CRM Archives - The Grassy Road

Are you ready for some Action!!

One of the most enjoyable things about working at FirstRain is that we spend time every day with Fortune 500 sales and marketing leaders discussing about their challenges, their objectives and how they’re trying to move the revenue needle for their companies. And one thing we’ve heard consistently when talking to these folks is the urgent need they have to increase the productivity of their teams. As we exit the Great Recession, many companies are facing pitched competitive battles while having significantly reduced teams—which puts the onus on a company’s [...]

By Penny Herscher|2017-12-06T09:54:09-08:00April 26, 2013|Career Advice|0 Comments

On stage, having fun, with GE Capital

Had a blast on stage with Steve Kozek from GE Capital at Dreamforce last week. Here are the much-edited highlights from our session. My favorite bit, apart from all the excellent serious content, is the carrots. Yes, we really did have real carrots, with long green tops on them, up on stage with us. We had planned to eat them but in the end we took the session seriously and didn't. Thanks to Steve. He's the dream customer and a big believer in FirstRain.

By Penny Herscher|2017-12-03T02:44:33-08:00September 26, 2012|Leadership|0 Comments

The rewards of taking risk – at Dreamforce 2012

I'm living in a Dreamforce whirl this week, and am reminded again and again of the importance of taking risk. As T.S. Eliot said: “Only those who will risk going too far can possibly find out how far one can go.” On the GirlyGeek panel last night - alongside of an EVP of salesforce, the CFO of Square (such a cool company), the VP running the party for 84,000 people, a very brave CEO of a salesforce consultant firm and an EloQueen - every panel member talked about the importance [...]

By Penny Herscher|2017-12-03T02:44:33-08:00September 18, 2012|Equality|0 Comments

Top 5 Reasons to Understand Your Customer’s Customer

Previously published on the Huffington Post The world is slowly climbing out of the great recession as companies around the world begin to increase investment and hiring. But for B2B sales teams looking to recapture growth during these early days, it's critical to understand who's really paying their bills and keeping the lights on--and guess what? It's not your customer ... it's your customer's customer. And if your sales team doesn't deeply understand the business problems of these folks, then you'll lose to competitors who do. Before I get into [...]

By Penny Herscher|2017-12-06T16:58:13-08:00May 10, 2012|Career Advice|0 Comments