About Modern B2B Buyers

Making a large purchase can take much longer than in the past, despite increased access to information. Customers consult multiple digital channels …

The Advanced Selling Skill That Skyrockets Your Success

Wonder what separates good salespeople from great ones? This single advanced selling skill will revolutionize your qualification process and set you …

Are You Making This Classic Sales Conversation Mistake?

It’s easy to say that you should add value to every encounter, but it’s quite another to offer you concrete ways of how to actually go about doing …

How to Ask Great Questions

Much of an executive’s workday is spent asking others for information—requesting status updates from a team leader, for example, or questioning a counterpart in a tense negotiation. Yet unlike professionals such as litigators, journalists, and doctors, who are taught how to ask questions as an …

Psychology

The Best Leaders See Things That Others Don’t. Art Can Help.

I don’t often start essays about leadership with insights from French novelists, but in this case it seems appropriate. “The real act of discovery,” Marcel Proust wrote, “consists not in finding new lands but in seeing with new eyes.” Today the most successful companies don’t just outcompete their …

Want a High-Performing Team? Create an Atmosphere of 'Relaxed Intensity'--Here's How

CREDIT: Getty Images<br>The term 'relaxed intensity' may seem contradictory, but it sure as heck isn't counterproductive.We're all looking for an edge to boost team performance or experience-based secrets to success. One thing's for sure, any formula for success requires an intense commitment.But this …

Jeff Bezos finally revealed how many people pay for Amazon Prime

Jeff Bezos is pulling the curtain back on Prime.<p>In his latest letter to shareholders, the Amazon CEO shared that Prime has more than 100 million subscribers globally.<p>This is the first time that Amazon has revealed just how many people pay for Prime. Estimates from analysts pegged it at about 90 …

Why payroll holds the secret to M&A success

Mergers and acquisitions (M&As) are an increasingly popular growth strategy as they enable businesses of all sizes to acquire new clients, talent, …

The 3 Vital Ways HR Teams Should Be Using Data

Any average HR department is rich in data. Personal employee data, recruitment data, and performance KPIs are just a few examples of the kinds of data a typical HR team is sitting on. Now, as our world becomes increasingly ‘datafied’, HR teams have more opportunities than ever before to capture and …

Human Resources

Your Strategic Plans Probably Aren’t Strategic, or Even Plans

It happens all the time: A group of managers get together at a resort for two days to hammer out a “strategic plan.” Done and dusted, they all head home. But <i>have</i> they produced a plan with a strategy?<p>At the start of my public seminars on strategic planning I ask attendees, who rank from board …

How We Made Our Sales Training More Effective by Making It Harder

Not long ago, my company was the king of ineffective sales training. We’d hire and onboard reps and then train them in a hurried few weeks dedicated to shadowing sales calls, reading call scripts, and learning how to handle objections. As the company grew, however, I found that individual sales …

Global Companies Require Global HR Thinking

All politics may be local, but for companies operating on an international scale, looking at the big picture is critical.Companies operating across …

Theranos and the Dark Side of Storytelling

Humanity’s strange, ardent love affair with story has always fascinated me. To explore our enthrallment and explain the science behind it, I wrote a book – <i>The Storytelling Animal: How Stories Make Us Human</i>. The book appealed to a predictable audience of English literature types as well as avid …

What B2B Buyers Really Care About

It’s Saturday, and a chief operating officer who last week negotiated a multimillion-dollar deal for a fleet of vehicles for her company is feeling pretty good. To reward herself, she’s shopping for a convertible sports car to enjoy on weekends. Surely the price-value calculation she makes for a …

Management

HR Skills Aren't Enough: Why CHROs Need Business Acumen

<i>By Lin Grensing-Pophal</i><p>According to Consultancy.uk, Korn Ferry reports that CHROs may be lacking in a specific area of human resource skills as they’re seeking new positions or promotions. In fact, business acumen is the most lacking skill when looking for top-level HR talent — that one critical …

Human Resources

A History of 21 Sales Methodologies [Infographic]

Sales looks very different now than it did in 1800 -- check out this infographic to find out just how different.

Infographics

The New Rules of Talent Management

Working in small, cross-functional units, squads can resolve issues quickly.<p>Agile isn’t just for tech anymore. It’s been working its way into other areas and functions, from product development to manufacturing to marketing—and now it’s transforming how organizations hire, develop, and manage their …

Empathy Is Crucial to Connecting Buyers in the Journey, with Brent Adamson

YouTube

Are the Most Innovative Companies Just the Ones With the Most Data?

Do you still use Yahoo? Do you still remember MySpace? Compaq? Kodak? The cases of startups with superior ideas dethroning well-established incumbents are legion. This is the beauty of “creative destruction” – the term coined by innovation prophet Joseph Schumpeter almost a century ago. Incumbents …

Innovation

‘People analytics can now become a strategic competitive advantage’

Fredrick Taylor, an industrial engineer, started this trend in 1911 when he published his report <i>Scientific Management</i>, which studied the movement and …

Blackstone's Largest Deal In A Decade Reflects Vigorous Global Buyout Activity

Blackstone’s $17 billion buyout of Thomson Reuters’ financial & risk business last week perfectly illustrates the growing prowess of private equity and marks the fund’s largest buyout since the financial crisis and its seventh $10 billion-plus deal.<p>Since the start of 2017, increasing competition, …

Venture Capital