While it is easy to think that everyone knows what you offer and how great it is, the truth is that they often don’t think about you at all, and definitely don’t know what makes you different from your competition. You have to get their attention in order to earn a chance to tell ... Read More >
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 >