My good friend, Brian MacIver, reminded me of the struggle sales people have in … [Read more...]
Tag: Sales and Marketing Tools
Do We Know How To Do "Needs Discovery/Analysis?"
Perhaps Artificial Intelligence Really Is Posted on April, 2019
I'm almost embarrassed to write this post. Having co-founded an early AI based … [Read more...]
Getting The Cart Before The Horse, Sales Automation Posted on April, 2019
Technology and automation can enable each of us to be much more efficient, and … [Read more...]
Changing The Questions, Manager's Version Posted on March, 2019
I wrote, Changing The Questions, discussing how our questioning strategies tend … [Read more...]
Tilting The Numbers In Your Favor, The Tyranny Of "More" Posted on March, 2019
I have tremendous empathy for sales people and what they face as they struggle … [Read more...]
Our Numbers Aren't Laws Of Physics! Posted on February, 2019
We tend to think of the Laws Of Physics as fundamental truths about how things … [Read more...]
The "Voices In Our Ears" Posted on February, 2019
I have to confess a weakness to spy/thriller movies. They are great Saturday … [Read more...]
Stop Focusing On SAL's! Posted on February, 2019
SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are … [Read more...]
AI And Sales, What We Misunderstand Posted on February, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is … [Read more...]
The Sales Conversation Of The Future Posted on December, 2018
AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]
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