Sales 2.0

Articles on sales prospecting

AI in Sales: More human selling

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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.

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Book Notes: Bullseye Marketing

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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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AI In Sales: Disrupting traditional sales models

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This is the fifth 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 Scott Ingram. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

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: Mind the Gap!

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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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Book notes: Success is in your Sphere

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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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