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.
One of the challenges companies are encountering is getting in the game. Sales organizations are using AI-enabled sales intelligence to...Read more
Looking out over the next three to five years, AI is positioned to transform the world of sales in ways...Read more
Forgive the sports analogy, but if you think of salespeople as the athletes on the field playing the game, then...Read more
The announcement of an alliance between Salesforce.com and IBM generated a lot of attention on what role AI could play...Read more
But in taking part in an AI session, two of my fellow panelists provided real-world examples of how AI is...Read more
Looking over the past five years, there have been major innovations in our ability to collect and analyze both structured...Read more
The key to making analytics work is having your sales force all doing things in a consistent manner. When that...Read more