December 04th, 2018 | Toronto, CA – SalesChoice Inc., a Salesforce AI Software Company, and Salesforce ISV Partner, is pleased to inform you about the successful launch of its Trusted AI Executive Breakfast Series – Event #1 held on November 21st, 2018. This inaugural event witnessed a full house consisting of industry leaders from: IDC, AppCentrica, IMAX, Toyota, Mercer and more among its attendees.
“Are you going to hit your sales target this quarter?”
This question holds true for quota carrying B2B Sales Professionals. There is nothing more important than closing the right deals faster and being smarter.
Sales is hard and not getting any easier as sales leaders today find themselves strapped for time and are often focused on activities – not conducive to successful conversion or win rates. 30-60% of sales reps in the mid-tier do not meet their sales targets or forecast accurately, while customer facing productivity has declined from 50% to 36% over the past five years (Accenture, CSO Insights).
Adding to the noise in the sales process, the B2B sales cycle has been turned upside down and sales teams are scrambling to keep up with the changes. Sales and marketing leaders have not adapted rapidly enough, and hence, productivity has dropped dramatically, resulting in new questions like: Will robots be more efficient?
How did we get to this point and how can sales professionals leverage Artificial Intelligence, ‘AI’ guided selling to maximize sales performance?
The Game has Changed
Traditionally, sales teams would engage buyers early in the sales cycle to introduce features, competitive comparisons and negotiate price. Although buyers become aware of products and services through various marketing channels and do like to hear from vendors early, they do not look to sales for the bulk of their intel gathering as they are already through their research cycle, more often than not. Today, most information can be easily acquired on-line and buyers now rely on sales mostly to discuss solution fit and pricing terms before making purchasing decisions. The following stats aggregated by Spotio further demonstrate how buyers acquire their intel:
- 84% of CEOs and VPs use social media to make purchasing decisions (IDC)
- 80% of business decision-makers prefer to get company information from a series of articles versus an advertisement. (B2B PR Sense)
- 77% of B2B purchasers said that they would not even speak to a salesperson until they had done their own research (The Corporate Executive Board)
- 67% of the buyer’s journey is now done digitally (Sirius Decisions)
These changes have driven sales and marketing organizations to make significant investments in digital platforms to track and respond to buyers. Talk about pressure, what options are available? Its almost like you have to be superman or superwoman to hit your number.
Digital Age of Sales Enablement
As we all know, sales professionals only have a certain number of hours in the day and certainly do not have the time combing through data. They are incentivised to sell, not conduct hours of research. Time is better spent on engaging buyers and building relationships necessary to either acquire new customers or maintain existing ones. It makes sense to arm sales professionals with quick, actionable intelligence to prioritize their sales cycle, help them forecast more accurately, and allocate scarce time more wisely. This guides them to successfully win outcomes and stop wasting time pursuing unproductive sales cycles.
Enter a plethora of sales apps designed to deliver information expediently to sales pros with the click of a button. No more wasting time acquiring necessary client background – there’s an app for that. No more asking your colleagues for internal documentation – there’s an app for that. No more losing time and money chasing after the wrong deals by forecasting inaccurately. The price of a miss is very high and impacts investor and employee confidence. Finding the right trusted and explainable AI solution is key to shifting tides in purchasing patterns and buying cycles.
It must be emphasized that purchasing an app is one thing, but having the company adopt these changes is a different matter altogether. Business leaders must drive digital transformation and work to evolve their organization into an analytically focused culture, strategically positioned to grow revenues predictably. So often CRM’s have poor data completeness that adoption is impacted. Estimates are that more than 60% of CRM investments are not offering a positive ROI, so to win, finding solutions that drive more value on the CRM stacks is key to execution success.
Moving from Big Data to Better Data
‘Big data’ was one of those catch phrases ubiquitous in the blogger sphere for a few years. Companies spent a great deal of time and resources gobbling up as much data as they could conceivably hold. Now the challenge becomes what to do with all of this Data. AI has been one of the most significant advances to sales enablement, even if it is not fully understood. Without having one’s eyes glaze over, think of AI as making sense of huge amounts of information, finding success patterns and predicting outcomes. The same way Amazon sends you product options based on your purchases or Netflix suggests movies to watch, AI can help guide sales professionals with predictive and powerful insights.
Customer Relationship Management tools ‘CRM,’ for example, offers mountains of juicy insights waiting for sales to uncover and pounce on. Data in most CRMs tends to be incomplete, misleading or lacking substantive guidance for making decisions. This is merely a consequence of a big data platform without proper validation of data. Understanding data historically has now shifted to further validating, organizing and leveraging intel to see not only what has happened but what will happen. AI can validate data quickly and efficiently, providing B2B sales with key predictive KPI insights into pipeline, feedback on accounts, opportunities and helps prioritize time to focus on activities necessary for closing the right deals.
