Challenge yourself to run experiments in the field

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 …

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How Word Clouds Help Me Research and Compete

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 …

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Prospecting for Growth on Value and Relationships

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 …

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Mindmap use in my regular work – two concrete examples

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 …

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If you’re writing your family history, you hear it in voice, so why not write it in voice

Photo by Cristina Gottardi on Unsplash At our core, we are storytellers. As kids, we thirst for stories and progress to be storytellers ourselves. I come from a large family - one of 8 kids and over 50 first-cousins. As I’ve gotten a little older and seen parents, aunts and uncles passed away, it has …

Continue reading If you’re writing your family history, you hear it in voice, so why not write it in voice