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B2B Buying Disconnect Report

B2B Buying Disconnect Report

 B2B Buying Disconnect Report 910 736 Intely Tech

Such a catchy title – “B2B Buying Disconnect Report” Here’re some interesting tidbits from TrustRadius / Pavilion’s 2024 report, – Buyers are relying on fewer resources than beforeAction: Quality trumps quantity. No one’s reading vendors’ 48 page buying guides to take purchase decisions. -“Own prior experience”Action: Know, connect & nurture key stakeholders in your clients…

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Traditional Sales Nurture Sequence

The “Nurture” Sequence – Who’s It Really For?

 The “Nurture” Sequence – Who’s It Really For? 1024 581 Intely Tech

What’re Nurture Sequences A common practice is the nurture sequence where sales teams put unengaged prospect or prospects who aren’t in an active sales cycle. They are put in a time-based sequence where they’re sent automated marketing emails with the intent of being “top of mind”. I haven’t met a single tech buyer who has…

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sales velocity

Sales Velocity – A Useful but Misunderstood Metric

 Sales Velocity – A Useful but Misunderstood Metric 1024 581 Intely Tech

Understanding Sales Velocity: Your Pipeline’s Speedometer Sales velocity is more than just another metric—it’s your sales pipeline’s speedometer, telling you how quickly you’re converting opportunities into revenue. While the concept has existed informally for decades, it gained prominence in the early 2000s as SaaS companies sought better ways to predict and accelerate their revenue growth.…

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GTM Mix

GTM Mix Assessment – An Easy to Use Tool

 GTM Mix Assessment – An Easy to Use Tool 1024 581 Intely Tech

Determining the right GTM mix is essential to avoiding burn capital and resources. This becomes critical to any startup’s survival as it moves from founder-led sales. The following is a quick assessment tool to help companies get an initial idea about whether their GTM should be more Sales intensive or marketing intensive. If you’d like…

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The Great B2B Buyer Disconnect of 2024

 The Great B2B Buyer Disconnect of 2024 910 736 Intely Tech

Such a catchy title – “B2B Buying Disconnect Report” Here’re some interesting tidbits from TrustRadius / Pavilion’s 2024 report, – Buyers are relying on fewer resources than before Action: Quality trumps quantity. No one’s reading vendors’ 48 page buying guides to take purchase decisions. -“Own prior experience” Action: Know, connect & nurture key stakeholders in…

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Future of Sales Jobs AND Artificial Intelligence

 Future of Sales Jobs AND Artificial Intelligence 1024 1024 Intely Tech

Till we get to a point where AI is buying from AI, “things” from “things”, there’s a role for humans to be involved in Sales. AI can and should automate certain tasks for salespeople. Account research, hyper personalization at scale, write decent emails as the first draft, write decent blog and LI post content for…

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Sales Strategy Assessment – Business + Governance + Activity

 Sales Strategy Assessment – Business + Governance + Activity 1024 678 Intely Tech

You may have read up on what a modern Sales Strategy looks like. If not, you can read up here. The following is a 12-question survey that won’t take more than 3 minutes and will highlight areas that can be the quickest fixes for your sales outreach function. When fixed, your revenue generation activities should…

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Your successful sales Strategy powered by AI

 Your successful sales Strategy powered by AI 1024 376 Intely Tech

Sales Strategy documents often run the risk of becoming outdated and never being read after the first iteration. This is true for IT Strategies, GTM Strategies and also, Sales Strategies. Here’s a Gartner-inspired modern take on the Sales Strategy & its foundational pillars. There are three pillars of the modern Sales Strategy: Why does Sales…

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Quickest Routes to Revenue

 Quickest Routes to Revenue 1024 579 Intely Tech

When it comes to the quickest route to revenue, here’s what has worked for the B2B & B2G tech companies that I’ve worked with 1. Monetizing Delivered Value2. Partnerships / Alliances3. Existing pipeline – rationalization The underlying premise common in all these, is that all the activities required to – identify the right people– getting…

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Secret To Selling: It’s Not About What But How

 Secret To Selling: It’s Not About What But How 576 1024 Intely Tech

A very smart Revenue Leader, who had successfully competed against big-name players while working at small startups, had a few guiding principles about how his team should operate. I had the pleasure of working with him for a fair bit and a recurring theme was this. The secret to selling wasn’t how awesome your product…

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AI and job risks

McKinsey’ SayS Your Job is at Risk – What about Them?

