The Problem with Rules of Thumb
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 [...]
In Data Science, PROCESS is KING
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. [...]
Blow Up the Weekly Pipeline Review
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 [...]
Acuity Customers Win Prestigious 2020 Stevie Award for Best Use of Customer Intent Data
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 [...]
Where is Sales Management?
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 [...]
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