For the past ten years, my brother, my Dad, and I have traveled to Alaska to go fishing for Salmon, Halibut, and other big fish from the ocean.  Until this year, we had never seen or heard of the Daiwa Tanacom 1000 – an electric reel!  Although I held out and preferred the manual routeRead more about One-Click Reeling like One-Click Conversations[…]

The only person who I see consistently publish sales activity to meeting ratios is Chris Beall, CEO of ConnectAndSell.  Whether it’s a summer month, a holiday, or a quarter-end, his team consistently puts up a # of meetings/day, and best of all, they know what the Sales Activity to Meeting Ratio is – so they canRead more about Sales Activity to Meeting Ratio (SA/M)[…]

Day 2 at the Amazon VOICE conference didn’t disappoint.   Howard Lerman, CEO of Yext was the keynote and he ran an interesting skit showcasing how Yext helps companies control their digital footprint across multiple applications including Google, Facebook, and now Amazon Alexa (announced today).   The next session I attended, the speaker didn’t show up. Read more about Amazon VOICE Conference (Day 2)[…]

The Amazon VOICE conference (the largest voice tech event of the year), sponsored by ScaleX.ai, opened the day right when employee #1 of Amazon Alexa, now the Chief Evangelist Dave Isbitski, termed his presentation “Learning to Talk Again in a Voice-FirstWorld.”       With 2405 registrants, the world is eager to learn about why conversationsRead more about Amazon VOICE Conference 2018 (Day 1)[…]

“Gross” or GREAT!  You decide… When the Founder of Eloqua comments on your post that AI will change the way that sales professionals personalize their messages and uses the term “gross“, does that mean “sick” like GREAT or gross like the sidewalks in San Francisco these days?  I suspect he means “gross” like the sidewalksRead more about Gross or Great!?[…]

Everyone wants their cold calls to feel nice and smooth like inbound.  The problem we’re all seeing is that over the last 5-10 years, even this year sellers everywhere are seeing an increased difficulty in getting the right customer on the phone at the right time.   That is what it’s all about, isn’t it?Read more about Making Outbound Feel Like Inbound[…]

The pipe is… LIFE! The pipe is… LIFE! The pipe is… LIFE! Jeb Blount is the first sales speaker that I’ve ever heard who gets it right by opening Outbound 2018 with the audience chanting – THE PIPE IS LIFE! Dave Berman, President of Zoom Video knows that the pipe is life. Steve D’Angelo, PresidentRead more about The Pipe Is Life![…]

What is sales acceleration, according to Ken Krogue, Founder of InsideSales.com and contributor to Forbes Magazine – “start by picking up the phone”. Link to the article. What is Sales Acceleration as a Service, Powered by Artificial Intelligence? Sales Acceleration is a big business – in 2018, $12.8B was spent on this technology!  It includesRead more about Sales Acceleration as a Service, Powered by Artificial Intelligence[…]

I BELIEVE IN BIG DATA* *(to the tune of “Friends in Low Places”) Blame it all on my age Often on the wrong page I don’t handle change very well Short turnaround times And new paradigms Are making my life living hell And you saw the surprise And the fear in my eyes As theRead more about I Believe In Big Data Song (*to the tune of Friends in Low Places)[…]

When Kyle Porter, CEO of SalesLoft, posted the word “ridiculous” when I posted this offer to buyout SalesLoft, ToutApp, and Yesware contracts over the weekend I was flattered, surprised, honored, giddy, and those are just the first words that come to mind. Link to the post You see, just a few short years ago, SalesLoftRead more about Ridiculous or Bold?[…]