Maven Sales Group Blog

5 Ways to Improve Your Sales Playbook with Artificial Intelligence

1/17/19 8:51 AM / by David Fletcher posted in INBOUND Conference, sales playbook, sales automation, sales acceleration, sales effeciency, AI, Artificial Intelligence

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Movies like I, Robot and Next Gen portray Artificial Intelligence (AI) as power-hungry robots. However, the latter portrayal couldn't be farther from the truth. In fact, AI is posed to not take over businesses, but to provide support to sales departments of all sizes, shapes, and industries. Not only will AI support sales departments, but it will offer the tools needed to transform them into innovative spaces. 

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5 Reasons Sales Managers Fail as Sales Coaches

12/3/18 2:50 PM / by David Fletcher posted in social selling, Sales Management, sales playbook, hubspot sales, increasing sales, sales assessment, inbound sales, outbound sales, sales coaching

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Pete Rose was one of the best players to ever play the game of baseball. As a player, Rose was a switch hitter and is the all-time MLB leader in hits (4,256), games played (3,562), at-bats (14,053), singles (3,215), and outs (10,328). He won three World Series rings, three batting titles, one Most Valuable Player Award, two Gold Gloves, and the Rookie of the Year Award, and also made 17 All-Star appearances at an unequaled five positions (second baseman, left fielder, right fielder, third baseman, and first baseman). Rose won both of his Gold Gloves when he was an outfielder, in 1969 and 1970. As a Coach, well... we all know how that ended up... so as a player, he was a rockstar, as the coach of his up and coming rockstars, he was a disaster!

In the words of Jeff Bezos, "Part of company culture is path-dependent - it's the lessons you learn along the way." This path-dependent approach stems from the belief that managers can help to mold employees through an environment that leverages lessons learned to encourage growth. 

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Don’t Treat Your Outbound Leads Like They’re Inbound

10/22/18 10:53 AM / by David Fletcher posted in inbound sales, outbound sales, buyer personas, Content Strategy, get more sales, lead scoring, sales coaching

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Inbound vs. Outbound... the debate over which leads are "better" has been a constant source of articles, blog posts, and general arguments amongst sales and marketing professionals. While this post, will spend a brief moment defining what makes a high quality lead, I don't feel the need to contribute to the debate anymore, since I have already written about this in the past. Instead, I want to spend a moment pointing out what so many articles have failed to do ... outbound leads and inbound leads are two different entities, so why are so many businesses treating them like they are the same thing?

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Internal Sales Coaching is Worthless, Yes We Said It...

10/11/18 4:26 PM / by David Fletcher posted in Sales Enablement, sales process, sales, sales team success, increasing sales, sales coaching, sales training, blog, Maven Sales Group

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Sales coaching vs. sales training. These two terms are often tossed around by C-level executives without truly understanding a) what their teams need to succeed, and b) how they can best help managers support their teams to increase sales and meet established quarterly goals. The challenge of course with the latter statement, is that many C-level executives don't like being told that they are not only wrong, but that they are doing their team a disservice. After all, when you have risen to the highest levels of power within your company, you like to think that you understand every aspect and that you, as the leader, are best suited for making all decisions. Unfortunately, appointing managers the task of being the "sales coach," is like accelerating in a no wake zone; not only is it dangerous, but you are inevitably dooming the entire ship to a disastrous ending. 

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INBOUND - What a Week

9/17/18 9:48 AM / by Shannon and David Fletcher posted in Hubspot, hubspot marketing automation, hubspot sales, blog, Maven Sales Group, INBOUND 18

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What a week. In fact it was the kind week we needed a week to recover from! So many new product services being launched, so many amazing people we connected with and heard speak. David was even a featured Speaker this year…. Also amazing.

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The Difference Between Sales Training and Sales Coaching

8/29/18 4:24 PM / by David Fletcher posted in Sales Development, Sales Process Design, Sales Management, sales team success, sales playbook, increasing sales, sales assessment, get more sales, sales coaching, sales training

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As a C-level sales executive a major component of your job is to lead. However, another major component of their job is to inspire their sales team. Being an effective leader is about more than giving a pep talk; it requires the understanding that training is not simply for onboarding new sales representatives. Instead, by embracing the benefits of sales training and sales coaching, leaders can not only inspire their team, but they can help them reach new levels of success. 

