By Rob Kall, CEO & Co-founder Cien.ai Is Everyone Getting Hacked These Days? Watching the news, it is easy to think so. New incidences are announced weekly, including in the last few weeks where a data platform such as Snowflake exposed client data for millions of AT&T customers and other companies. At the same time, […]

By Rob Kall, CEO & Co-founder Cien.ai Does alignment matter? There is a lot of talk about finding corporate alignment, but what does it even mean? That everyone get along at all times? That there are no differences of opinion? Not at all – all organizations are made up of individuals and those are unrealistic (and often undesirable) objectives. The most common problems between sales and marketing are usually something like this: 1. Marketing has a lead quota. This quota keeps increasing and Marketing is forced to tap into new channels to meet their numbers2. Reps receive these leads and

By Rob Kall, CEO & Co-founder Cien.ai Do you have a rep performance management problem? It’s naïve to think that you can get a sales team of all A-players, so how do you know if your team has adequate performance? Start by segmenting your team into overperformers (your true A-players), performers, and underperformers based on two factors: their relative production compared to their peers (same roles and markets) and industry benchmarks. Do not include ramping reps. Now just count the % of underperformers compared to all reps. Ideally, they account for less than 33% of all reps. Over 50% is

May 16, 2024, 07:00 ET https://www.prweb.com/releases/cienai-expands-dallas-team-launches-new-ai-proof-of-value-program-302146789.html Cien.ai, a leading AI analytics firm founded in 2016, has strengthened its DFW leadership by appointing Joanna Ridgway as Senior Vice President of Global Sales and Steve Valenta as Senior Vice President of Strategic Partnerships. Ridgway brings a wealth of experience from the financial sector and will focus on expanding global sales and […]

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 […]