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Customer Relationship Management, in one form or another, is at the center of every company’s revenue model. If your customer relationships are shaky, your business is shaky. This isn’t a new concept—strength in customer relationships has been the lynch pin of business viability since the conception of marketplaces. But in the 1990’s, with the advent of the dot-com era, Customer Relationship Management, or now more...

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As the world continues to get more complex in every facet, we are starting to see AI become assistive to help people in their roles.  Utility companies can use drone imagery and thermal mapping in conjunction with AI data to detect and anticipate equipment failure. IBM Watson is helping doctors condense mass amounts of data into something digestible. Many companies are beginning to take advantage...

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The Problem. Reporting dashboards. They’re everywhere. They paint the walls of executive board rooms, they’re at the center of forecasting and budgeting discussions, and they sit persistently on the computer monitors of most managers. They say, “If you can’t measure it, you can’t manage it.” And trust us, there aren’t many who would disagree with that in our 21st century, data-driven world. But this obsession with sales metrics,...

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What is Relationship Intelligence Anyway? Relationship intelligence is term that’s starting to generate a lot of buzz in the B2B sales community, and with good reason. If you don’t know the full meaning of the phrase, that’s okay! We’re here to help. This guide will walk you through the definition of relationship intelligence, the benefits that it offers to enterprise businesses, and the tools that will provide...

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We hear a lot about analytics or artificial intelligence. But the question I have is, can you see it? Do you know what it feels like when you ACTUALLY see it? I equate the feeling to an experience I had this past weekend while surfing with a friend in Satellite Beach, Florida. We were minding our own business waiting for the waves to come in, when...

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Buyer engagement is critical during the buyer’s journey in order to have the outcome you are looking for. The buyers journey is a framework that buyers go through before selecting vendors and can be broken into three main sections – discovery, consideration and decision. As companies get larger, the buyer turns into a buying team and that becomes ever-more complex with the size of the company, size of...

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In the early years of my career, I learned from coursework, managers, mentors, certified coaching colleagues and my own experience that coaching is not problem solving. Sounds simple, yet most people find it difficult to separate the two. Advice is a one-way street (not always a bad thing), you can post advice on the whiteboard or write it on a sticky note, but coaching requires individuals...

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For years, B2B sales teams have relied on sales playbooks to standardize processes and help reps take the right actions to close deals. These playbooks are the golden standard for the way your company approaches selling, but here’s the big question: how effective are they long-term? We’re going to go out on a limb here and say that if you’re still using traditional sales playbooks, you’ve...

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