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Monday, March 26th, 2018
“More human than human”: The motto of the Tyrell Corporation, from the 1982 film Blade Runner. Recently watching that movie again, in preparation for a showing of the sequel Blade Runner 2049, I was struck (as I often am) by the interesting differences in what we can imagine the future to be like for different technologies. Of course, Blade Runner…
Sunday, March 25th, 2018
In a February 2018 paper titled “Boosting your sales ROI: How digital and analytics can drive new performance and growth”, McKinsey authors argue that driving sales growth today requires fundamentally different ways of working, as well as outstanding execution across large, decentralized sales teams and channel partners. Advances in digital and analytics mean that sales leaders can drive and scale…
Wednesday, December 13th, 2017
Hewlett Packard Enterprise (HPE) is building its strategy around the proposition that the right mix of private cloud, public cloud, managed cloud and traditional IT infrastructure will play a pivotal role in speeding innovation and growth. HPE is currently in the midst of transforming itself, reflecting the IT industry’s evolution from selling standardized hardware and software to providing more flexible,…
Friday, September 22nd, 2017
Is artificial intelligence set to free salespeople from the most tedious aspects of their jobs? We talked to Miller Heiman president and CEO Byron Matthews. It will come as no surprise that, today, salespeople spend only around a third of their time on core selling activities in front of a customer trying to understand their needs, according to Byron Matthews,…
Thursday, September 21st, 2017
While inside sales has long been no stranger to automation, it is now poised to take another leap forward as AI-assisted sales acceleration technology and gamification help prioritise the most promising opportunities and energise the sales floor. As customers seize the balance of power and more aspects of the sales process migrate online, leading B2B sales organisations find they must…
Thursday, September 21st, 2017
Digital is set to disrupt every aspect of life including business. So what’s on the horizon for sales and what’s already here? One day in the not too far distant future, a wave of technological innovation will transform society: for instance, brain-computer interfaces will replace keyboards; there will be intention-decoding algorithms; communications devices will be embedded in humans; and we…
Thursday, September 21st, 2017
Salespeople make on average four attempts per lead to contact a prospective customer, a recent survey has found. Email and phone calls are still the most common touchpoints for sales teams: the most common pattern was a single email – 32% of respondents used that method, accounting for 61% of first contacts – while the second most common cadence is…
Thursday, September 21st, 2017
It would be hard to argue against the idea that we’re living in an age of analytics. For many large organisations selling to the public through B2C channels, analytics has become a critical competitive weapon, whether it’s our favourite online shopping site tempting us to make another related purchase, or our local supermarket ensuring that they don’t run out of…
Sunday, April 23rd, 2017
The old saw states that a poor workman blames his tools. These days, it could also be said that a successful sales manager credits his tools for guiding his success, but to use the tools available to them, sales managers need help. Manual systems for managing commissions and other sales processes don’t capture data in a form that allows fast…
Saturday, April 22nd, 2017
“Empowered customers are on the move: 40%…
Sunday, January 29th, 2017
Antonio Garcia Martinez Billed as “an adrenaline-fuelled exposé of life inside the tech bubble”, Chaos Monkeys lays bare the secrets, power plays and lifestyle excesses of the visionaries, grunts, sociopaths, opportunists and money cowboys who are revolutionising our world. Author Antonio García Martínez left Wall Street to make his fortune in Silicon Valley, becoming CEO of his own startup, before…
Sunday, January 29th, 2017
Duncan Clark Alibaba is a Chinese e-commerce company that provides consumer-to-consumer, business-to-consumer and business-to-business sales services via web portals. It also provides electronic payment services, a shopping search engine and data-centric cloud computing services. Alibaba’s consumer-to-consumer portal Taobao, similar to eBay.com, features nearly a billion products and is one of the 20 most-visited websites globally. This book is billed as…
Saturday, January 28th, 2017
Artificial intelligence–powered predictive sales acceleration platform, InsideSales.com unveiled plans last month to expand into Ireland as part of an initiative to better serve customers across the EMEA region. The firm says the move could create some 120 jobs in the republic. “We’re not only looking to hire some of Ireland’s best and brightest technology graduates, but also to help build…
Saturday, January 28th, 2017
Could 2017 be the year car sales head out of the showroom and go online? That’s the speculation in some quarters, although commentators suggest it will take a couple of generations. Steve Huntingford, editor of What Car? has been quoted by the BBC as saying: “The traditional way of buying a car will gradually shrink and, in a couple of…
Saturday, January 28th, 2017
Although social media is becoming the customer services platform of choice for large organisations, many are not getting the basics right. The rise of social media (Facebook, Twitter, Facebook Messenger) is driving change in the way customer-service leaders manage their operation. In today’s digital world, customers are more fickle, delight in sharing their horror stories, and demand an instantaneous response….
Tuesday, November 29th, 2016
Introduced in 1898, the traditional purchase funnel no longer applies. Sales needs a lead-generation model for the digital environment. There is one perennial truth in sales and that is, salespeople have to prospect in the places their customers inhabit. This has led salespeople to visit exhibitions and conferences, attend relevant networking events and even knock on the doors at certain…
Thursday, April 7th, 2016
Jim Steele, President of Worldwide Sales and Chief Customer Officer of InsideSales.com talks about the use of cutting-edge science to accelerate sales for some of the world’s top companies. To have the chance of one “rocket ride” to success in a career is exciting enough. But Jim Steele, Chief Customer Officer of Provo, Utah headquartered InsideSales.com is now riding his…
Thursday, January 28th, 2016
Research organization Forrester forecasts that 12% of all B2B sales in the United States will take place online by 2020. Last year, the company caused a few ripples when it predicted that the number of B2B salespeople in the United States would contract by one million over the next five years. In a recent report in the series, The B2B…
Tuesday, July 7th, 2015
Forrester Research forecasts that one million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. Its report Death Of A (B2B) Salesman estimates that, of the 4.5 million US workers employed in B2B sales and sales-related professions in 2012, just over 20% of all B2B salespeople will be displaced. Author Andy Hoar explains: “While B2B…
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