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Realistically Evaluate Sales Technology – Part 2

Realistically evaluate sales technology: Understand what contributes to success – and what doesn’t You have a handful of sales and marketing technologies. In one year, you have a nice increase in ticket revenues. Suddenly, all of your sales technologies are claiming credit for that success. Our goal is realistically evaluate sales technology. They speak proudly […]

08-21-21

Use of Sales Technology – Part 1

Realistically evaluate sales technology by asking, “Who uses it?” On the whole, the sports industry has an awkward relationship with technology.  At one end of the spectrum, some sports leaders fear new technology. At the other end of the spectrum, others think that technology should replace thoughtful salesmanship. Whatever we believe, we should realistically evaluate […]

08-21-21

Proprietary Algorithms – The two emptiest words in technology

Proprietary Algorithms – are they magic? Several months ago, I was approached by a startup CEO offering to pair his company’s analytical tools with ours. The firm’s senior leadership team told me fantastic stories about the power of their company’s proprietary algorithms. I would never need to hire a new data scientist or statistician they […]

08-21-21

Experts and probabilities in sales

Experts and probabilities in sales. Why sales leaders should care. Look no further than the NBA Playoffs to provide a platform for examining experts and probabilities in sales. During a famous NBA Playoff series, the Oklahoma City Thunder roared to a shocking 3-1 lead in their best-of-seven games against the Golden State Warriors. A few […]

08-21-21

3 ways to leverage data science in sales organizations

Understand what data science does – and can’t – do Every day of the week, it seems that a new “big data” company comes on the scene claiming to leverage data science. Some of them provide real benefit. Others prey on the people without a mathematical education and their fears of the unknown. Calling these […]

08-21-21

Most Common Renewal Mistakes

The most common renewal mistakes waste resources There are two common renewal mistakes teams make when attempting to increase their renewal percentage or revenues. Improperly investing limited sales and marketing resources for renewals will end up costing more to achieve less than optimal results. The “One-Size-Fits-All” Trap The first step in effectively leveraging your data […]

08-20-21