Insights & Perspectives on Sales, IT Services, and Transformation
Grounded thinking on strategy, sales, services, and technology, informed by real-world experience and practical recommendations.
Selected Insights
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AI and Sales Productivity: Why More Automation Does Not Always Mean Better Performance
Sales productivity is often measured in activity volume rather than outcomes. AI promises automation and efficiency, but without clarity on what truly drives performance, automation can increase noise instead of impact. Productivity gains come from focus, not from more tools.
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AI and Risk Management in Sales: Making Uncertainty Visible Without Freezing Action
Sales decisions are made under uncertainty, not in spite of it. AI can help surface risks earlier and more consistently across deals and pipelines. The objective is not to eliminate risk, but to make it explicit so leaders can act with intent.
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Using AI to Improve Deal Qualification Without Losing Sales Judgment
Many qualification frameworks fail not because they are wrong, but because they are applied inconsistently. AI can help surface patterns, risks, and early warning signals across pipelines. The challenge is to augment sales judgment, not replace it.
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How AI Can Accelerate RFx Responses Without Compromising Security
RFx processes in complex sales are slow, costly, and resource intensive. Used properly, AI can accelerate drafting, compliance checks, and consistency without replacing human judgment. The real challenge is not speed, but discipline, security, and governance.
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AI Was Not Born in 2022: And Your BMW Knows That
AI is not a recent invention. This article revisits decades of artificial intelligence in business to explain why today’s generative AI hype risks repeating old mistakes, and what leaders should focus on instead.