Articles

PIPELINE CULTURE HAS ERODED… Building pipeline pre 2003 felt easier This article is an overview of a workshop delivered at the Chief Revenue Officer Summit in July 2024, led by Gerry Hill VP EMEA at ConnectAndSell. You can watch the full workshop at the following link: CRO Connected From the year 2008, what happened to…
By Luke Trotter In an increasingly digital world where healthcare demands are continually evolving, the intersection of artificial intelligence, wearable devices, and predictive algorithms is beginning to shape a new frontier. From monitoring vital signs to detecting diseases before they manifest, we are witnessing a transformation shifting healthcare from a reactive stance to a proactive…
By Andy McDonald The Future of Revenue Intelligence: How AI is Revolutionizing the Sales Process Artificial Intelligence (AI) is no longer just a futurist fantasy. It’s here, it’s real, and it’s reshaping the business world in ways that were previously unthinkable. Nowhere is this truer than in the realm of sales, where AI’s transformative impact…
By John Taylor In today’s volatile and competitive business environment, the role of Chief AI Officer (CAIO) has risen to prominence for businesses aiming to harness the disruptive power of artificial intelligence (AI). Once considered a peripheral, futuristic concept, AI has evolved into a cornerstone of modern business strategy. But harnessing its full potential is…
By Andy McDonald Harnessing the Power of AI in B2B Sales: A Data-Driven Insight Artificial Intelligence (AI) is burgeoning at a remarkable pace, especially within the B2B sales landscape. However, its potential extends beyond mere buzzwords and future prospects. According to McKinsey, sales professionals can reduce data entry time by up to 17% with the power…
By Ton Verleg When you prepare for a meeting with a Prospect, several things go through your head. How will you start the meeting? What do you know about the company, and what information is still missing? What role does the person you will meet play in making decisions and driving things forward? And why…
By TonVerleg Tomorrow, we will meet with Keith Lubner of SalesGravy at the DHL Express Sales Champions Club event in Hanoi, Vietnam. We are super excited because Keith will run a Fanatical Prospecting keynote and workshop with our 125 sales champions of 2022. Prospecting skills are in a different league than any other selling skill. In this Fanatical Prospecting…
By Andy McDonald In today’s fast-paced and ever-evolving world, B2B sales leaders find themselves operating in an environment of increasing complexity. A powerful tool that can help them navigate these new challenges is deep learning, but what is Deep Learning? This innovative utilisation of AI is transforming not just the tech landscape but also the way…
By Jason Cole Data, often labelled as the “new oil” by business leaders, has emerged as a game-changing asset that is driving innovation and progress across every industry. Much like oil energised the industrial age, data is now powering the engines of progress in a world dominated by AI algorithms. But we also find ourselves…
By Ton Verleg One of the most challenging things in life is changing habits. In sales, it’s not different. Those trained on how to Sell with the Buyer’s Perspective recognize this without any doubt. What you learn in theory is all good, but applying this in front of Customers is one of the biggest challenges. It requires…
by Andy McDonald The B2B sales landscape is changing fast, requiring organisations to urgently rethink revenue production in 2023. For business leaders looking to implement the operational and technological innovations to drive more efficient, predictable growth, here are 20 stats to help shape your strategy: RevOps imperative Businesses must rethink their sales models and ensure…
by Ashur Roberts In an increasingly digital world, there is an argument that every business is now a technology company. As a result, even the heavy assets industry is undergoing significant digital transformation. Despite being long considered traditional and slow to adopt technological advancements, this sector, encompassing manufacturing, energy, and transportation, has recognised the need…
By Chris Hatfield In the bustling world of work, we often find ourselves juggling multiple tasks, projects, and requests from colleagues, managers and even friends outside of work. While being helpful and accommodating is admirable, it’s essential to recognize the importance of setting boundaries and learning to say “no” when necessary. This valuable skill can…
By Ton Verleg Imagine you are a Marketing Manager in a company that is looking for growth opportunities that could determine the next three years’ strategy. You are required to submit a business case and recommend a possible change of supplier(s) to your senior management. This is a big responsibility! By the way, you are not…
By Jason Cole Generative AI is gaining traction as it continues to disrupt industries and alter the way we work. By leveraging advanced algorithms, generative AI can create content and even code or automating tasks that were once performed manually by humans. For example, GPT-4 can generate coherent articles, emails, or social media posts in…
By Ton Verleg The ink on the proposal was not even dry, or Jim was already in the car on the way to a crucial meeting. Should he have waited a little longer? No, Jim was just too excited. He worked towards this moment for nearly three months. And he felt confident. Although Jim’s price was…