Blog Posts
Out latest thoughts and ideas on all things related to business and sales relevance.
Sports and Selling . . . As others have said, “so alike and yet so very different”.
In Tennis, points are scored on every serve and the game mainly relies on the skill and technique of the players. In Football, the strategy […]
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“SALES RELEVANCE” – the newest category of Sales Enablement
The recent Unicorn success of Balto.ai is drawing attention to a new category in Sales Enablement Tools –Sales Relevance – which has far greater benefits […]
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The Evolution of Sales Enablement Technologies
I have been in the Sales Enablement space since the beginning – CRM Magazine even called me the “Father of CRM” and Brock Control Systems […]
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What If You Never Had to Update Your CRM Again?
Would you walk home from the store carrying all your groceries when a digital Uber is offering you a free ride? I founded the first […]
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Leveraging Your Call Recording with Call Mapping
Recognizing the limitations of their CRM, many companies have adopted Call Recording to give them critical insights into what is happening in their sales calls. […]
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You won’t recognize your Old CRM in a Year!
CRM’s evolution of Conversation Intelligence will be as game changing to SAAS was to Premise Deployed Software. Conversation Intelligence will do to CRM what Grub […]
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My Vision of CRM
CRM was originally started in order to share notes about what was happening in Sales Calls. The deployment of minicomputers and then the adoption of […]
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The Sales Manager’s Relevance Lens to Recorded Calls . . .
The Who, Why, and How of selecting key conversations and the Relevant parts of each to listen to. The Math Problem: if the average sales […]
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The Epic Battle of Man Versus “their Machine”
Using the AI in “your Machine” to create the Relevance Advantage . . . Much has been written about how the Internet has replaced the […]
Read MoreINTEGRATES WITH INDUSTRY LEADING SOLUTIONS
