How to get better results out of AI for your sales team
Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely delivering what it promises to sales organizations operating in a complex b2b environment.
Time Available For Selling
Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their companies, a lot is self imposed (read avoidance and excuses).
How to Set 2020 Goals Your Team Will Actually Meet
As we move into the first quarter, many of us are focused on and excited about our goals for the year – whether they’re personal, professional, or organizational. We all want this to be a year in which we actualize our plans and accomplish everything we set out to do.
A Tale of 3 Squirrels and Their Human Counterparts in Sales
It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. Speaking of focus, this morning I was watching 3 squirrels each doing their thing...
Why won't your salespeople do what they know to do?
Sometimes, poor sales performance is due to a lack of skills or knowledge. But sometimes, salespeople know what to do, they know how to do it, and they even know why they should do it… and they still don’t do it, at least not consistently.
Stretching your customer's value gap
Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick with the status quo.
