Sales · Article
Sales agents need a clear boundary between advice and action
AI sales agents become useful when sellers know which actions are suggested, which are automated and which always require human judgement.
Sales · Articles
Articles for Sales
Concise analysis of software decisions, operating questions and implementation trade-offs. This focused collection applies the format to sales technology decisions.
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Sales · Article
A better starting point for lead routing
Decisions about lead routing improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
A calmer way to evaluate territory planning
Decisions about territory planning improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
A practical review of CRM data quality for Sales leaders
Decisions about CRM data quality improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
CRM adoption: the operating question to answer first
Decisions about CRM adoption improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
CRM hygiene: fix the workflow before blaming the data
Duplicate records and missing fields are often symptoms. The durable fix is to redesign the moments when information is created, updated and handed over.
Sales · Article
How to frame the next conversation intelligence conversation
Decisions about conversation intelligence improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
How to make sales forecasting useful after the launch
Decisions about sales forecasting improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
How to reduce friction in partner sales technology
Decisions about partner sales technology improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
The evidence a sales analytics plan should produce
Decisions about sales analytics improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
The hidden operating cost of weak pipeline management
Decisions about pipeline management improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
The minimum governance needed for account planning
Decisions about account planning improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
The ownership decisions behind effective sales engagement platforms
Decisions about sales engagement platforms improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
What a useful revenue intelligence decision should clarify
Decisions about revenue intelligence improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
What success should look like for sales compensation systems
Decisions about sales compensation systems improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
What to fix before adding more quote-to-cash technology
Decisions about quote-to-cash improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
Sales · Article
Where sales enablement programmes usually become difficult
Decisions about sales enablement improve when sales leaders define the work, ownership, evidence and exceptions before selecting or expanding technology.
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