Operator-authored perspectives on how the economics of custom software have fundamentally changed. Real insights on designing and deploying infrastructure around how your business actually operates.
For most of my career, the build versus buy conversation was reserved for large enterprises. If you were a Fortune 500 company with a massive IT budget and an internal development team, building custom software was a realistic option. You had unique workflows, complex requirements, and enough scale to justify the investment. Everyone else bought software.
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In the podcast, Brian is interviewed by Sho Rust and Thomas Belhacene, who are founders of SHO.ai, a tech startup in the branding industry. They discuss Brian's background and the sales profession as a whole.
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In a world where technology evolves at lightning speed, sales is undergoing a dramatic transformation driven by artificial intelligence. These advancements are not just reshaping processes—they're redefining how sales professionals engage with prospects. Let's explore how to thrive in this new era of sales and make AI work for you.
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We live in the age of information. It is literally, at our fingertips. You can pull many data sets from multiple data sources with a few taps on your phone. We are all learning a lot during this pandemic. One thing that has become clear over the past few weeks is the importance of data. Regardless of your profession or which industry you're in, you've probably heard your co-workers or bosses talking about "data-driven" this or that. Here are 4 takeaways about how data is used from our experience
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One of Henry Ford's greatest contributions to the world of industry was the development of the assembly line. The core concept of the assembly line is that the specialization of job functions leads to increased productivity and efficiency. Rather than having an individual own a process from start to finish, you have individuals specialize in smaller, specific micro-processes.
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Simply put, a sales playbook should be a sales rep's bible. They should sleep with it, eat next to it, and read it every night. A sales playbook is an aggregation of lots of different documents that will support the sales rep throughout the sales process. It should assist in all stages of a seller's journey from prospecting, cold calling, demonstrating, to overcoming objections, negotiation, and closing the deal.
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I'm writing this article in the downtime between sessions at a conference for wealth management representatives. I had an interesting conversation with one of the reps in attendance. He told me a story about a friend of his that had a very successful wealth management firm that he grew from the ground up to multi-billions in assets under management. It was built on gritty cold calling and aggressive selling techniques 30 years ago.
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