Rather than creating scripts and pitch decks that encourage you or your sales reps to tell your story, start developing questions that prompt prospects to tell you theirs. Traditional salespeople tell prospects what they think the prospects need to know. Effective sales professionals establish themselves as trusted advisers by asking questions that make their prospects contemplate ideas and alternatives they wouldn’t have thought of on their own.
The “forecast” from the salesperson is not based on any meaningful data. It’s more of a guess. Often, what sales leaders hear is best translated as, “See, I’m a closer!” Or, if a deal collapses, as, “Look, it wasn’t my fault.”
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Since the landscape of learning and development is transforming due to AI and language models, Sandler believes that those who understand and embrace these technologies will get ahead and stay ahead in the ongoing race for innovation, growth, and market share.
Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Auctus IQ's contributions, bring data-driven insights into deal coaching.
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