by Chris Beall In Part 1 of this two-part blog series, I made the claim that sales headcount is not a growth constraint for most B2B companies. This claim must, of course, be wrong. How do I […]

by Chris Beall Let’s imagine you own a gold mine. For years, you’ve been walking into a dark hole in the ground, using your headlamp to follow a promising vein of gold-rich quartz, and using […]

by Chris Beall Part 4 of this series focused on the possibility of industrializing the top of the sales funnel. The question has been raised: “Why just the top of the funnel?” After all, if we […]

by Chris Beall As we left Part 3 of this series, I promised to lay out the parameters to answer the question, “Is it possible to industrialize the top of the funnel?” Let’s dissect! The first industrialization […]

by Chris Beall So, what about the prediction that sales robots will wipe out millions of sales jobs? In a way, they already have. Maybe not millions yet, but information and automation working together as […]

by Chris Beall First, fair warning: I’ve been involved one way or another with artificial and augmented intelligence since 1968. So I’m a little stuck, in that I actually know a bit about how this […]

by Chris Beall While there is variety in the business-to-consumer world, it is nothing compared to B2B. The reason is that there are only so many kinds of human consumers (I’ll leave our cats, dogs, […]

by Chris Beall I concluded Part 2 of this blog series with a promise to look at the top of the funnel as a candidate for industrializing sales. The reason for doing this is two-fold: So, if […]

by Chris Beall In Part 1 of this series, I disposed of the idea that B2B sales has already been industrialized by the widespread adoption of the sales development model. Let’s suspend the question of whether B2B […]

I find myself using the phrase “the industrialization of sales” a lot recently