The sales manager’s job is expanding from managing reps to orchestrating a mixed team of reps and AI agents. The orchestrator role has four responsibilities: allocate work between agents and people, set guardrails so agents act only with approval, inspect agent output the way you inspect rep work, and coach reps on the judgment work ... Read Post
The difference between AI agents vs assistants comes down to how much they do on their own. An AI assistant helps you do a task faster when you ask, like drafting an email or summarizing a call. An AI agent takes multi-step action toward a goal on its own, like researching an account, preparing a ... »
Sales forecasting comes down to five steps: define your sales process and forecast period, gather your historical deal data, choose a forecasting method that fits your data, build the number, and review it against reality on a fixed cadence. The method you choose matters less than most teams think. The discipline of the five steps ... »
To improve CRM adoption among sales reps, make the CRM give more than it takes: cut manual data entry to minutes a day, configure the pipeline around how deals actually move, run every forecast and pipeline review from inside the CRM, train reps inside their live deals instead of a sandbox, measure usage weekly for ... »
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon Prime, containing the items we were simply browsing for that ... Read Post
There are many issues to take into account when choosing a CRM solution. But chief among these considerations should be onboarding—that is, how easy is it to implement, train your users on, and administrate your new CRM solution? There are several reasons to pay attention to onboarding: The longer it takes to integrate and bring ... Read Post
Review and score your overall sales ecosystem with Ken Thoreson’s revealing audit. Tune Your Sales Tactics with Ken Thoreson’s Sales Audit Your sales ecosystem is supposed to be a finely-tuned set of activities working together to move sales from lead to close. But do you have unseen stumbling blocks that are preventing the system from ... Read Post
Cloud computing is bringing about an entirely new business paradigm. Steel and glass buildings, oppressive cubicles, office politics, and traffic jams are being replaced with reporting to work over the web, virtual companies with staff scattered throughout the world, and individual freedom to contribute and create as never before. What does all this mean for ... Read Post
Would you ask someone to marry you on a first date? Probably not. Admittedly, popping the big question to a stranger might seem like an extreme example, but if you’re hoping for a “yes” from a client, you’re in the same playing field. The world is a cluttered, distracted place. Whether you’re trying to get ... Read Post
There are many considerations when choosing the perfect CRM. Our comprehensive guide talks you through all the issues — from every angle — so you can make the best decision for your team. The Journey to the Best CRM for You Traditionally, salespeople have not welcomed CRM software with open arms. They perceive CRM tools ... Read Post
Sounds like a funny thing to say, doesn’t it? But it’s true. Of all the many pain points in sales management—and our research has turned up dozens—the first and foremost of these is the sales manager himself or herself. Start a slideshow
Without a doubt, mobile apps can provide great benefits to small business owners. With mobile apps, a small business can reach new customers and provide a better experience to existing ones in a convenient way. However, these benefits can only be delivered when the mobile app works as expected. Many businesses don’t realize the importance ... Read Post
Sales POP! is your shortcut to sales, marketing and leadership excellence, offering short, insightful episodes with top global thought leaders, hosted by John Golden.
Olivier Roth, Co-Founder and Chief Growth Officer at The Swarm, explains how relationship intelligence helps B2B sales teams turn hidden network connections into warm introductions. He shows how mapping investors, advisors, customers, and former colleagues surfaces paths CRM records alone can’t reveal, and why treating LinkedIn as an audience rather than a network changes how teams should prospect. Learn more at https://www.theswarm.com/.
