Artificial Intelligence for B2B Sales & Marketing: Reality vs. Hype in 2018

If it seems like we haven’t realized all the tantalizing, fantastic possibilities we imagine artificial intelligence (AI) to bring, that may be because expectations are high - perhaps unrealistically so. I believe that AI will change the way we do business in the future; however, companies should temper zealous expectations with the following reality check before considering AI investments.
December 21, 2017
Industry News
7 min read

You’re the New VP of Sales ... Now What?

A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
December 7, 2017
Leadership
4 min read

Matt, Kyle, and the Less-Traveled Road to Customer Retention

Meet Matt Shephard and Kyle Ziegler, whose unique approach to customer retention and service has become a revenue-generating machine.
November 16, 2017
DiscoverOrg
8 min read

An Agile Process for Sales Development

Software development might not be the first place sales professionals look to improve their win rate, but it wouldn’t be the first time that blending expertise has produced positive results....
November 10, 2017
Sales
7 min read

The Scariest Thing is What You Don’t See: Your Garbage Sales & Marketing Data is Killing You

"One vendor who uses a 600-person team in India, listed a CEO’s wife as the company’s ‘Head of IT,’ even though she had not worked for the company for more than 30 years. Other contacts they identified as corporate CIOs were, instead, dentists, actors, and aircraft maintenance technicians."
October 31, 2017
Operations
5 min read

A Women in Sales Month Success Story: “Sales is the Great Equalizer”

It’s not because I am a woman. It’s because I work hard. Your gender doesn’t matter. Your age, and what your degree was in don’t matter. All that matters is: Are you good at your job? Do you like sales?
October 30, 2017
Leadership
5 min read

5 Mistakes Online Dating Can Teach Sales Prospecting

Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.
October 12, 2017
Best Practices
5 min read

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

"Salespeople are too pushy." Well, yes, PUSHY is the name of the game. You have to be pushy just to get in the door. But the fact that most buyers still identified this as the primary reason they don’t connect with salespeople (and there’s a lot of supporting evidence) means it's a problem.
October 5, 2017
Research Reports
4 min read

How to Build a Prospect Insight Report Your Entire Team Can Use

Include the customer's business strategy in your prospect insight report. I’ve seen a customer meeting end because sales couldn’t answer this opening question: “Can anyone here tell me what our business strategy is?” Not a pleasant memory.
October 3, 2017
Outbound
6 min read
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