Podcast Introduction Harpocrates simplify data privacy compliance. Co-founders Jan Jensen and Martin Förster have a goal to make data privacy compliance easy for business people, developers and privacy professionals to jointly build the future. Their motivated team is working with the most cutting edge technology to help companies become and remain compliant with privacy laws …
Continue reading Simplified data privacy compliance using AI & ML – the Harpocrates story
With AI and machine learning underpinning accelerated and better decisions, I wonder how long before the impact becomes systemic throughout the sales profession and most specifically, sales managers. A Point of View Sales Gets a Machine-Learning Makeover is an interesting article from MIT’s Sloan Management Review that discusses areas where automation can enhance interactions and …
Continue reading Challenge yourself to run experiments in the field
Amazon Earnings Call Word Cloud (100 words) A wash of information confronted me and I had to scramble to make sense of the flood. This is common for me. Not so much that it is a problem, but enough that I recognized a solution when it appeared to me. My mini-revelation came about in the …
Continue reading How Word Clouds Help Me Research and Compete
When I think about prospecting, I work from four fundamental steps: Segmentation.Value.Relationships.Relevance. Segmentation There are numerous approaches to segmenting a territory and multiple tools and experiences to draw upon. That’s in addition to historical territory ownership and sales success data. We can even move the thinking above segmentation to an overall business strategy into the …
Continue reading Prospecting for Growth on Value and Relationships
Example #1 One of my clients was reading these books. Given it is important to them, I decided to look a little into the books and see if my company had any research that was relevant and contextual so as to proactively show the value of our knowledge. Step 1: I created a basic mindmap …
Continue reading Mindmap use in my regular work – two concrete examples
