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The key to any successful business lies in having an effective and efficient employee training program. Without one, employees would not be able to develop the skills needed for their positions, resulting in decreased performance and productivity. Luckily, there is now a way to revolutionize your employee training programs with artificial intelligence (AI). Utilizing AI ...

Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Now, let’s look at the first mega-threat—which deals with the salespeople themselves. Mega-Changes While researching this article, I turned ...

In today’s competitive ecommerce landscape, optimizing your cash conversion cycle (CCC) is critical to the success of your business. One effective way to improve your CCC is through effective invoicing. By streamlining your invoicing process and improving your payment terms, you can accelerate your cash flow and reduce your financing costs. In this article, we’ll ...

I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. But what about us as salespeople? Don’t we have to deal with pain as well? Of course. So, I ...

In today’s fast-paced digital world, businesses must constantly adapt to stay competitive. One way they achieve this is by leveraging cutting-edge technologies like content automation and artificial intelligence (AI) to streamline their day-to-day operations and enhance their online presence. This article explores how these tools revolutionize marketing strategies, from personalizing content for better customer engagement ...

In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. A well-functioning sales team can help a company generate revenue, acquire new customers, and stay ahead of the competition. Building a successful sales team ...

Nouriel Roubini has a fascinating bestselling book called MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. In this book, Roubini lays out 10 trends that seriously threaten our survival. This book got me thinking: are there mega-threats for our industry coming our way? Thus begins a new series of articles ...

Technology is growing exponentially—faster than we can even comprehend. When my grandfather was a boy, everyone was mainly still riding horses. In 1919 right after WWI, he visited the relatives of his mother in Chicago.  A voyage he had to make first by ship from Rotterdam to New York and then by train from New ...