The data you provided earlier consists of four chapters from an ebook focused on identifying and analyzing mega-threats in the sales industry. Chapter 1 introduces the concept of mega-threats and the motivation behind exploring potential dangers specific to the industry. Chapter 2 discusses the first mega-threat, which involves changes in the role of salespeople due to technological advancements. Chapter 3 explores the mishandling of data as the second mega-threat, emphasizing the potential harm caused by mismanagement or inaccuracies. Finally, Chapter 4 addresses the third mega-threat, which is the absence of proper processes and the use of inappropriate technology, highlighting the importance of efficient and coordinated processes within the sales industry.

Chapter #1
General Mega-Threats

Nouriel Roubini has a fascinating bestselling book called MegaThreats: 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 began creation of an ebook on mega-threats to our particular area of endeavor.

Chapter #2
The First Mega – Threat to the Sales Industry

Let’s look at the first sales mega-threat, which deals with the salespeople
themselves.

Mega-Changes

While researching this ebook, I turned back to an excellent book that was popular when I first brought my business to the U.S. from Austria a little less than 11 years ago. The book was by Daniel Pink and was entitled ” To Sell Is Human: The Surprising Truth about Moving Others”. Going back through Pink’s book, I was startled by how much has changed since it was published. Many factors addressed in the book are no longer relevant, mainly due to the incredible advance of technology.

Chapter #3
The Second Mega-Threat to the Sales Industry: Mishandling of Data

The next mega-threat we’ll take up is the mishandling of data. This is a threat to any enterprise—or, for that matter, any organization or even a government. Data could be generally defined as “facts or information.” It is used for evaluating situations, creating understanding, and many other functions. Data, in many forms, is what humans communicate to each other.

There are two basic ways data can be harmful: if it is mismanaged or if it is inaccurate.

Chapter #4
Mega-Threat Number 3 to the Sales Industry—Missing Processes and Wrong Technology

Let’s take up the final mega-threat to the sales industry—missing processes and wrong technology.

Processes

Every activity a company undertakes is a process, and these processes must be as efficient as possible. Processes must also be in very tight coordination—otherwise, another process (or individual or group of people) is left waiting up the line.

In the world I was born into, people went to school in the traditional way. During that time, you were asked what you wanted to be one day. You went to elementary, middle school, high school and university. You learned a profession, and you worked in that profession most of your life.

In those days not many people switched from one profession to another. Not only did most remain in the same profession, but even with the same company. It wasn’t nearly as possible as it is today to move from one city to another, let alone from one country to another. As time passed, mobility greatly improved—automobiles, trains and planes. But this movement grew slowly because the workforce was slow to change.

We didn’t learn new things, at least not at the rate we must learn them now. We were more or less like the Freemasons, brought into the “mysterious insights” of some profession. We learned those and then built on them over time.

There has certainly been a radical shift in this pattern—today’s we’re confronted with a constantly changing overwhelming stream of knowledge. It is this shift, and the solutions to address it, that we will be addressing in this ebook. I speak from a unique point of view: both before and after this change.

Let’s dive in, and see how we may all get along better in today’s constantly evolving data avalanche!

Our Mission

We offer a way to a prosperous, peaceful life!

Today it seems like humans and technology have become combined or even equal.

But as a CRM vendor, we believe that technology should serve as a vehicle for all people in the world—if they responsibly seek independence, freedom and wealth. It is clear that without technology, no one can participate in a global economy, and that is why we want to reach as many people as possible.

If you are a sales rep, a manager, or an organization, our mission is to put people first and to promote prosperity. We do this through sales because sales have the power to produce wealth and create peace.

Join us on this journey!

While artificial intelligence has been predicted for many years, especially through science fiction movies and television, it is truly now coming to pass. We see it with Apple’s Siri and Alexa from Amazon. We witness it with the navigation systems we have in our cars. We see it in air traffic control and in the big jetliners themselves.

But now AI is establishing an ever-widening presence in the CRM industry, and all sorts of incredible claims are being made for it. They’re saying that AI will leverage deals, allow more cross-selling, reduce sales cycles and leverage campaigns.

Given the actuality of human behaviour, these are faulty assumptions. So where does AI really fit today, and what are its limitations? It is this complex and timely topic we’re going to be exploring in this book.

Chapter 1: How Will Big Data Revolutionize Sales and CRM?

Cybernetic principles—the science of simplification of big data—is a primary application of artificial intelligence. Interestingly, just as we cannot understand big data without artificial intelligence, we also would not have artificial intelligence without big data to support it.

Chapter 2: Salespeople, AI and the 4th Industrial Revolution

What do we mean by Industry 4.0? It’s the 4th Industrial Revolution, unfolding right now. It brings internet-enabled smart devices that seamlessly interface with humans and each other. It provides for data analysis and virtual models that make it possible to evaluate and solve production issues on the fly. It’s about state-of-the-art services being delivered to companies and customers through the cloud.

Eventually, it will even mean factory modules that are enabled to replace or expand themselves.

Chapter 3: Artificial Intelligence, CRM and Sales Prediction

Two very popular buzzwords today are predictive insights and prescriptive insights. But while we’re discussing artificial intelligence, we want to pay particular attention to where AI does and doesn’t make sense in relation to these two areas.

Chapter 4: How Does Artificial Intelligence Work with Sales & Marketing Alignment?

As we know by evaluating the current state of Sales and Marketing alignment, it is still a major challenge to get these two groups working in unity. Yet today it’s vital that they do—if only because in today’s digital marketplace it’s getting more and more difficult to tell where exactly Marketing ends and Sales begins. AI can greatly assist in solving these issues.

Chapter 5: Artificial Intelligence in Sales–Let’s Get Real

I recently ran across a very interesting fact. An artificial intelligence identity, created by an artificial intelligence services company and labelled as an “AI sales assistant”, has her very own LinkedIn profile.

Chapter 6: Artificial Intelligence in Sales–Don’t Be Taken In by False Promises

I believe that Artificial Intelligence is a major asset in dealing with the complexity of our world. For example, it is used to analyze patient data in hospitals to isolate common symptoms and predict epidemics before they spread. It brings us one step closer to protecting mankind against disease. AI is used in many other practical supportive ways, such as Siri and GPS navigation systems.

But sometimes I think people are attempting to push AI as some kind of excuse, as a way to bypass the work that humans actually need to be doing, and in the process making false promises for technology.

Chapter 7: Pipeliner CRM Artificial Intelligence–Voyager

Now that I’ve taken some direct shots at the fantasies being promoted by a number of sales AI products, in this final chapter I’ll elaborate on how AI is used within my own product, Pipeliner CRM. I do this not only to promote Pipeliner but more as a demonstration of how I believe AI can best serve the sales industry today.