Artificial Intelligence, Sales, Marketing
and Other Topics
-
Why is sales prospecting so difficult today?
Sales prospecting can be difficult for a variety of reasons. Some common challenges include: Competition: With so many companies and products on the market, it can be difficult to stand out and get noticed by potential customers. Changing consumer behavior:…
-
An Interview with ChatGPT
There has been a lot of chatter around ChatGPT. What is ChatGPT? So, I asked ChatGPT and ChatGPT responded. What follows is a verbatim transcript of my interaction with ChatGPT. What is ChatGPT? ChatGPT is a variant of the GPT…
-
Not All Sales Leads Are Equal – Some Are Better Than Others
Not all sales leads are equal, some are better than others. Lead scoring helps separate out those leads that might be the better than others. Still, high scoring leads may not convert to closed won opportunities. So, just how do…
-
Best Practices for Outbound Prospecting by Email – It All Starts with the Subject Line
It all starts with the subject line. The primary goal of the subject line of your sales emails is to get prospects to open it. That is it, that is the only goal. The subject line must spark curiosity and…
-
It Is Game Over for Field Sales – Now It Is Time for Inside Sales to Take the Field
Field sales has died, and no one noticed. Witness the dawn of inside sales. The last three years (2020-2022) have been hard for salespeople and hastened the decline of field sales. What was once normal was turned upside down during…
-
Cold call with a purpose. Prospect using iBANT – Interest and Intent, Budget, Authority, Need, and Timing
The fundamental purpose of cold calling is to engage prospects in conversations that progress to the next step. The goal of these calls should be to move beyond an interruption to a scheduled call that leads to a predictable outcome…
-
Is Cold Calling Dead? Cold Calling exits stage left. Informed Calling enters stage right.
Is cold calling dead? There are many common misbeliefs about cold calling that include it is a waste of time, it is for losers, it makes you depressed, it is hard, to name just a few. Common myths about cold…
-
Sales Trifecta – Performance, Process, and Quality Assurance
Sales performance, process and quality assurance are intricately linked. High performing sales teams follow rigorous processes and assess quality at every step which in turn leads to the highest performance possible. Sales quality assurance (or Sales QA) helps sales teams…
-
How to Succeed in Sales Without Really Trying
The 1967 American romcom How to Succeed in Business Without Really Trying turned a 1961 stage musical and earlier book by Shepherd Mead by the same name into a hit film starring Robert Morse, Rudy Vallee and Michele Lee. The…
-
Keep Your Customers Close and Your Competitors Closer
The phrase “Keep your friends close; keep your enemies closer.” is most often attributed to Michael Corleone in “The Godfather Part II” from 1974. Other sources attribute it to a bad translation of Machiavelli’s political treatise “The Prince” from the…
Join 900+ subscribers
Stay in the loop with everything you need to know.