AI-supported sales reps: How to make it work

Posted by Arun Shastri on Thu, Apr 16, 2020

Most organizations have begun to invest in AI to guide their sales representatives as it helps organizations stay adaptable to changing customer needs and evolving markets. AI guided selling usually takes the form of machine learning generated advice offered to reps on their CRM or other software. It’s primarily designed to help salespeople stay organized, prioritize leads, choose the customer most likely to buy for their next sales call, and so on. When its impact is fully realized, it gives salespeople more time to sell and information that they leverage to sell more effectively. I’ve seen solutions like this work, even quite well. With such great promise, companies are investing in and designing their own custom solutions. Many start-ups are developing solutions and makers of CRM software have widgets designed to address AI-guided selling. In my experience most companies are struggling to implement this approach.


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Smoothing Organizational Friction to Make Way for Agile Transformation

Posted by Erin Liman on Wed, Feb 19, 2020

MaryAnn Godwin and Sean Sinisgalli co-wrote this blog post with Erin Liman.

One of the most pervasive and difficult challenges facing agile marketing transformation is other functions’ lack of buy-in or responsiveness. This is especially common in healthcare, where speed is often directed by compliance and regulatory timelines. Here’s how to smooth organizational friction to make agile transformations work:


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