Whether you’re a numbers person or not, advances in technology and data management are continuously creating new opportunities for transforming and improving an organization’s sales effectiveness. To understand how sales managers can improve their teams’ sales performance, we spoke with Mike Kunkle, founder of Transforming Sales Results, LLC and Vice President of Sales Enablement Services for the […]

Cien’s Co-founder and CEO Rob Käll recently joined AI for sales expert Chad Burmeister on the The AI for Sales Podcast.With 76 episodes and counting, this episode of “The AI for Sales Podcast” podcast includes an in-depth conversations between the two experts on leveraging Artificial Intelligence for improving Sales Performance.Tune in to the full episode to hear what Rob has to say about AI for Deal Intelligence, Value Intelligence, and Coaching.Highlights from the podcast:Rob and Chad discuss what is Deal Intelligence for sales and why sales teams across industries should leverage this type of a technology.Further, they talk about what

[ 2 -3 min read ] Dallas, TX, March 25th, 2021 – AI-for-sales company Cien.ai expands its advisory board and introduces a new API to fix dirty CRM data. Cien Inc., a fast-growing provider of AI-driven sales performance solutions, today announced the addition of Jim McGuire to its board of advisors. Mr. McGuire is a […]

[ 2 -3 min read ] Dallas, TX, December 15th, 2020 – AI-for-sales company Cien.ai expands its advisory board, and introduces new AI-Driven Assessment for B2B sales teams.   Cien Inc., a fast-growing provider of AI-driven sales performance solutions, today announced the addition of Kelly Breslin Wright to its board of advisors. AI-for-sales company Cien.ai […]

  Shifts in Consumer Behavior And Technology Four years ago, Andy Hoar writing for Forrester Research, famously postulated that a million B2B sales representatives would be displaced by 2020. Andy asserted that the combination of digitally enabled self-service models and the retirement of previous generation buyers who are replaced by digital-native buyers would form new […]

[ 2 -3 min read ] Without A Clear And Adaptive Sales Strategy, Customer Acquisition Efforts Fail We have heard paraphrased versions of this again and again. Despite this, sales leaders frequently find themselves managing in situations of strategic ambiguity. As the pace of change continues to accelerate, sales leaders are quickly learning management agility […]

[ 2-3 min read ] According to research by McKinsey & Company, there are three scenarios of COVID-19 affecting the world economy. Unpleasant as it is, let’s look at scenario #3 since they label it as ‘the most likely’. Scenario Three & Most Likely: The middle of Q2 sees some progress of the containment of […]

  Several years ago, in my last position as a major account executive, my brand new first-line sales manager asked me to sit down with him so he could give me my new quota for the year. I told him that I did not care what quota number he assigned to me and that the quota […]

Firms can earn big returns by effectively measuring each step in the sales and marketing process Do you hear your Sales leaders complain to Marketing that their teams are not getting enough high-quality leads?  Are the Marketing folks pointing to the high volume of leads that fit the Ideal Customer Profile criteria and have shown […]

Cien’s Co-founder and CEO Rob Käll recently joined global sales expert Andy Paul on the Accelerate Your Sales podcast. “Accelerate Your Sales” includes in-depth conversations with 700+ of the leading sales and marketing practitioners from top sales executives and industry leaders such as Salesloft, Outreach, DiscoverOrg,  Salesforce and many more. With 2,000,000+ downloads and counting, […]

Whether you’re a numbers person or not, here are 21 stats that every technology sales leader should know.   Sales Quotas & Win Rates 1. Only 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management. (CFO Alliance) 2. 64% of sales organizations reported correct […]

Why do we accept 60% quota attainment? It seems every day I see another news story read or an article discussing the fact that somewhere between 40% and 50% of B2B sales reps in the US fail to attain their quota numbers. Why is that? There is a plethora of tools and applications available to […]