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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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Filed Under: AI in B2B Sales, AI In Sales, Data, Management, Process, Tools/Data

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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Filed Under: Management

Taking sales to the next level

by Nigel Edelshain 1 Comment

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level.

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Filed Under: Management