Author: scottbuyersight
Dreamforce: 4 Lessons for Sales & Marketing
Dreamforce really is a singular experience. Over 180,000 registered attendees swarmed across downtown San Francisco with Howard Street blocked off (and covered in AstroTurf) and nearly every restaurant near the convention center closed for private events. We heard one attendee commenting that it was like “Disneyland for adults, with the joy and fun replaced with […]
Is it better to discuss price early or late in a sales process?
Knowing the optimal structure of a sales process is hard. Today, actually running the numbers requires manual categorization and cumbersome calculations, which is why we sales leaders often leave these important decisions to anecdote and gut feeling. For example, pricing. Is it better to discuss price at the beginning of a sales process, or at […]
The Atomic Unit of Sales: the Communication Record
The only way to really understand what is happening within a sales team is to look at the team’s communication records. Communication is at the heart of customer relationships. If you don’t know what your team is saying, you don’t really know what is going on. Individual sales communication records, such as emails, call transcripts, […]
The World’s First Complete AI “Coaching Network” for Sales Leaders
It has been suggested that there is a dichotomy in how Artificial Intelligence will impact the workplace: AI can be used as a “crutch that relieves us from thinking,” as with real-time directions from Google Maps, or it can be used to improve human performance by helping us to become even better at our jobs. […]
Data-Driven Sales Coaching: 4 Practical Tips
More than just a fad, data-driven coaching is a new sales paradigm that can have a significant impact on team performance.