the wrong way to use AI in your sales messaging

The Wrong Way to Use AI in Your Sales Messaging – and What to Do Instead

AI is finding its way into ever more sales teams’ workflows. If you’ve ever thought that there’s a lot more talk about AI than there is actual implementation, you are on the money. There’s an industry-wide mismatch between our stated expectations of AI and our involvement with it. According to Demandbase, just under 80% of…

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What B2B Sales Teams Need to Know About GDPR

What B2B Sales Teams Need to Know About GDPR

GDPR – the General Data Protection Regulations – comes into force on May 25. The new regulations create new rights for data subjects and new obligations for businesses, backed by a severe regime of fines and even criminal prosecution. Sales organizations are businesses that rely on talking to people and handling their data. This definitely…

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How Will GDPR Affect Cold Calling?

How Will GDPR Affect Cold Calling?

Data privacy and security have both been in the news plenty lately, partly because of Facebook’s troubles and partly because of a new regulation coming into force in the EU later this month. GDPR stands to fundamentally change the way we handle data, and it applies to anyone who does business with anyone in the…

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how to construct the perfect b2b case study

How to Construct the Perfect Case Study for B2B Sales

Case studies are among the most effective VBRs (viable business reasons) out there. They combine real-world application with the power of storytelling, showing how your offering actually helped a customer. Maybe that’s why they’re among the most sought-after sales collateral types. Source Only presentations and flyers/spec sheets come in ahead. Case studies are a vital…

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Take the Guesswork out of Prospecting with Data Driven Customer Discovery

Take the Guesswork out of Prospecting with Data-Driven Customer Discovery

Sales organizations struggle to prospect effectively because they don’t know their target customer well enough. Customer discovery is the process of identifying and learning about potential buyers before starting to sell to them. But it can only work if you have a deep understanding of the accounts you’re targeting. For most sales organizations that means…

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AI Machine Learning and Automation Will Impact Your Business in 2018

7 Ways AI, Machine Learning and Automation Will Impact Your Business in 2018

AI is taking over tasks from human workers and creating new value for businesses by doing tasks human workers could never do. This isn’t something that will happen – it’s been going on for some time. But this year it’s reaching a critical mass as basic automation measures have become widespread, while more advanced AI…

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The Argument for Automation-at-Every-Stage-of-the-Sales-Process

The Argument for Automation at Every Stage of the Sales Process

Some sales activities can’t or shouldn’t be automated. A lot of what salespeople do depends on their human professional judgment, and besides, clients can’t foster relationships with AI enabled bots. Meetings, calls and conversations are person-to-person, whatever the industry, product and account size, and they likely always will be. But other sales activities fit the…

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How to validate a market for your next sales funnel

Building a sales funnel costs time and effort. You might be getting contractors in for content creation, or planning to plow significant sums into ads on Google, Facebook or other platforms. To go to all that effort and find you’ve made a funnel that doesn’t perform? It frankly sucks. And it blows all your projected…

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How To Build Predictable Sales Growth in 2018

Achieving predictable business growth is the key to growing fast. It’s impossible to know how many hires, how many seats of products, and how many square feet of space you’re going to need if you have no idea how many dollars are coming in. The key to achieving predictable business growth is to build a…

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The Guide to Getting Nearly All Your Cold Email Opened

It’s hard to get cold email opened. No-one wants to receive a cold email. Right?  ‘Look, here’s the thing. No matter how hard you work on your subject line, your cold email is an unwelcome party crasher in your recipient’s mailbox. The vast majority of them will never read the email.’ Bob Wharfield, CNCCookbook CEO…

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