Category: AI-CRM

Category: AI-CRM

Honesty – is the most important quality of a sales person
Image March 6, 2019 AI-CRM admin

I ran recently into the latest Gallop survey rating honesty and ethical standards of selected US professions. Not surprisingly, car sales people are at the very bottom of the list (just above members of congress) and  business executives are right above. That’s clearly the perception. Let’s separate honesty into two: Honesty to prospects and customers

Data reveals – how to drive sales win rate by more than 10%
Image December 17, 2018 AI-CRM,Uncategorized admin

TL;DR you must start strong in order to win more Engagement in the first few weeks of a sale cycle is the most critical for winning. If you succeed to engage a prospect in the early stages you are likely to win. Our data shows that in the first 3-5 weeks winning opportunities reach more

Win more deals – info graphics
Image December 11, 2018 AI-CRM admin

This infographics is based on analyzing 42,088 B2B opportunities. It illustrates the following: Main pain point – It take 2x time to close lost opportunities. There are many reasons including showing nice pipeline, natural optimism of sales people, etc. Overall it is bad for the sales person and even more for the company. Time and

This is what you and your favorite quarterback might have in common (playbook)
Image November 16, 2018 AI-CRM,Sales Tools,Uncategorized admin

Take a look at an NFL quarterback wrist band – did you know quarterbacks have to memorize all of these different playbook codes? Tom Brady’s play-call wrist band from 2016They signify multiple sets of playbooks, and field position assignments that quarterbacks need to have, literally, on hand. When you see a quarterback peak at his band,

Becoming a Data Driven Customer Success Organization
Image October 27, 2018 AI-CRM Ami Heitner

Google, Facebook and Amazon are all running on data. That’s their fuel. Any plan is translated into a set of metrics and targets, which are continuously measured. Clearly data driven is the approach that every modern company should adopt. Is it the case in your B2B company? A recent Harvard Business Review study finds that virtually

Sales Playbooks Redefined
Image September 3, 2018 AI-CRM,CRM,Salesforce admin

Clearly having a sales playbooks or a sales execution plan is essential. Aberdeen Group research shows that the overall team attainment of sales quota was 20% higher for teams that used sales playbooks and the number of team members that achieved quota was 30% higher when using sales playbooks. What is a sales playbook? Different

Are we afraid of AI in CRM and Customer Success?
Image February 22, 2018 AI-CRM admin

The following is about AI in CRM and Customer Success. I had a call with a prospect earlier this week. It started by sharing our cool demo that addresses two major pain points of any CRM and Customer Success solution: (1) Getting data in (2) Finding it easily. And then…I suggested to take it one

Kill your walking-dead sales opportunities early
Image November 15, 2017 AI-CRM,CRM,Customer Engagement,Sales Intelligence,Salesforce admin

This blog is about data driven sales intelligence. Opportunity win rate, in the SaaS industry, is around 30%-40%. It means that a typical sales person spends more than 25 hours a week working on eventually lost opportunities. Some of it cannot obviously be avoided. It is the cost of developing opportunities. It takes time to