Process

AI In Sales: Mind the Gap!

This is the fourth 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 David Kreiger. David is the President of SalesRoads, an award-winning B2B sales outsourcing firm providing appointment setting and lead generation services.

Here’s a summary of our conversation and below this summary is the full transcript of our interview.

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AI in Sales: Focus on The Sales Conversation

by Nigel Edelshain Leave a Comment

This is the second 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 Paul McGhee. Paul is the Director of Field Enablement at Groove, a leading sales engagement platform. Paul has a great perspective on all things sales as he’s had many roles associated with the function, including running sales enablement, carrying a bag, managing sales teams, running his own sales consultancy, and starting his own sales enablement SaaS company.

Here’s a summary of our conversation and below this summary is the full transcript of our interview.

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AI in Sales Management…Customer Growth is the Big Opportunity

by Nigel Edelshain Leave a Comment

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales.

This first interview is with Oliver Churchill, the founder and CEO of Acuity Sales Decision Science. Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).”

Oliver knows the space and has been a sales management practitioner for 20+ years. I was curious to hear what he thinks.

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Book notes: Success is in your Sphere

by Nigel Edelshain Leave a Comment

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. From everything I’ve seen, if you want to outperform in sales in the long run, you need to build your own network of people that know, like and trust you. No amount of technology or great messaging will get you even close to the salesperson with a top-notch Rolodex.

Success is in your Sphere shows you how to build a world-class network and maintain it. The book presents a framework for building relationships called “CAPITAL”. Here’s how the framework breaks down.

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Book notes: SPEAR Selling

by Nigel Edelshain Leave a Comment

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book.

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Book Notes: The Sales Manager Survival Guide

by Nigel Edelshain 2 Comments

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role.

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential.

I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

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