August 28, 2014 Jez

How Marc Benioff built a $25B Company with Thought Leadership

What sales lessons can we learn from Marc Benioff, the CEO of, whose personal net worth is $2.6B as of September 2013?

You’re probably aware of Salesforce’s rapid growth in a very tough market.  In fact, they created a marketplace that didn’t exist a few years back: Software-as-a-Service. Now they have a market capitalization of $25.85B.

Their success isn’t only due to a strong product.  They also have an army of thought leaders who specialize in app development, sales lead development and sales management that helps customers do their jobs better. Salesforce’s model, driven by product success and thought leaders, has led to a familiarity with “the cloud” and a willingness to accept it in a corporate environment. These achievements not only helped the cloud computing industry with adoption rates, but helped make Salesforce a leader in the cloud-based CRM space.

The key here is the influence thought leadership has on earning income as an individual, or boosting sales as an organization.

With so much information available for almost every purchasing decision, the thought leader cuts through the clutter that often accompanies the buying process, while also giving a peek at what industry innovations or trends are just around the corner.

Is thought leadership only relevant to CEO’s of $25B companies?

Not at all! Thought Leadership is simply about becoming an authority on relevant topics by delivering the answers to the biggest questions on the minds of your target audience.

While it can include your unique perspective on hot topics relevant for your customers, the key is that the agenda is set by your audience. They determine what the questions are. You simply need to answer them. So your level of authority is really determined by how well you answer those most important questions.

Thought leadership is not simply business jargon – it’s the new way of selling, and we’d like to show you how anyone can establish themselves as thought leaders in their industry.

If you’re interested in finding out how to use your LinkedIn profile to establish thought leadership, why not consider joing our next Social Selling Programme in Central London?

At these programmes we show you exactly how Marc Benioff established thought leadership and how you can:

  • Get directly to decision makers;
  • Warm your prospects so they’re ready to hear from you;
  • Outperform your competitors who know nothing about Social Selling and thought leadership;
  • Engage with B2B buyers who might be researching your competitors right now.

Find out when the next Social Selling Programme takes place here.

To your success,


 Marc Benioff Image Credit:  Wikipedia