Revenue = frequency x competency is one way that Chad Burmeister measures productivity. You have to be able to do more in a shorter period of time—you must increase your frequency. Over time, as you gain experience and focus on frequency, your competency will grow. This increases productivity and therefore increase revenue. Chad and PaulRead more about Sales Reinvented | Revenue = Frequency x Competency[…]
“Personality Powered Prospecting, Powered by Artificial Intelligence, is right out of a sci-fi movie.”
The Anti Cold Calling Crowd are Charlatans. Period.
AI For Sales is Here!
Wait, what? Are bots getting involved with firing decisions? Say it isn’t so! Hear this out… frontline managers are great at “protecting” their people, right? They say, just give Elon another quarter – he’ll get there, I promise! Another quarter comes and goes, still at 72% or even worse, 17%. I remember my 1:1’s withRead more about AI for Firing?[…]
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![…]
ACTIVITY BASED COSTING FOR SALES Wikipedia defines Activity Based Costing as: https://en.wikipedia.org/wiki/Activity-based_costing Activity-based costing (ABC) is a costing methodology that identifies activities in an organization and assigns the cost of each activity with resources to all products and services according to the actual consumption by each. This model assigns more indirect costs (overhead) into direct costs compared to conventional costing. CIMA (CharteredRead more about Activity Based Costing[…]
This year’s AA-ISP Digital Sales World was a bit of an eye-opener for me as can be seen and heard in the lyrics of this song–The AI Song. Twitter #DSW2018, AA_ISP. “Artificial Intelligence seems more valuable than the real thing” and “there’s no bot who can replace, no algorithm could ever imitate, the touch ofRead more about ScaleX.ai – The AI Song & The AA-ISP Digital Sales World[…]
I remember sitting in the audience at Sales 2.0 in 2008, thinking “will I ever be a sales speaker on the sales 2.0 stage?”. And then in 2009, I was a speaker. Since then I’ve attended nearly every Sales 2.0 conference in San Francisco, a few in Vegas, a few in Philadelphia, and I really feelRead more about ScaleX.ai: Platinum Sponsor of Sales 3.0![…]