There has been tremendous progress in Algorithms, Data Science, Machine Learning (ML) and Artificial Intelligence. When there is enough data and the workflows are simple, these technologies deliver tangible benefit. However many of the tasks performed by those knowledge workers in Sales, Marketing or Customer Success are Small Data problems, not Big Data problems, and the…
I’m generally not one to give investment advice. Stock markets are notoriously hard to predict and, in my opinion, you should never invest money you are not prepared to lose. However, I have found a predictor of success on which I am prepared to bet some hard earned dollars. When I invest my personal money,…
Last week one of my customers asked for my thoughts on the statistic from CEB about the increase in the number of customer stakeholders growing from 5.4 to 6.8 stakeholders. He forwarded to me an email with the infographic above and a link to an article entitled The New Normal in Sales: Customer Dysfunction.…
The Account Planning Book of Evidence 2016 study was conducted between February and October 2016. The 1,034 participants, from 942 companies in 62 countries, provided unique insight into both the perceived and actual impact of account planning on revenue generation efforts. The customer-first approach that Account Planning encourages continues to be the catalyst to success. Here…
Kelly is a busy sales manager who manages a team of B2B enterprise sales people. Working for ContourIQ, she has an expansive sales territory covering most of the Midwest of the United States. With nine sellers on her team, there are two top performers who she knows she can count on every quarter. At the…
