Guiding Principles to Insert Artificial Intelligence Into Sales

Posted by Arun Shastri on Tue, Jul 10, 2018

Many of my clients across industries are working on leveraging AI to help salespeople do more. Successful implementation scenarios have one thing in common: selling is guided by AI. In other words, AI isn’t replacing sales reps, but rather, it’s improving their chances to succeed.


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Can You ‘Nudge’ Salespeople Toward Higher Performance?

Posted by Jason Brown on Mon, Jun 11, 2018

We’re on a continual search with our financial services clients for new ways to elevate sales performance through means other than incentives. These efforts take many forms, from the traditional—such as training, coaching and territory management—to newer ideas, like data-directed selling. Often, efforts in the latter category come in the form of “nudges”: discreet attempts to change behavior, such as approaching one conversation differently, making one more sales call, or pursuing one more lead.


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