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Part 2: Sales Is Already Dominated By AI Robots. Get Over It!

Part 2: Sales is Already Dominated by AI Robots. Get Over It!

  • May 23, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales

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…

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Part 1: Sales Is Already Dominated By AI Robots. Get Over It!

Part 1: Sales is Already Dominated by AI Robots. Get Over It!

  • May 18, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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,…

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Go Nuts! Think Like A Squirrel

Go Nuts! Think Like a Squirrel

  • May 16, 2017
  • Chris Beall
  • Chris Beall, Cold calling, High Performance Mindset, Inside Sales Professionals, Sales

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…

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Your Prospects Are Not Psychic

Your Prospects Are Not Psychic

  • May 11, 2017
  • Chris Beall
  • Chris Beall, Cold calling, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

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…

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Part 2: Justice Is Blind (Sort Of). But Business?

Part 2: Justice Is Blind (Sort of). But Business?

  • May 9, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales, Sales Management

In Part 1 of this blog series, I defined the methods that a business — through its salespeople — can use to get to know its customers: the zero-advantage public information sources; the one-way communications of advertising, focus groups, and…

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Part 1: Justice Is Blind (Sort Of). But Business?

Part 1: Justice is Blind (Sort of). But Business?

  • May 2, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, Inside Sales Professionals, Sales

Businesses have never really known their customers. Salespeople have. And salespeople are, by and large, rather autonomous. They keep what they know to themselves. Surveys can only tell you so much, and almost nothing about your prospects. Focus groups aren’t…

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Part 2: Moneyball — For Realsies

Part 2: Moneyball — for Realsies

  • April 27, 2017
  • Chris Beall
  • Chris Beall, Cold calling, High Performance Mindset, Human Resources, Sales

In Part 1 of this blog series, I looked at how Oakland A’s general manager Billy Beane and his quant team analyzed a bazillion baseball stats and figured out that everyone had been wrong for years about almost everything. Because…

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Part 2: Get My Drift?

Part 2: Get My Drift?

  • April 20, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, Inside Sales Professionals, Sales, Sales Management

In Part 1 of this blog, I recounted the tale of two teams of sales reps who went from a highly successful Intensive Test Drive with ConnectAndSell Lightning™— in which they learned to use the tried-and-true Breakthrough Script, pioneered by…

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Part 1: Get My Drift?

Part 1: Get My Drift?

  • April 18, 2017
  • Chris Beall
  • Chris Beall, Coaching, Cold calling, ConnectAndSell, Sales, Sales Management

This evening, up on the 21st floor at the restaurant “Daniel’s Broiler” in Bellevue, Washington, with the ever-shrinking (mass, not violet) James Townsend, ConnectAndSell’s VP of Customer Success, just as I was settling on the lamb chops, I heard a…

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Part 2: Quality Vs. Quantity Vs. Nothingness

Part 2: Quality vs. Quantity vs. Nothingness

  • April 13, 2017
  • Chris Beall
  • Chris Beall, Cold calling, ConnectAndSell, High Performance Mindset, Inside Sales Professionals, Sales

In Part 1 of this blog topic, I posed a question. If Chef Andrew’s 1-hour-and-42-minute walk to work at the famed Edinburgh restaurant 21212 is longer and more strenuous than Chef Alicia’s 46-minute commute to 21212 — a train ride…

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