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I hate to say it, but data is cool again. Stat nerds are running baseball. Pollsters can predict how a single policy decision can swing the electorate block by block. And marketers can push ads to customers for a product before they even realize they need it. Now,...
The promise of artificial intelligence (AI) is mind boggling. Soon, computers are going to be driving cars through rush-hour traffic, making medical diagnoses, improvising five-star meals—even writing novels. But we’re not there yet. We still have a ways to go before...
Today’s business environment is mobile. It’s 24x7. It’s endless. And it’s relentless. Sales reps are expected to be available on the fly, ready to move a sale closer to completion no matter where leads may take them. The same goes for sales tools. Technology enables...
Part III: Using Sales Performance Calculators to Influence Sales Behavior Earlier this summer, I posted a series of articles about how managers can use sales calculators to influence sales behavior. My last post highlighted how adding a timing field to your calculator...
Unfortunately, we see it a lot in our line of business. A potential customer gives us a call—all in a huff, panicking almost, frustrated that a sales software implementation by another service provider is going horribly wrong. Deadlines have come and gone. Budgets...
Budget flexibility is important in today’s dynamic, always-changing business environment. Organizations need to be able to react quickly and take advantage of new opportunities as they arise, allocating resources as necessary as part of an agile business...
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