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The Importance of a Sales Playbook

8/24/18 8:59 AM / by David Fletcher posted in sales playbook, increasing sales, sales acceleration, sales effeciency, sales coaching, how to accelerate sales

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Every time a sales associate picks up the phone, sends an email, or heads to an in person meeting the goal is simple ... improve the client relationship to get one step closer to a sale. This might be a simple goal, but far too often achieving it becomes a convoluted process filled with trials and errors. While experimentation can be helpful in the sales process, it is far more effective on a company level to leverage proven methodologies that stem from a cohesive approach. A well-written sales playbook not only streamlines the entire sales process, but it enables your team to more successfully handle a variety of sales situations, while simultaneously communicating a value proposition to each potential client.

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Artificial Intelligence vs. Machine Learning In Sales. What’s the difference?

6/4/18 11:41 AM / by David Fletcher posted in sales coaching, AI, Artificial Intelligence

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Artificial intelligence and machine learning are two of the biggest buzzwords and trends within the sales sector. While these two  terms are often used interchangeably, they are in fact quite different. If sales associates want to maximize their efforts, then they  need to ensure that they understand the key differences between artificial intelligence and machine learning, especially as they  relate to big data and analytics.
 
What Is Artificial Intelligence (AI)? 
AI is the umbrella term for the variety of processes (including learning and decision making) that help make computers both  faster and smarter. In fact, AI is an essential field within Computer Science. One of its integral components is big data. In order  to continue to process and analyze information at faster speeds and larger quantities, AI systems need to have access to  incredibly large fields of data.
 
One of the best components of AI is that it can be used across a wide variety of industries. For example, AI can scrutinize  student study patterns to create personalized tutoring suggestions. It has also been used within robotics, speech therapy,  transportation, medical, and marketing fields. For example, inbound marketing focuses on attracting customers via content that is  engaging, relevant, and helpful. It focuses on establishing connections, growing relationships, and helping customers travel
through the sales funnel in a way that is both "human" and decidedly personal. Not only that, but inbound marketing is about  delivering the right message to the right person at the right time and on the right communications platform.   So, where does AI fit in with inbound marketing?
 
AI provides the right data, intelligence, and tools, such as those offered by  HubSpot , to deliver hyper-personalized content on a  large scale. Through AI sales associates and marketers can make decisions based on carefully analyzed data points In fact, it's  how Netflix, Pandora, Spotify, and Amazon are able to make the recommendations for what you should, watch, listen, or buy  next. These powerful insights are all thanks to AI
 
What Is Machine Learning?
Machine learning falls under AI. It is a specific process whereby knowledge is discovered, data points are gathered, and  algorithms are used. At its core the entire process follows these seven steps:
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5 Ways AI is Helping Today’s Sales Teams

5/15/18 2:52 PM / by David Fletcher posted in sales automation, sales acceleration, sales effeciency, how to accelerate sales, AI, Artificial Intelligence

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Gone are the days when Artificial Intelligence (AI) brought to mind scenes from Hollywood blockbuster classics Minority Report and I, Robot. Instead, AI technologies are rapidly changing the way that marketers and sales teams reach prospects, nurture leads, and inevitably close deals. Contrary to conspiracy beliefs, AI isn't meant to replace various sales positions with machines. Instead, when used properly, AI technologies can and will help sales teams achieve their desired results via the five following benefits.  

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Not All Managers Are Successful at Sales Coaching

5/9/18 7:06 AM / by David Fletcher posted in Sales Management, sales team success, sales coaching

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Bob, the CEO, recently promoted sales Superstar Glenda to Sales Manager. Bob expected big things out of Glenda. After all, no  other sales person had opened the amount of business Glenda secured in the previous few years.  Unfortunately, Glenda fell short. The sales team didn't evolve well, some left, and others struggled with their sales goals.  Bob pulled at his hair, because he didn't understand why this happened.  But we do. Glenda wasn't an efficient  sales coach.
 
With time and effort, Glenda and those sales managers like her may be high-performing managers. It all depends on how they  themselves are nurtured and developed.  Glenda's manager (we're talking to you, Bob) needed to step in and deduce why Glenda wasn't performing up to par, and then  take action to fix it.  Here are some common issues the  Maven Sales Group  sees frequently with sales managers that aren't performing.
 
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