Ironically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so.

53% of high performing sales organizations according to McKinsey effectively use analytics to deliver growth, efficiency and effectiveness.

How will rewards change in the Gig-economy?

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring...

Having dashboards doesn’t improve performance. You have to look at the dashboards and begin to understand the data.

We tend to treat prospecting as an event. We want that one call, where the customer responds, and then says...

I would like to suggest it’s time for a new AI: Authentic Intelligence.