Below are some of the benefits of using AI technology that we have learned from our proven client deployment, to improve sales performance:
- Predictive Forecasting: Improve revenue forecasting and provide greater awareness on what is likely to happen using valuable data insights
- Opportunity Scoring:Increase top line revenue growth by validating opportunities and increase insights on propensity to purchase
- Account Scoring:Clean data sets in CRMs to identify the gaps in your data patterns and provide account intelligence on the most important accounts
- Predictive Pricing:Track price and discount ranges to make assessments on pricing
- Sales Enablement Training: Improve velocity of talent learning and improve productivity levels of sales
Just as Salesforce revolutionized customer relationship management, so too can AI guided-selling bring B2B sales performance to the next level. AI sales approaches yield on average an ROI of over 250%, compared to rear view BI approaches. No one today can afford to spend the time looking in the rear-view mirror.
More than an app it’s about creating a company culture around smarter analytics to support sales professionals, so they can beat their numbers quarter after quarter. This tighter focus and leveraging AI Guided Selling solutions is one of the modernized approaches that we have seen that works for our clients. It’s simply all about Seeing More to Win More.
Zoltan Lorantffy, Chief Growth Officer, SalesChoice
Dr. Cindy Gordon,
CEO and Founder, SalesChoice Inc.
13th November 2018 | Toronto, CA – SalesChoice is excited to announce the launch of its “Trusted AI Executive Breakfast Series.” The series will host market leaders from various industries, aiming to create and spread awareness about how Artificial Intelligence impacts B2B companies in the Age of Distraction.
Dr. Cindy Gordon, CEO of SalesChoice Inc. was recently invited to be a speaker at the Capgemini “Applied Innovation Discover Series: Championing a Culture of Diversity and Inclusion in the Workplace”, along with other market leaders from Salesforce, Rogers Communications, and Environics Analytics. This series aimed to discuss how these market leaders are committing to and instilling, a more inclusive workplace to attract and retain strong talent as well as encouraging investment and participation in STEM fields for women.
Recently on the 16th of September 2018, Dr. Cindy Gordon was invited to be a speaker at the International IEEE Women in Engineering conference in Toronto, Canada, to discuss diversity and inclusiveness and the imperative to drive better performance. The number one issue she discussed at this international forum that is facing the technology industry is not enough women are in our Tech Sector, and we are not keeping them in our tech sector. Following is a blog written by her on the issue at hand.
Dr. Cindy Gordon, CEO of SalesChoice talks to Versature about her experiences over the years working with high-performance sales organizations and about how she’s been able to consistently pivot and adapt to new challenges and advances in technology to always remain a top contender in the competitive world of business to business sales.
This thread aims to consider a framework to allow policymakers to qualify and rate AI solutions across relevant parameters. While discussing in another thread, it occurred that while it is important to discuss what AI can or cannot do, we should also think of standards that govern our currently available day-to-day AI solutions and how to make them easily understandable to the public. It would allow effective, responsible and careful adoption of current AI solutions by users, and will require an official certification or rating, just the way movies today are rated R, PG etc. or a food product is rated on its level of spice.
After your Saturday morning coffee and a pancake breakfast with the kids, perhaps you pick up a list of chores. Perhaps you stare at these tasks, each of them daunting in its own way, and pin the list back under the magnet on the fridge as you turn to the coffee maker for another cup.
But what if you had AI to help you know which tasks really needed to be crossed off that list? What if they were ranked by letter grades from A to F, each grade representing the balance of work required to finish the task versus the benefits of getting it done? Suddenly that endless list wouldn’t look so daunting and you’d know where to get started right away.
According to Andy Hoar, of Forrester Research, over one million US B2B sales jobs will be eliminated by 2020 (Death of B2B Salesman, April 2015). Of the four documented seller types, two extremes stand out. Transactional Order Takers add no value to the buyer process and are predicted to lose up to one-third of all positions. One category of sellers that are expected to experience double-digit growth, the Consultants, are politically aligned and create compelling business value. These are the trusted advisors who provide meaningful insights and secure successful business outcomes that the client never thought was possible.
Why should we Canadians care about the global race to dominate AI (Artificial Intelligence)? Almost every major developed country is actively pursuing their AI strategy. Is Canada’s AI strategy good enough? Should we add AI to our standard high school curriculum? These are critical questions that will determine Canada’s future.
