AI Buyer Persona Analysis – What Makes Buyers Tick?
Jim Dickie presents an AI-powered alternative that can provide a detailed and personalized buyer analysis, including personality type, decision-making style,...
Sales School 2.0
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AI Reality of Sales Today – Sales is hard, is that a Perception or a Reality?
Sales Mastery, in conjunction with Korn Ferry, has updated the 2018 findings in their 2021 B2B Buyer Preferences Study. Spoiler...
AI Sell Cycle – Optimizing Sell Cycle Win/Loss Analysis
To address these challenges, Jim overviews an AI-enabled solution that conducts win/loss analyses on every deal while, at the same...
Management Model – Management Training for Coaching the Coach for First Line Sales Managers
In this 9-minute video, Barry Trailer presents a simple and elegant management model for setting expectations, the need for following...
AI Skills Reinforcement | Augmenting Coaching with Machine Learning
In this video, Jim Dickie overviews challenges associated with keeping training alive after the initial burst of enthusiasm, including expecting...
What to Measure – In Sales, What Are the Right Things to Measure?
Dashboards and analytics deliver loads of data but are they providing useful/actionable information? Have you, as a Sales Manager, figured...
Perfect Prospect Profile (P3) Part 2 Workshop – Identifying the Perfect Prospect
The video is not to introduce the P3 concept but to help you develop your own Perfect Prospect Profile. Specific...
Perfect Prospect Profile (P3) Part 1 – Identifying the Perfect Prospect
Identifying those prospects that are more inclined to do business with you and those not favorably inclined is a start....
Levels of Relationship – The Five Levels of Relationship in Sales
More than just a “nice idea,” 20 years of research data confirms that higher level relationships correlate with higher performance....
Examine Your Funnel – Prospecting and Qualifying
A prelude to the videos on Perfect Prospect Profile (P3), Examine Your Funnel provides a look at how sellers go...