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Research Papers


Artificial Intelligence Ready or Not? Sales Executives Are


Artificial Intelligence Ready or Not? Sales Executives Are

For many years, artificial intelligence has been grounded in science fiction, academic projects and invariably rendered an ever-receding destination society was consistently “five years away from.” While our current reality doesn’t reflect the stereotypical dystopian Hollywood narrative rooted in robots, what it does indicate is that AI has in fact successfully made its way into […]

The #1 Way to Increase Sales Revenue – Sales Reps Take Note


I’m a marketer at insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals. The Goal of Inbound Marketers First, let me say that I like my job and I take it seriously. I strongly feel the need to produce more leads for sales. […]

How to Build a High Velocity Sales Team: Tools, Training & Technology (Part 4.5 – Outbound)


[This article is part of a multi-blog series on how to build a high velocity sales team. Click the following links to view previous blogs:  Part 1, Part 2, Part 3, and Part 4– Inbound. To the view the original 5-part webinar series on how to build a high velocity sales team, conducted by Ken […]

The Must Have Sales Tool for Managing Smart Lead Response


Have you ever wondered how your sales reps were processing that most valuable of marketing resource – a lead?  Why do so many leads get thrown into the “unresponsive-no contact” category?  Is this a marketing or a sales process problem?  Want to find out? Request a ResponseAudit. This lead response assessment enables a company to […]

Harvard Business Review says Sales is No Longer About Relationships


A very interesting article by Matthew Dixon and Brent Adamson, both of the Sales Executive Council, show recent research that selling is not just about relationships, but rather about teaching customers, tailoring sales messages to the customer, and taking control of the sale. I have been following the Harvard Business Review (HBR) since the time […]