As I wrote at the end of Part 3 of this blog series, the false “No” is the worst disposition one can get when making a cold call, because it tricks you into disqualifying the well-qualified, perhaps even the perfectly…
In Part 1 and Part 2 of this blog, I discussed the tragedy of false negatives: mistakenly labeling sales prospects as negatives when they don't fit our selection model — when, in fact, many of them do. And I pointed…
As I said at the end of Part 1 of this blog series, the real question is, what’s on the hook? Because every fish that swims off before you have a conversation with it is a tragedy worse than the…
Let’s take a break from the question of whether outbound sales can be industrialized. Spoiler alert: the simple answer is “Yes,” with the qualification that you need to adjust your thinking, processes, and toolset to get it done. But that’s…
In Part 1 of this series, I disposed of the idea that B2B sales has already been industrialized by the widespread adoption of the sales development model. Let’s suspend the question of whether B2B sales can be industrialized and ask,…
I find myself using the phrase “the industrialization of sales” a lot recently — and overconfidently, it turns out. The meaning seemed obvious to me, and I naively thought it must be in common use, until I googled “industrialization of…
So, what about the prediction that sales robots will wipe out millions of sales jobs? In a way, they already have. Maybe not millions yet, but information and automation working together as sales slaves have brought efficiencies to selling that…
First, fair warning: I’ve been involved one way or another with artificial and augmented intelligence since 1968. So I’m a little stuck, in that I actually know a bit about how this stuff works. I know less about how human,…
Generally, I try not to generalize. But this morning when I slid open the door to the “flight deck” and watched yet another Cirque du Squirreleil act (leaping from an upside-down position on a slick, tubular, suspended bird feeder 10…
One should always hesitate before pronouncing something "the best," and be even more circumspect before saying "the worst." But what the heck? The worst thing I hear reps say to open a cold call is "Did you have a chance…