Category Archives: Sales Transformation

How Agile Selling Leads to Better Results
August 20, 2020

Are you Gambling with your Sales Force? What Professional Poker Players can Teach us about Sales.

Annie Duke, one of the great professional Texas Hold ‘Em players – attributes playing great poker to great decision making. The poker players that make the best decisions at the poker table make the most money over time. Other famous poker books espouse rules to always follow and offer decision charts. Annie scoffs at those […]

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July 30, 2020

Agile Sales Methodology vs. Sales Agility: Impact on Revenue

Many of us are now talking about an agile sales methodology and agility. Why wouldn’t we? We need to be faster and more responsive to our buyer’s needs. We need to help our salespeople engage in the chaos of a sale. And, it is chaos out there. Gartner recently shared that: The average size of [...]

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Sales Strategy: How to Make Yours Effective
July 20, 2020

Sales Strategy: How to Make Yours More Effective and Modern

There are plenty of strategy templates and articles out there sharing how to build a sales strategy. They are usually fairly basic and cover important (but not differentiated) topics such as objectives, hiring, compensation, sales activities and the like. These sales strategy documents are incredibly helpful to align your organization. But, here’s the problem: your [...]

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The Current State and Possible Future of Artificial Intelligence and Machine Learning in B2B Marketing and Sales
June 17, 2020

eBook: Jetson’s vs. Terminator

Sales and marketing is not for the faint of heart. You get told “no” more than most two-year old’s. Because of this (and maybe in spite of it), most of you are smart, inquisitive and empathetic people who are driven to do better and prove your value. These factors have created a perfect storm where there [...]

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