Think about your last few customer calls. When you first met were they excited, glad to speak with you, thrilled to buy—or were they suspicious, frazzled and impatient? If you said the former, I want your job. Truth is, most prospects don’t want to be...
Artificial intelligence should be very much like the sous chef for a chef, with the chef being a salesperson: artificial intelligence does all the prep work, and the salesperson conducts the primary tasks involved in selling. There are two things humans can do that artificial...
Lately there’s a lot of talk about empathy in business. But empathy alone isn’t enough to build trust, the critical step to grow an organization, land a big deal or cement a relationship. Empathy defined is the ability to put yourself in other person’s shoes....
