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Actual Intelligence > Artificial Intelligence

Actual Intelligence > Artificial Intelligence

If you spend any time on LinkedIn, you find a lot of content about ChatGPT and other tools built on large language models. Some people use ChatGPT to write their content in part or in whole. A few months ago, I sent a summary of a presentation I will deliver soon. The host ...

The Folly of Cold Emails

A few minutes after ChatGPT was released, the techno brutes immediately found the value of using a robot to write cold ...

How to Research Your Strategic Targets - A Template

One mistake salespeople make in discovery is asking questions they should have answered through their research. These ...

Your Buyers Changed. You Didn't.

Research on B2B buyers shows they have changed how they buy. The biggest shift is that they do their own research before ...

The Importance of Focus Over Distractions in the Age of Technology

It seems we continually lose the thread when it comes to selling. Sales organizations are distracted by every new shiny ...
Information Disparity 2-part video series

How to Use Proof Providers

You want to wow your prospective client by sharing testimonials and case studies that prove you can help them improve the ...

A Confluence of Forces Changing B2B Sales

In 1965, the futurist, Alvin Toffler wrote, "The acceleration of change in our time is, itself, an elemental force. The ...

What To Do After You Lose a Deal

No salesperson wants to lose a deal, especially a large enterprise-level deal. No matter how good you are in sales, losses ...

How Salespeople Must Deal with Recurring Sales Problems Proactively

Salespeople often run into problems during the sales conversation. When these problems recur over time, it can cause a ...
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The Operator's Advantage: Moving from Operations to Sales

You are in an operational role, where your job is to execute what your salesperson sells. Occasionally, a salesperson asks ...

The 6 Types of Questions You Need in B2B Sales

Since forever, salespeople have been told, occasionally taught, and less frequently trained to use good b2b marketing ...

Leaders' Responsibility for Low Win Rates

Recently, Andy Paul shared with me that the average win rate in sales is 17 percent. That means it must be nearly impossible ...

B2B Sales Theory and Practice

I recorded a podcast with Andy Paul, Mike Bosworth, and Vince Beese. Andy started by addressing the idea that some people, ...
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Discovering the Root Cause

The decision-maker sitting across from me was explaining how every company in my industry had failed him. He disclosed his ...

Coaching Sales Managers: 10 Tips for Building Sales Leaders

Behind every successful sales team is a sales manager with incredible leadership skills.

The Sales Leader's First Decision

When you are building a sales force or a sales team, you will hire people that have been trained by other sales ...

The Ultimate Guide to Sales Coaching: Tools, Tips, and Tactics

Are you tired of mediocre results and missed targets?
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Too Much Faith In Your Solution

One outcome of solution selling was that sales organizations and their teams began to believe that their solution was what ...

8 Advanced Selling Techniques to Master in 2023 (+ Expert Insights)

Are you tired of using the same old sales techniques that fail to close deals and bring in new clients?

Soft Skills Training for Sales Team: 7 Top Skills (+ Programs to Train Them)

“You can’t learn to be good at sales, it’s just something you’re naturally good at.”

Cold Outreach As It Is Practiced Today Is Dead

Social selling promised sales organizations they would no longer need to make cold calls to create new opportunities. When ...
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