Sales 2.0

AI in Sales Management…Customer Growth is the Big Opportunity

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This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. 

This first interview is with Oliver Churchill, the founder and CEO of Acuity Sales Decision Science.  Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” 

Oliver knows the space and has been a sales management practitioner for 20+ years.  I was curious to hear what he thinks.

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Book notes: Success is in your Sphere

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I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”.  From everything I’ve seen, if you want to outperform in sales in the long run, you need to build your own network of people that know, like and trust you. No amount of technology or great messaging will get you even close to the salesperson with a top-notch Rolodex.

Success is in your Sphere shows you how to build a world-class network and maintain it. The book presents a framework for building relationships called “CAPITAL”. Here’s how the framework breaks down.

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Book Notes: The Sales Manager Survival Guide

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A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role.

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential.

I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

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Book notes: No Forms. No Spam. No Cold Calls.

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I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. I’m sharing my summaries here.

The second book I’m covering is No Forms. No Spam. No Cold Calls, by Latané Conant.

Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content?

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Sales prospecting made easier

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I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times.

I used to work for a major semiconductor manufacturer. In the chip business “yield” from a silicon wafer is critical to profitability. Teams of people spend their life pushing to get a few more chips out of each silicon wafer.

I picture how a company in the high tech chip business could survive when only 1 in 100 of their chips was usable (or 1 in 1,000). Meanwhile most high tech companies accept this level of productivity in their sales departments. This content is for those who are not willing to accept those success rates.

This post describes a framework that I have found over the last two decades can really change the math on prospecting.

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