July 16, 2018 | Toronto, ON CATAAlliance recently launched their own CATA Tech Now Video web platform featuring Dr. Cindy Gordon, CEO of SalesChoice as one of the Group of Subject Area Analysts. The group of analysts will be going in depths on various topics of interest to the Canadian tech community.
CONTEXT SETTING FOR WEBINAR JULY 26th – 1-2 PM EST
July 26th, 1:00 to 2:00 PM EST.
Registration URL: https://bit.ly/2Kzsil1
Webinar ID: 342-552-075
Declining Human Productivity in The Age of Distraction
Did you know that our human attention levels cognitively has declined by over 50% since the advent of mobile. We now live in the Age of Distraction, where humans are increasingly unproductive, and addicted to mobile phones, texting and spending more time on being connected 7×24. The impact is catastrophic to business productivity, but also raising concerns on the addictiveness of smart technology to the human race.
June 11, 2018 | Toronto, ON – The A.I. Directory, created on December 12, 2017, by IT World Canada, CATA and SalesChoice Inc. has now expanded its presence to the United States. The directory now profiles and indexes over a 100 companies developing at a rapid pace in the artificial intelligence sector in U.S.
June 4 2018 | Toronto, ON – Ottawa saw its first and biggest AI Conference, IMPACT AI, on 24th May 2018. Designed to facilitate a dialogue between leaders in Government and Corporate Enterprises on applied AI and the transformational effect it is having on the workplace and our workforce, this conference saw 15 industry experts and leaders immerse the attendees in exclusive insights while taking a deep dive on AI and its place in our future.
28th May 2018 | Toronto, ON – On 31st May 2018, the Toronto chapter of Enterprise Sales Forum will be hosting an event on the topic “Futureproof Your Sales Career with AI,” co-organised by SalesChoice Inc. The event will feature a panel of industry leaders who will be discussing the declining productivity rates of Sales Professionals in B2B Sales and the increasing importance of Advanced Analytics to cut through the noise to help sharpen focus and increase the productivity rates of sales professionals. It will also highlight the increased needs for building stronger analytical skills as a sales professional in the areas of AI/Data Sciences/Analytics to futureproof future sales roles.
April 30, 2018 | Toronto, ON – The AI Directory has welcomed four new members to its core team – Lars Goransson, MD at IDC Canada; Victoria Lennox, Co-founder & CEO of Startup Canada; Steve Brar, Vice President, Digitization and Automation, and TD Bank AI Lead for the Vector Institute; and Andra Popescu, Senior Advisory Consultant (Corporate Segment) at D2L.
April 24, 2018 | Toronto, ON – SalesChoice Inc has been recognized as one of “The 10 Best Performing Sales Management Solution Providers 2018”.
The recognition was published in the latest issue of Insights Success magazine, which is a platform that is constantly providing its readers with updates regarding technology and business that is currently dominating the world.
As a vanguard company on the forefront of harnessing the power of Artificial Intelligence and Machine Learning, SalesChoice and its founder Dr. Cindy Gordon, are committed to Transparent and Ethical AI. In her recent op-ed for the CATAAlliance, Dr. Gordon discusses the UK’s forward-thinking by proposing five guiding principles for implementing AI and the importance to preserve a fair playing ground.
SalesChoice announces today the launch of its Predictive AI World podcast series. In the current age of distraction where data volume and growth is unprecedented, AI has steadily become the new fuel to cope with this ever-evolving digital intelligent world. This podcast series aims to focus on The Rise of Artificial Intelligence and its impact on businesses.
March 27, 2018 | Toronto, ON – Accelerated interest in Artificial Intelligence (AI) means that individuals and businesses will need to understand the ethics, risks and impacts of what is being unleashed. SalesChoice and EY have come to together to discuss the hidden risks of AI and its impact on stakeholders in a new video series, “Managing the Risks of AI.” The series is led by Dr. Cindy Gordon, CEO of SalesChoice, and Cathy Cobey, Technology Risk Partner at EY Canada.
by: Dr. Cindy Gordon, CEO and Founder, SalesChoice Inc.
This is an age where sales professionals must continuously coordinate with diverse stakeholders, while managing unexpected risks, market or customer changes, ‒ all within a finite time period. So how can Chief Revenue Officers (CROs) ensure a sales forecasting outcome that is consistently accurate? The trick is to bring greater accuracy in sales planning practices, reducing the inconsistencies, and leveraging tools and practices that you can trust.
