Rise & fall of a sales opportunity
How Bill Lost a Deal and Won it Back This story is true. The names have been changed to protect the guilty. Part one: Chasing the suspect Bill sells data cataloging software. He had a named account list of 25 financial services accounts. He had a sense of the sorts of challenges these companies shared […]
The AI trap
AI is Magic! (Actually, no) Can artificial intelligence solve the hard problem of finding your next customer for you? We all WANT this to be true, because it would be truly game-changing. In fact, we want it so much that we’re willing to accept “black box” solutions that claim to be able to discern buying […]
Sorry, that’s not sales intelligence
Terms like “sales intelligence” and “actionable insights” get tossed around a lot, and frankly, most of it is BS. There are some big, respected data companies claiming that they offer sales intelligence to power account-based sales campaigns. Just query their database and like magic they’ll show you a list of people who have a certain […]