How to Predict If Your B2B Sales Job Will Survive AI

By Chris Orlob, August 9, 2017

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 […]

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Focus the Sales Conversation On Them, Or Keep Your Mouth Shut

By Nancy Bleeke, May 22, 2017

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 Person-to-person sales conversations have not been replaced by software, technology, or “scripts.”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 […]

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How Sales Is Like Curing an Addiction

By Scott Leese, May 3, 2017

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 […]

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How to Achieve the Golden Talk-to-Listen Ratio In Sales

By Chris Orlob, February 8, 2017

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 […]

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