In certain circles there seems to be a lot of preening around the concept of “AI Native.” When I start asking what that means, it’s difficult to get a definition. For some, it’s start-up companies bringing products to the market that are wholly AI based. And like many startup, there is a lot of bragging […]| Partners in EXCELLENCE
Let me run a thought experiment: “What would you do if your weren’t told what to do?” You know the goals you must achieve, let’s say quota-based, or similar revenue based attainment goals. If you are in a non-selling role, think about project goals/deadlines or other important goals. You have all sorts of resources to […] The post What Would You Do If You Weren’t Told What To Do? appeared first on Partners in EXCELLENCE.| Partners in EXCELLENCE
Leadership is not about personal heroics or individual brilliance. Unfortunately, our ideas of leaders are often influenced by heroics or people who seize the spotlight. Or our understanding of leadership is tied to a title or position of authority. Real leadership has nothing to do with any of these things. Leadership is about stimulating the […]| Partners in EXCELLENCE
I’m participating in an AI Conference where so much of the discussion is around agentic AI. A number of speakers have focused on the concept of “Real time AI coaching.” I’m also seeing a lot of this in many of the new AI selling platforms, it seems to be THE next thing in driving seller […] The post The “Miracle” Of Real Time AI Coaching appeared first on Partners in EXCELLENCE.| Partners in EXCELLENCE
My feeds are filled with the miracles and mysteries of prompt engineering. I’m attending an AI for Sales Conference, where the underlying theme is “we have to master prompt engineering.” I scratch my head, thinking, “What’s the fuss? I’ve been doing prompt engineering all my career. We just never called it that!” Not long ago, […]| Partners in EXCELLENCE
Our work in selling is tough. There are details to manage, conflicts to resolve, shifts in direction. Some of the work is tedious, even unpleasant. Much of it is exhausting. When the work gets tough, our natural reaction is avoidance. At the same time, we mask that avoidance with busyness and activity. We avoid the […]| Partners in EXCELLENCE
Paraphrasing my friend Hank Barnes, “Buyers don’t hate sellers, they hate bad selling!” Sellers struggle to reach and engage prospects and customers. Every outreach is ignored. Buyers actively seek other channels to learn about solutions and products, avoiding sellers as much as possible. When they do engage, it’s as late in their buying process as […]| Partners in EXCELLENCE
Key Performance Indicators are meant to achieve one thing, sharpen our focus. They help translate our strategies into focused execution. The KPIs help us understand the things that are most important in achieving our goals. They serve to align the organization around these critical goals and activities. They give everyone involved in executing the strategies […] The post KPIs, When You Measure Everything, You Measure Nothing! appeared first on Partners in EXCELLENCE.| Partners in EXCELLENCE
We are trained to ask questions. But our orientation is to ask questions that demand answers. As a result, conversations often resemble a ping pong game. The server starts with a question, then the response, back and forth. Then the other person serves, asks a question, expects a response, back and forth. A lot of […] The post Ask Questions That Require Thinking appeared first on Partners in EXCELLENCE.| Partners in EXCELLENCE
By 6 am, my inbox is already overflowing with emails touting AI: “How family offices can use Google’s AI Ops playbook,” “How AI powered sales playbooks accelerate revenue growth,” “Selling AI, cracking the code,” “The talent acquisition revolution is here, unleash AIs power in recruiting,” and about 10 more. And my feed in LinkedIn is […] The post We Will Have “Gotten AI” When We Stop Talking About AI! appeared first on Partners in EXCELLENCE.| Partners in EXCELLENCE
When was the last time when you stepped out from behind your screens and reports to actually talk to and engage the people doing the work? In the late 70’s Tome Peters and Bob Waterman started talking about the concept of Management By Walking Around . In was a cornerstone of In Search Of Excellence […]| Partners in EXCELLENCE
“Toto, I’ve a feeling we’re not in Kansas anymore…” Dorothy in the Wizard Of Oz Most of us experience those feelings of uncertainty today. Everything is changing, at rates we’ve never experienced. Complexity, ambiguity, overwhelm, uncertainty, and ambiguity dominate everything we and our customers do. It is in this complexity that sellers and leaders create […]| Partners in EXCELLENCE
There’s a lot of excitement from sellers about the power of AI tools like ChatGPT, we can inflict infinite amounts of content on unsuspecting prospects. We can meet and exceed Gartner’s projection of 66 touches per meeting with all sorts of sequences that can be generated in a few minutes. Sellers of all types are […]| Partners in EXCELLENCE