Archive for January, 2018

cartoon like automated man

You Are Not a Machine

Last week a picture of robots standing in front of computers wearing telephone headsets crossed my social feed. The point is that sales is being automated, and a machine will soon do your job better than you.

Another article suggested that B2B…

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discovery represented by pipes

The Discovery Misalignment

There is a reason the nonlinear nature of sales causes so many problems. For a very long time, the real process of selling—and buying—hasn’t resembled what shows up on a PowerPoint slide and starts at the far left with Target and ends on the…

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