Previously I discussed lean sales cycles and their importance for scaling startups or established companies. A repeatable, high-margin sales cycle is also necessary to train outsourced sales teams or AI tools. Now, let's examine how to develop such a sales process. 1. Identify the ideal type of customer. Hidden...
With an increase in remote work options, more and more international candidates have had the ability to apply for roles around the world. This not only helps a business to potentially expand internationally with new contacts, but it allows businesses to increase their pool of...
I was most entertained when a marketing consultant and ex-colleague took a client-side job and said, “Marketing lands you on Pluto, but the real objective is sales, which would require you to come all the way through the solar system to the sun.” The notion...
So, what is the average tenure of a young graduate to reach executive or C-suite status? 20 years? Regardless of who you are, some training is required, but if the real end goal is to control one's own time and work autonomously, or to run...
There is no doubt that a carefully chosen advisory board can add immense value to any company. However, extracting such value and actually putting it to use can be challenging, which is why so many advisory boards for small and medium-sized companies can fail. So, how...
Recently, I heard a strategy executive say dismissively, “Says the tech guy,” to a technology executive. I believe that if you're hearing the phrase “alignment between IT and the business,” you could be working in a culture that's doomed to fail; no company can afford...
Even after implementing process orchestration software, many key processes in companies are still manual. Because many of these processes directly impact the velocity and cost-efficiency of the business, some leadership teams are leveraging robotic process automation, intelligent process automation and other specialized artificial intelligence-based solutions...
Is sales still a challenge for your company? Is your sales team difficult to manage? Are your products great but still not being sold at the scale you'd like? Are all of the products in your portfolio being sold appropriately? Is your channel strategy and...
Every company has got some automation — if not artificial intelligence (AI) — initiatives going on. Assess where you are in the progression and where you might want to go. Below is a list of critical use-cases on a road map to AI adoption, along with the...
We are near the end of the hype cycle for artificial intelligence (AI). The human champion of the game of Go decided to retire, saying AI cannot be beaten after AlphaGo defeated him. Domain-specific chatbots are engaging with customers and providing them with the answers they need. AI is...