Fortune 500 companies that are executing their sales operations with AI have found a competitive advantage that their competition just doesn't have the discipline to implement. Such companies are relying on data in a very different way. Every company has plenty of data and in many cases too much data. What is absent from their…

“My CRM is a sparkling picture of absolute truth” —said no one, ever. Except Dr. Seuss. We all know CRM tells an incomplete story about the state of your business. We know that data isn’t always formatted properly, or that the fields don’t match our business perfectly. But just how wrong is your CRM data?…

Whether it’s day 1 of the quarter or a week from close, it is always there looking at you from the horizon: your forecast. If you dare to look at your CRM forecast, it can feel like a gut punch: you may be millions of dollars away from your target, with no hail-mary prospects to…

  No one ever said the sales profession was easy. That’s why it’s so difficult for sales managers to recruit and retain highly productive, professional salespeople. Improving sales performance and stemming the tide of defectors is a hot topic, although managers have few answers or plans to address. The 80 – 20 rule is often…