Blow Up the Weekly Pipeline Review

Inside scoop on my topic… How can you determine if your inside sales reps’ repetitive efforts to engage prospects are Spam (annoying, counterproductive waste of time) or Persistence [...]

We’re approaching two decades into the New Millennium. Still a long way to go to the next millennium, but no excuse for living in the last one. Lots of tech exists for many things related to [...]

We spent the week listening to Inside Sales and Sales Operations leaders about challenges/opportunities in managing BDRs. Figuring out what to do, when, why… and then the how at [...]

“Big Data” and “AI” are a monolithic concepts these days. Everyone’s doing it, so jump in! Wrong. Right = Focus on a few key questions. Use the right tools to get the answers. [...]

Most of the focus on “Predictive” these days is on the analytical part, or “scoring”, and data scientists.  And accuracy.   We need more data scientists, yes… and accuracy [...]