I recently got sucked into a heated LinkedIn debate about whether artificial intelligence (AI) will eventually displace the B2B sales profession. These discussions seem to be cropping up a lot lately. Many sales professionals and leaders believe it won’t happen; they predict that people will always want to buy from people and that relationships will […]

Productive sales conversations are the most important asset any sales rep owns. Person-to-person sales conversations have not been replaced by software, technology, or “scripts.” They are more important than ever. Why? The volumes of information and choices for buying products and services has complicated buyer’s decision making. These buyers need professional sales pros who engage […]

Do you know what the first step of curing an addiction is? Getting that person to admit they have a problem. How do you convince a prospect that your product is the best product to solve their very important problem? You guessed it. Getting them to admit they have a problem. It’s a rare situation […]

The human brain has 6 major regions. Out of the six, the cerebellum, also known as the lizard brain, is the smallest yet most powerful. Its goal is to help the rest of the brain (and your body) survive the situations you encounter throughout your day. The brain is the first processor of an experience, […]

In November 2016, I wrote an article on SalesHacker called “We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered” If you haven’t read that article, I suggest doing that first. The first insights we discovered among the analysis were trends related to the “talk-to-listen” ratio. As it turned […]