🔥 Hot Take
AI Belongs in Sales. Now.
AI has made the jump from possible to practical at record speed. The initial hype may not be as loud (depending on what you read) but the real-world application is happening now.
All kinds of tools are available now to help your team uncover more information, find missing clues, and organize their time better. Start using one before your competition figures them out.
🔗 Link
When the bots take over, be human.
Gartner produced a nice view of the salesperson of the future. The main takeaway: when bots are capable of handling much of the mundane, the seller is left to handle the emotional journey of the purchase. Sounds like good work, to us.
💡 Big Idea
Is Your Team Hunting?
In a world where we can sell our solutions to practically anyone, we tend to cast a wide net. Marketing automation takes over, and we “blast” out all the content we can. But for many businesses, they’re realizing that strategy isn’t practical.
What if your team focused on two or three really good accounts to work with, and everyone put the effort in? Could they get one meeting? Could that turn that into a relationship? Could they eventually close it? Likely, yes.
🎧 Listen
The Seller-Doer is Alive and Well
What happens when practitioners (in this case, engineers) are asked to sell? This podcast episode explores the unique challenges of seller-doers.