We’ve grown up in B2B sales living with two disciplines; account management and opportunity management. We know the former to be establishing new accounts and developing them. And so, we have varying approaches to doing this. But, what is account management, really? I would suggest to you that account management is really opportunity management with ... Read More >
Artificial Intelligence is the collection of capabilities and behavior by systems that are perceived by humans as intelligence . But, what is intelligent behavior when it comes to identifying the right sales opportunities to pursue, and then, engaging and defeating competition, while also providing the client with significant business value? Intelligence suggests the ability to understand ... Read More >
Let’s first define AI from a practical engineering point of view. That is, from the perspective of building functional and efficient algorithms that get better and better over time. In that sense, AI is the confluence of tradecraft, intellectualization, and imagination. Tradecraft – While this is a term more associated with the spook or intelligence community, it applies to ... Read More >
It’s no secret that there are three critical achievements that characterize a successful sales B2B competitive sales campaign: Qualifying the opportunity Being down selected Winning the deal. But, these phases don’t always exist as a neat series of accomplishments, running a straight line. Sales campaigns are always fluid and dynamic. For example, qualifying deals is a process that ... Read More >