sales management
Six Unpopular Opinions I Hold About AI in Sales
It’s been a busy year for software companies aiming to grab a slice of the generative AI pie. Over the past twelve months, its use has grown so much that I’m not sure any aspect of modern life has gone unchanged.
Champions are Not Perfect and The Difference Is That They Know It
In 2017, Roger Federer became the first man to win 20 major tennis singles titles. Largely recognized as one of the world’s top tennis players of all time, the 20-time Grand Slam champion was also known for his grace on the court and his philanthropic endeavors that address childhood poverty in Africa.
If You Want to Win More Deals, You Have to Fit Your Mental Model to Reality
In the sales world, we talk a lot about growing your pipeline, qualifying prospects, and closing deals. But if you really want to get out of a rut and win more deals, what you have to do is evaluate your mental models and fit them more accurately to reality.
The Psychology of Assumptions and How They Impact Sales
Assumptions are an essential part of human nature. We all make them, whether it’s assuming that your political candidate means what they say or that your car will start in the morning, we may not all make the same assumptions, but we all make assumptions.
5 Terrible Ways to Use AI in Sales
There is no question that generative AI is here to stay. It’s now present in almost every software platform, from Google to Microsoft 365 to Zoom. Reactions to the onslaught of AI tools among the general public is mixed. Some folks love the opportunities and convenience it provides. Some folks are tired of it appearing everywhere they look.
Underneath Complex Sales Are Simple Rules
Sometimes, in complex B2B sales, low activity and slow pipelines are blamed on the idea that the sales process is “complex.” I’ve always been interested in this excuse because it’s never rung true for me.
