When you think of AI, you may be conjuring images of autonomous robots taking over the world.

Fortunately, there’s a long way to go before that happens. But AI already plays a big part in our lives, whether we realize it or not.

Have you ever gotten a ride from Uber or Lyft? Browsed recommendations on Netflix? Or checked your Facebook newsfeed? These types of personalized experiences are just a few examples of AI-powered technology.

With the staggering amount of online data being collected, many companies are already leveraging artificial intelligence to understand customer behavior and preferences.

When most people picture a successful salesperson, they often think of ‘the closer’ – the one celebrating the big deal coming in, money showering down, and gongs going off.

These folks, particularly in enterprise companies, are often called Account Executives (AE). They manage the account, ultimately building and owning the relationship, then closing deals.

Ever since the switch to ‘inside sales’ became the dominant way to initiate deals –  over the phone and over email – it’s been the role of sales development representatives to start but not finish the process. Once a lead is qualified, it turns to the AE to make it happen.

74% of companies are spending more on enablement efforts than they did last year, but sales enablement teams are struggling to quantify the value of on-boarding and training efforts and identify what activities have the highest impact on rep productivity.

With average turnover at 30% per year, management is putting increasing pressure on HR and sales enablement to hire even more quickly and shorten onboarding time so reps can get into the field and start selling.

The most gifted public speakers seem natural, authentic, and knowledgeable. They inspire people to act. These orators don’t sound like they are reading, nor do they sound as if they are fumbling around to find answers. As a sales professional, this is the level of delivery that you and your team should aspire to with every sales call you make. Remember that many eloquent speakers prepare by practicing a written speech; salespeople should follow suit by using a terrific call script.

It is technically possible to make 100 sales prospecting calls per day. In fact, I’ve seen sales development reps make upwards of 300 dials in a single day. But every good SDR knows there’s danger in focusing too much on vanity metrics like dials alone.

The old-school thought is “If you put in the hard work, you’ll see the results.” It has certainly been said that “sales is a numbers game, and the more people you talk to, the more you’ll sell.” While there’s truth in these ideas, it’s a fallacy that the only key to success in prospecting is the volume of calls you make. Here are four concrete steps companies should take to improve connect rates, enable more relevant and personalized conversations, and ultimately close more business.

Did you know that one in three companies actually fail to follow up on their inbound leads? Or that two out of three companies give up after two or fewer tries, even when research indicates that the optimum number of contacts should be five to eight? These results, and others from our recent survey on …

  I love business ideas that are simple and elegant. Like the hula hoop. So simple, and yet so powerful. Timeless. It’s one of those, “I wish I had thought of that.” The dollars per day that your sales business generates – just like miles per hour – is an easy measure of how efficiently …

How well do you know your online buyers? Probably not as well as they know you. Today’s buyers are spending more time online researching you and your competitors before reaching out, according to a survey by Zogby and Velocify. And when they do finally call or fill out an online form asking for more information, …

The time to call back your hot leads is now – not later. Technology has empowered today’s buyers to quickly find information and compare vendors. When a potential customer is ready to talk to a sales representative, he or she can speedily fill out a form on your website to request a meeting. This is …