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Tuesday, October 13th, 2026
The doubled-edged sword that is AI Among the many mysteries in this age of accelerating AI, one of the most baffling is why so few sales organisations seem to see the current moment as an unmissable opportunity to get closer to their customers. Instead, AI is too often seen as a chance to bombard a largely unresponsive audience with a…
Tuesday, October 13th, 2026
Alchemist Group, the parent company behind a portfolio of brands specializing in sales and leadership execution recently launched a Global Product and Technology function to strengthen how it builds, delivers and scales learning products, intellectual property (IP), digital tools, and technology-enabled client experiences. The function will support brands under the Alchemist Group umbrella, including sales training company RAIN Group and…
Tuesday, October 13th, 2026
How to help sales and marketing get closer to the customer. Abstract Sales and marketing are told to get closer to the customer. In a complex sale, that instruction misfires because there is no single customer to get close to. There is a buying committee that never sits in one room, and most commercial teams optimise every function for the…
Tuesday, October 13th, 2026
Moving beyond total cost of ownership to drive competitive advantage. So, how can I connect the dots between the two definitions of “value” to create a more authentic and practical sales approach to support our salespeople in this transition? VBS is about creating a meaningful and beneficial customer experience. By genuinely caring about our customers’ success, we can align our…
Friday, November 21st, 2025
Top tips for sales teams to get started with agentic AI. The next transformation in sales is already underway. One where AI moves from predicting outcomes to acting on them. Agentic AI, powered by generative models, is beginning to shoulder parts of the coordination, analysis, and execution that have long slowed down sales teams. By handling structured tasks, it frees…
Friday, November 21st, 2025
What is workslop? A recent article in Harvard Business Review coins a new term: “workslop” – poor-quality but plausible-looking work created using AI that is not fit for purpose. HBR defines workslop as “AI-generated work content that masquarades as good work but lacks the substance to meaningfully advance a given task”. Research by the BetterUp Labs team, in collaboration with…
Monday, September 30th, 2024
Good governance and a thought-through approach are essential if we are to use AI responsibly I was seven years old when I made my first sale. The family business provided musical education concerts for children, so in the school holidays I was press-ganged in to help. I quickly found that being front-of-house selling merchandise was much more fun than being…
Monday, September 30th, 2024
Here are five ways to revolutionize sales coaching with AI….. Adoption of AI has exploded over the past year, forever changing the sales profession and bringing about a paradigm shift in sales coaching. This transformative technology offers new ways to enhance performance while nurturing the invaluable human-to-human relationships that underpin successful sales endeavours. Sales professionals have already embraced AI to…
Thursday, September 19th, 2024
Sales professionals and academics discuss the current state of AI in sales, and look to the future. Bob Apollo, Chief Outcomes Officer, Inflexion-Point As we approach the era of AI in business and sales, it is vital to explore what the key tasks will be, as well as the skills and development paths needed to make a success of the…
Thursday, September 19th, 2024
Why safe, responsible, and compliant AI is key to enabling the adoption of AI for sales and marketing. Since the advent of transformer architectures in 2017 and powerful models like GPT-3 in 2023, artificial intelligence (AI) has rapidly evolved into a transformative force across industries. Sales and marketing, in particular, can benefit immensely from AI’s ability to revolutionise customer engagement,…
Thursday, September 19th, 2024
How can you harness AI to have better sales conversations? Most independent observers would agree that Artificial Intelligence is unlikely to completely replace skilled and experienced businessto- business salespeople in complex buying environments any time soon. But it is also clear that AI is already capable of enabling skilled and experienced B2B salespeople to become even more effective. Salespeople who…
Thursday, September 19th, 2024
Is AI ready to transform sales? From AI-assisted Raybans that can initiate a call (look cool while you’re phoning clients from the beach) to email subject line generators (fill your prospect’s inbox with annoyingly zany emails), AI has been top of the hype charts ever since Chat GPT broke onto the scene almost two years ago (November 2022). Since then,…
Wednesday, September 18th, 2024
Business-to-business suppliers are under pressure to respond to “consumer-like” purchasing demands as buyers continue to shift the way they make purchases, a new global survey released on 12 September reveals. At the same time, buyers feel more comfortable with remote and selfserve spending on big-ticket items this year than they did in 2022, according to consultants McKinsey & Co. “E-commerce,…
Wednesday, September 18th, 2024
Sales CRM specialist Salesforce introduced two new fully autonomous AI sales agents – Einstein Sales Development Rep (SDR) Agent and Einstein Sales Coach Agent – on 22 August. Generally available in October, these sales agents are built on Salesforce’s Einstein 1 Agentforce Platform to help sales teams accelerate growth. Einstein SDR Agent autonomously engages with inbound prospects to nurture pipeline…
Wednesday, October 11th, 2023
Electric superbike manufacturer Verge Motorcycles has appointed business and retail visionary George Blankenship as its new Chief Revenue Officer. With a career spanning more than 40 years, Blankenship is known for developing acclaimed retail strategies for world renowned brands such as software and computer maker Apple and electric car manufacturer Tesla. “Motorcycles have been manufactured with the same underlying format…
Wednesday, October 11th, 2023
A new report from “trust platform for digital commerce” Forter has found “alarming rates of false declines, cart abandonment, and trust issues” in online shopping. The 2023 Consumer Trust Premium Report explores the relationship between consumer shopping habits and brand trust. Over 73% of UK consumers have had a negative online shopping experience, with high rates of false declines (14%),…
Wednesday, September 6th, 2023
What will be the impact of artificial intelligence on business? There is a fierce debate (not to mention a lot of hype) surrounding the future impact of artificial intelligence, related both to its potential benefits and also to the not inconsiderable dangers of introducing AI into business and society. On the one hand, AI investment has been growing rapidly over…
Tuesday, September 5th, 2023
Anticipating the future puts you ahead of the game. Here is an innovative guide to driving change. Part I: We couldn’t possibly do that! How the “future readiness movement” began. It was the midst of the pandemic, and it was my first team meeting as I embarked in my new role as the Chief Operating Officer for SAP Asia Pacific…
Monday, September 4th, 2023
A survey of 600 UK human resources managers and directors working in sales, media and marketing conducted in May 2023 indicates they will need three years to be ready for the impact of AI on the workplace. However, all of them believe it will deliver benefits. Fewer than one in five (18%) said they would be fully prepared for the…
Monday, September 4th, 2023
Product-led growth seeks to place the product at the epicentre of customer acquisition, retention, and expansion to achieve “lower sales costs, greater product virality, and higher net retention”. As such, the product itself plays a critical role in acquiring, growing, and retaining customers. This approach has traditionally been seen as a more effective way to engage SME businesses, while a…
