Do you know any conflicted laggards? Disinterested laggards? Reluctant followers? Sure you do, but that’s probably not what you call them. Those are the psychographic profiles used by Gartner to…
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Multi-threading and Video
In sales, building relationships with more people on the buying team has been shown to produce more wins in less time. Since nearly all tech buyers watch videos about new solutions, this includes new types of video content. Here are three approaches to consider.
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High-value Offers for High-value Prospects
The High-Value Offer is a customer interaction with so much business value that the buyer feels compelled to engage. It’s an account-based marketing concept recommended by Gartner for customer acquisition, too.
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The Looming AI Bias in Hiring and Staffing Decision-making
A new book that should be on your reading list is The Algorithm, How AI Decides Who Gets Hired, Monitored, Promoted, and Fired and Why We Need to Fight Back Now, by Hilke Schellmann, a journalism professor at NYU. It examines the trouble with using AI to make hiring and other staffing decisions.
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Preparing for Your Next Job in the Age of AI
The hottest job in corporate America is “Executive in Charge of AI” according to a recent New York Times headline. That probably sounds right on the money to most readers…
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Team Flow Institute Research Fellows and 2024 Research Agenda
I was honored recently to be invited to join the newly formed Team Flow Institute, as an advisor and senior fellow to lead the institute’s research fellowship program, along with…
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Take Advantage of These AI Tech Video Marketing Trends in 2024
I asked Anthropic’s Claude.ai to help identify notable video trends targeted to IT buyers using video in 2024. I was shocked when the list of trends came back with no…
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Team Flow Institute Launches to Create a Collective Vision for the Fourth Industrial Revolution
New institute is focused on shaping the future of work in the age of AI, using team flow principles to unlock human creativity, fulfillment and potential Team Flow Institute announced…
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A is for Authenticity
My series on the ABCs of Sales Leadership begins with Authenticity. Authenticity is one of the most important traits for a leader to embody and is critical for effective management,…
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What Happens When DEI Is Done Right: A Conversation with Marilyn Nagel
The recent ESG and DEI backlash in the business and political realm can be daunting. Yet for everyone working on diversity, equity and inclusion efforts, take heart. DEI efforts are…
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