 McKinsey’ SayS Your Job is at Risk – What about Them? 1024 581 Intely Tech

Biggest Losers of AI Boom Are Knowledge Workers, McKinsey Says Who can benefit the most from GenAI?About 75% of the potential value from applied generative AI will come in four business functions: customer operations, marketing and sales, software engineering, and research and development. Quantify this benefit, could you?Banks alone could generate an additional $200-$340 billion…

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Work From Home and Its Impact on Commercial Real Estate

Work From Home and Its Impact on Commercial Real Estate

 Work From Home and Its Impact on Commercial Real Estate 1024 581 Intely Tech

Some behaviors are sticky & stay long after the initial stimulus that caused that behavior has gone. Work-from-home had a massive impact on certain technology categories which saw a boom in their subscription numbers. It had and will continue to have a negative impact on other aspects of our economy such as commercial real estate…

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Data is the New Oil

Data is the (New) New Oil

 Data is the (New) New Oil 1024 581 Intely Tech

Data (that powers Generative AI) is the (new) new oil. ————— A publishers’ trade association— which includes the New York Times, the Washington Post, Disney, and NBCUniversal—is reminding members that AI tools built on their archives could break copyright laws. According to a draft of guidelines from Digital Content Next that was shared with Marketing…

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chatgpt and your job

ChatGPT & Your Job

 ChatGPT & Your Job 1024 581 Intely Tech

What are the top three jobs to be made redundant by AI? How can you future-proof your job? Certain jobs are becoming susceptible to automation as technology advances. The first three roles expected to be taken over by AI include data entry, customer service, and repetitive administrative tasks. While this may raise concerns about job…

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A New Way to Build Businesses

A New Way to Build Businesses?

 A New Way to Build Businesses? 1024 581 Intely Tech

Right now there’s a lot of excitement about what ChatGPT and similar tech can do. A lot of experimentation & learnings. What’ll happen in 6 months and 12 months once people & companies unlock use cases for which ChatGPT etc. can deliver predictable & consistent results? The impact on jobs & required skillset will be…

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LinkedIn Inboxes & Street Markets

LinkedIn Inboxes & Street Markets

 LinkedIn Inboxes & Street Markets 1024 581 Intely Tech

Vendors in a street market from back home generate business in this way. Every few minutes they let everyone in the vicinity know what they’re offering & at what rate. My LinkedIn inbox resembles the same. Multiple messages that look & sound the same. “We’re based out of X and have skills in <insert dozens…

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The Secret to Dealing with Your Customers

The Secret to Dealing with Your Customers like Dirt (& Getting AWay WIth It)

 The Secret to Dealing with Your Customers like Dirt (& Getting AWay WIth It) 1024 581 Intely Tech

Here’s a story from yesterday you won’t find in the news. It’s about the only scenario where you can treat your clients extremely badly and still have no impact on your business whatsoever Obviously, no company would openly say that they deem their clients to be disposable and yet that’s how we all would have…

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accelerate deals

Here’s How You Can Accelerate Your Deals

 Here’s How You Can Accelerate Your Deals 1024 581 Intely Tech

It’s been quite a ride for most B2B Tech startups recently – from manic highs to what looks like a 2-year slump up ahead It’s time to make adjustments Here’s a low-hanging fruit that’s often missed or not executed well enough – one that has the potential to give a bit more horsepower to your…

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Incompetence As a Unique Selling Point

Incompetence As a Unique Selling Point (USP)

 Incompetence As a Unique Selling Point (USP) 1024 581 Intely Tech

Here’re two examples of how companies have attempted to 𝐦𝐨𝐧𝐞𝐭𝐢𝐳𝐞 𝐭𝐡𝐞𝐢𝐫 𝐢𝐧𝐜𝐨𝐦𝐩𝐞𝐭𝐞𝐧𝐜𝐞 Join me as I smh & 🤦 I invested some money in a small bit of land in 2008 with the schedule for it to be handed over for development in 2012. Not only has the handover not been done till now, I’ve…

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Tales from the OTHER SIDE

Tales from the OTHER SIDE – A buyer’s perspective

 Tales from the OTHER SIDE – A buyer’s perspective 1024 581 Intely Tech

I’ve been consulting with a large multi-billion dollar company recently to help them source the right tech & vendors for their ongoing Digital Transformation. It has been an interesting experience to manage such a large number of vendors of varying sizes in such a short amount of time and there’s a lot to unpack here.…

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