Category: Behavioral Economics

Cognitive Technology in Sales

Sales have always been a “people” intensive area of any B2B organization. Despite advances in technology that have dramatically shifted the way we do business in the 21st-century, the power and impact of a face-to-face meeting between buyer and seller remains obvious. It is so impactful that 87% of high performing sales professionals have reported […]

Opportunity Management

Opportunity Management is probably the least sexy part of sales. However, poor opportunity management costs companies a whopping $214 million for every $1 billion in commerce in today’s B2B marketplace. What is poor opportunity management? It begins with poor sales enablement which cascades into lost revenue opportunities. Luckily we have good news. A new approach […]