AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]
The Sales Conversation Of The Future
In Examining 27,357 Wins, 95% Of Sales People Did This One Thing! Posted on November, 2018
Over the years, we've seen a lot of research, and collected our own data and … [Read more...]
A Little Whining---When Will We Stop Thinking Buyers Are Stupid Posted on August, 2018
I've been away from the blog for a bit. Three continents in 10 days, sitting in … [Read more...]
Digital Wastelands Posted on February, 2018
The digital/social landscape looks increasingly bleak. Channel after channel is … [Read more...]
CXO's---It's Getting Crowded At The "CEO's Table" Posted on September, 2017
Nearly every day, I read of a new CXO title. The latest is Chief Resilience … [Read more...]
There's A Reason Gyms Don't Hire Morbidly Obese Trainers Posted on January, 2017
We've exited the Holiday Season in the US. Thanksgiving, Hanukah, Kwanzaa, … [Read more...]
92% Of Top Sales Performers........ Posted on December, 2016
Through 2016, we've conducted extensive research on sales performance, trying to … [Read more...]
Getting The Most Out Of Dreamforce Posted on September, 2016
In a few weeks the annual migration to Dreamforce will occur. I've only been to … [Read more...]
The Customer Journey, Is It Really That Predictable? Posted on April, 2016
I saw the Princeton Marching Band for the first time in the early 80's. I was … [Read more...]
The Brave New World Of Buying Automation Posted on February, 2016
There was a hilarious article in the New York Times, A Robot That Has Fun At … [Read more...]
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