“It’s nice to know that even after 30 years of being a professional seller, this old dog can learn new tricks,” said Kevin Thiele, CRO of Sales Code. He was referring to his favorite sales book — MEDDICC: The Ultimate Guide To Staying One Step Ahead in the Complex Sale — and how its words of wisdom helped him save a deal. Salesblazers like Thiele say that a growth mindset is the secret to becoming a top seller. So we searched far and wide to compile 12 must-read sales books that have insights to impart to new sellers and seasoned reps alike. The books below draw on a range of topics, from prod ..read more

The world of data and artificial intelligence (AI) is constantly evolving, making it challenging for organizations to keep up, or even get started. With the rapid growth and advancement of generative AI, it has become crucial for companies to skill up their teams with AI expertise. But, having a skilled team is only part of the equation; it’s also about having the right data in place to use it efficiently. In fact, 94% of business leaders believe their organizations should be getting more value from its data. Good AI needs good data. So, where do you start? Unlock trapped data and deliver inn ..read more

The amount of data generated globally will double every 12 hours by 2025. With this much data moving through your organization, you’ll need to empower everyone, not just the data experts. Artificial intelligence (AI) will help help teams fish business insights from oceans of information, but to learn and improve decision-making, AI in turn requires data. That’s why we’ve created this glossary of data terms, so everyone in your organization – from senior leaders to individual practitioners – can become data literate now.  Getting familiar with these essential terms will help you and your t ..read more

Feeling like you need a pick-me-up? You’re not alone. Over two-thirds of sales professionals say sales is harder now than before, with rising customer expectations and uncertainty all around. Meanwhile, over in the corner, the gong stands still and silent, waiting for you to do the hard work from prospect to pitch to close. But all that time the gong spends waiting makes it all the sweeter and louder when it finally does ring. Take a moment to close your eyes and imagine the sound. Then, read on. The sales motivational quotes below will inspire you to make the most of your day. Avoid common s ..read more

You’d be forgiven for declining to hold your breath waiting for a comprehensive federal data privacy law in the U.S., where the lack of a clear national privacy standard threatens adoption of generative artificial intelligence services. In the absence of a comprehensive federal data privacy law, individual states (13 and counting) have enacted their own, as some lawmakers recently pledged, once again, to pursue federal privacy legislation in 2024.  Generative AI’s use of enormous volumes of data has created more urgency for data privacy. At the same time, some companies are AI-ifying thei ..read more

Recent rapid leaps forward in generative artificial intelligence (AI) have inspired both hope and hesitation. How can we best harness this new power to help our businesses? And more importantly, how can we harness it responsibly? Collected here are some of the most interesting and surprising AI quotes from top AI and business experts on how AI will affect our businesses and our lives. These are people who design AI systems as well as leaders at organizations that are adopting this technology at a rapid pace.  Quotes by Topic AI quotes on business impact AI quotes on sales AI quotes ..read more

The rise of generative artificial intelligence (AI) has captured minds and imaginations at an astonishingly fast pace. But the skills that businesses will need to put this technology to work in 2024 are sorely lagging. Spending on AI technologies will top $550 billion in 2024, with a hiring gap estimated to approach 50% of all AI positions needed. At the same time, a LinkedIn analysis shows the rise of AI across the workforce is set to significantly transform more than half of all jobs, and the skills required to do all jobs will change by up to 65% by 2030. For this reason, employers nee ..read more

Generative AI chatbots are helping change the business landscape. But they also have a problem: They frequently present inaccurate information as if it’s correct. Known as “AI hallucinations,” these mistakes occur up to 20% of the time. “We know [current generative AI] has a tendency to not always give accurate answers, but it gives the answers incredibly confidently,” said Kathy Baxter, principal architect in Salesforce’s ethical AI practice. “So it can be difficult for individuals to know if they can trust the answers generative AI is giving them.”  You might hear those in the computer ..read more

Market research done? Check. Prospects qualified? Check. Looks like you’re ready to make a sales call. This isn’t just a quick pitch, however. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” To ensure you lead a successful sales call, we’ve curated expert tips and techniques below, including guidance on how to prepare. Ready? Set? Sell! What you’ll learn: What is a sales call? How d ..read more

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase, sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset. As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Here’s where that starts. Sales methods you’ll learn: Create agile frameworks for your organization Put the right people in the right places Identify the right sales opportunities Align ..read more