Jim Dickie is a Research Fellow for Sales Mastery; an independent research firm that focuses on profiling case study examples of how firms in the B2B marketplace are leveraging sales process, CRM, AI and knowledge to optimize revenue performance. Jim has over 30 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim then went on to co-found CSO Insights, which was acquired by Miller Heiman Group (now a part of Korn Ferry).
Jim is also a contributing editor for CRM Magazine, CustomerThink, Top Sales World, and a contributing author for the Harvard Business Review. He has served as an advisor to Baylor Center for Professional Selling, William Patterson University’s Russ Berry Institute for Professional Selling, and is a lecturer at the University of Colorado’s Leeds School of Business.
Over the past twenty years, Jim’s teams have surveyed over a thousand sales transformation initiatives. Their research has become the benchmark for understanding how the role of sales is evolving, the challenges that are impacting sales performance, and most importantly what companies are doing to address those issues.
Capture activity data and handle tasks such as creating contact and opportunity records, linking emails and sales conversations to specific stakeholde…
The reality sank in that we now have hundreds of sales enablement solution providers working on introducing what feels like an endless stream of new c…
Billions are being poured into developing AI-based solutions to try to optimize sales performance, but to what end? That is the question we decided to…
An issue I have seen repeatedly over the years is that when a company decides to tackle a sales performance challenge, multiple functional areas withi…
Here we see that most study participants viewed AI as a key enhancement to their CRM technology stack, if not an outright necessity for their organiza…
One of the challenges companies are encountering is getting in the game. Sales organizations are using AI-enabled sales intelligence to identify which…
Looking out over the next three to five years, AI is positioned to transform the world of sales in ways we never expected, helping to optimize how sal…