I used to do it.
I would get to the office extra early and I’d start dialing before 8AM.
I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning.
At that time of day, the stressed out CIO would be in the office but his assistant would still be fighting their way through the New York subway.
Ingenious! [Read more…]
This is number 9 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.
This interview is with Miro Putkonen and Anton Dobrzhanskiy of Epicbrief. Epicbrief’s mission is to make human work in sales more meaningful and valuable. Here’s a summary of our conversation and below this summary is the full transcript of our interview.
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I believe we are at another inflection point in the evolution of professional selling.
The last decade, or so, has been the era of bringing science to sales, or certainly mathematics. The advent of more powerful computing and the increase in investment in sales technology has produced an ocean of data ready for those of us who love to crunch numbers. Good stuff in my opinion. Things that can measured, get changed, and hence improved. But the side effect of all this technology seems to have been a huge increase in the volume of spammy emails that salespeople have generated and aimed at buyer’s inboxes.
Now AI is upon us and how to use AI is a next big driver in the evolution of professional sales.
[Read more…]
This is number 8 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.
This interview is with Adam Rubenstein, CEO of Traq.ai. Traq.ai’s artificial intelligence helps analyze sales conversations to point out opportunities, risks, tasks, and other highlights, and guides users to do what works best for them and close more deals.
Here’s a summary of our conversation and below this summary is the full transcript of our interview.
[Read more…]
This is number 7 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.
This interview is with Heidi Messer Co-Founder of Collective[i]. Collective[i] provides the most comprehensive solution on the market for companies seeking to optimize revenue using AI, connections, and collaboration.
Here’s a summary of our conversation and below this summary is the full transcript of our interview.
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This is the sixth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.
This interview is with Dave Brock. Dave is CEO at Partners In Excellence, a consulting firm that helps its clients OutPerform and OutSell their competitors. Dave is also the author of the “Sales Manager Survival Guide.”
Here’s a summary of our conversation and below this summary is the full transcript of our interview.
[Read more…]