Seasoned Corporate Director, Leading Sales Expert, and Former Tableau EVP of Sales, Kelly Breslin Wright joins Cien.ai Board of Advisors
Tags:
AI, sales, Sales Coaching, Sales Leaders, Sales Performance
[ 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 […]
Digital Selling: Transforming B2B Sales (2020 Update)
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AI, B2B Sales, Future of Sales, Sales Growth, Sales Professionals
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 […]
Sales Leadership When The Future Is Unclear
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Future of Sales, Predictive Sales Management, Sales Coaching, Sales Effectiveness, Sales Intelligence, Sales Leaders, Sales Management, Sales Professionals
[ 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 […]
Does Quota Even Matter?
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AI, Future of Sales, Sales Management, Sales Performance, Sales Professionals
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 […]
End the Bickering Between Marketing and Sales
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Cien Value Chain, Lead Scoring, Lead Visibility, Sales Effectiveness, Sales Leadership, Sales Management, Sales Performance, Sales Pipeline
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 […]
Quantify Intangible Sales Factors Using AI
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Interviews, Rob Kall, Sales Coaching, Sales Effectiveness, Sales Growth, Sales Training
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, […]
21 Stats Every Sales Leaders Should Know
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AI, Future of Sales, Sales Coaching, Sales Leaders, Sales Leadership, Sales Professionals, Sales Training
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 […]
Keeping the Human Element in AI for Sales
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B2B Sales, Future of Sales, Sales Coaching, Sales Leaders, Sales Leadership, Sales Performance
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 […]
The Board’s Role in Sales Oversight
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B2B Sales, Margot Carter, Predictive Sales Management, Sales Leaders, Sales Leadership, Sales Performance
Think back to the last board meeting you attended that addressed sales. The directors likely looked at the sales numbers, compared them to plan, and probably noticed some room for improvement. But for board members of early-stage or high-growth companies, a higher-intensity focus on sales is necessary since these organizations may not have the […]
What the Board Thinks of Your Sales Numbers
Tags:
B2B Sales, Future of Sales, Sales Coaching, Sales Leaders, Sales Leadership, Sales Performance
A few days ago, I had a conversation with a member of our Board. As a Director who sits on several high tech start up boards, she has attended more than her share of Board reviews. Her comments could be summarized in saying that Sales Leaders who are not making their numbers all say the […]
The Problem with Sales Performance Programs
Tags:
AI, CRM, revenue intelligence, Sales Coaching, Sales Effectiveness, Sales Management, Sales Performance Traps, Sales Training
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 […]