Articles on sales prospecting

AI-Powered Selling and the Social Graph

In the near future, savvy salespeople are going to greatly enhance their sales by leveraging AI. One of the mechanisms for this improvement will be leveraging the “social graph” more effectively.

It’s always been true that a referral beats any other lead, with referrals converting to customers 50% of the time, according to Joanne Black. AI will help us use our “social graph” to find referrals without spending too much time on research. Up to this point, this kind of research has generally been too time-consuming for the average salesperson.

The best tool today for this research is LinkedIn. LinkedIn can show us who knows who. Unfortunately, this connection data is not reliable, with the system showing people knowing many more people than they actually do in “real life”. In my research, I find that less than half the connections someone has on Linkedin are people they really know.

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Call low

by Nigel Edelshain Leave a Comment

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…]

AI in Sales: Actually useful CRMs

by Nigel Edelshain Leave a Comment

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.

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AI in Sales: A New Era of Selling

by Nigel Edelshain Leave a Comment

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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AI in Sales: More human selling

by Nigel Edelshain Leave a Comment

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.

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Book Notes: Bullseye Marketing

by Nigel Edelshain Leave a Comment

If you’re taking a new job in sales or marketing, read this book first. It could save you leaving your job within three to six months!

I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing—just out this week in its second (updated) edition.

If you are not interested in anything else, it’s critical to your career survival in any marketing or sales role, to understand the basic framework. Here is in its simplest form.

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