Digitizing Sales Management

In the course of sales process optimization projects, we invariably come across assumptions, arbitrary rules and hypotheses that we will characterize here as “Rules of Thumb”.  Every sales [...]

These days, there are lots of screaming fans on the analytical side of Data Science… AI, Machine Learning, IoT…. Scores, ranks and notifications aplenty.  VCs chasing AI start-ups. [...]

The weekly Pipeline Review call is… a waste of time. Let’s be honest, sales reps handicapping their deals then rotting on the phone, and managers further handicapping those handicaps – just [...]

What can Acuity3D do to increase productivity for your inside sales team? We had fun making this 3D animated video!    Thank you… big time… to our production partners, Piehole.tv and [...]

Recently, we conducted a series of research surveys and in-depth, one-on-one interviews with inside sales leaders. The purpose of the research was to understand how teams are managed today and [...]

I’m proud to announce that our clients, State Street and their Marketing Agency, EMI Strategic Marketing, just won a 2020 Stevie Award in the category Customer Service and Contact Center [...]

Inside scoop on my topic… How can you determine if your inside sales reps’ repetitive efforts to engage prospects are Spam (annoying, counterproductive waste of time) or Persistence [...]

We’re approaching two decades into the New Millennium. Still a long way to go to the next millennium, but no excuse for living in the last one. Lots of tech exists for many things related to [...]

We spent the week listening to Inside Sales and Sales Operations leaders about challenges/opportunities in managing BDRs. Figuring out what to do, when, why… and then the how at [...]