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...Read more
The reality sank in that we now have hundreds of sales enablement solution providers working on introducing what feels like...Read more
Billions are being poured into developing AI-based solutions to try to optimize sales performance, but to what end? That is...Read more
An issue I have seen repeatedly over the years is that when a company decides to tackle a sales performance...Read more
I would like to suggest it’s time for a new AI: Authentic Intelligence.Read more