Leading in the Age of Distraction
By Dr. Cindy Gordon
Today, we are experiencing a tidal wave of rapid changes sweeping every industry. Most boards of directors are ill prepared to confront the current and future challenges posed by new technological innovations, such as AI, machine learning, cyber security, robots, digital convergence, IoT, robo-advisors, complex omni-channels, and more.
TORONTO | February 13, 2018 – SalesChoice is excited to be expanding our learning opportunity resources by introducing a new podcast. Focusing on the future applications of AI in our world, the series will be hosted by our Director of Marketing & Strategic Business Development, Malay Upadhyay and feature guests’ interviews and co-hosts from AI leaders around the world.Our first episode of Predictive AI World, Introduction to AI, features SalesChoice CEO Dr. Cindy Gordon speaking from her experience as an AI & Data Sciences leader in the CRM Market defining AI and given an introduction to key concepts.
Click HERE for more!
December 11 2017 | Toronto, ON – Accelerated interest in Artificial Intelligence (AI) means that individuals and businesses will need to understand the ethics, risks and impacts of what is being unleashed. SalesChoice and EY have come to together to discuss the hidden risks of AI and its impact on stakeholders in a new video series, “Managing the Risks of AI.” The series is led by Dr. Cindy Gordon, CEO of SalesChoice, and Cathy Cobey, Technology Risk Partner at EY Canada.
“The development of full artificial intelligence could spell the end of the human race.” – Stephen Hawking, Eminent British Scientist
“AI is our biggest existential threat” – Elon Musk, Silicon Valley Uber Entrepreneur, Founder, Tesla
“A.I. will make our lives more productive and creative” – Bill Gates, Founder, Microsoft
Pre-Book Launch Review by Dr. Cindy Gordon, CEO SalesChoice – November 2nd, 2017
I was thrilled to receive a pre-launch copy of Donal Daly’s new Book, Digital Sales Transformation in a Customer First World. As I dug in to read Donal’s seventeen thought-provoking chapters, it was very obvious that he had successfully painted a clear picture of the digital sales transformation market dynamics, and the impact this is having on sales transformation. Speed of information and big data is simply our new reality. The Rise of the Digital Transformation is put in context with his opening chapter’s words:
“In the two minutes, it has taken you to read to this point in this introduction, the world sent 300 million emails, watched 15 million videos on YouTube, and searched 8 million times on Google. Salesforce customers processed 6 million transactions in that time, and together we managed to send 10 million emoji’s! The world is truly moving at Internet speed and it is only getting faster.”
October 19 2017 | Ottawa, ON – Dr. Cindy Gordon, CEO of SalesChoice, was recognized today by Startup Canada as a national winner of the Startup Canada Senior Entrepreneur Award. Dr. Cindy accepted the award from BDC CEO Michael Dunham, at the Startup Canada Awards Grand Finale in Ottawa on October 19, 2017, attended by leading Canadian investors, innovators and anchor company executives.
September 26 2017 | Toronto, ON – New York-based Enterprise Sales Forum will be celebrating October as a Women in Sales Month across all its chapters globally, with the Toronto edition holding a celebratory event on October 4 with a focus on Women in STEM.
September 7 2017 | Toronto, ON – API Garage and SalesChoice Inc. have announced a Strategic Alliance to create a powerful Data Science as a Service (DSaaS) and Artificial Intelligence (AI) joint offering that can propel companies’ growth in using AI, focused on digital customer experience management (DCEM).
August 24 2017 | Ottawa, ON – Dr. Cindy Gordon, CEO of SalesChoice, was recognized today by Startup Canada as a regional winner of the Startup Canada Senior Entrepreneur Award. Dr. Cindy accepted the award at a red carpet ceremony in Ottawa attended by leading Canadian investors, innovators and anchor company executives.
There’s a reason we take AI seriously at SalesChoice. It is estimated that worldwide spending on artificial intelligence and cognitive systems is poised to rise to $46 billion in 2020, up 768% from 2016. The good thing is that we understand not only the economic but also the human element involved with AI adoption.
To put this in context, let us hear from the SalesChoice team on the value we bring to your sales organization and just how we can help you adopt AI in a productive manner:
TORONTO: Canada-based SalesChoice and Israel-based Okapi have joined hands to bring the world’s first AI-based personal assistance platform for operational and sales excellence. The alliance provides every employee with a personalized pathway to success.
According to an IBM report, 90% of the world’s data was created in the past two years. The majority of organizations find themselves working for the data, instead of the data working for them. This is the reason Artificial Intelligence (AI) is the strongest technological wave in our lifetime.
Insights Success creates one of the best platforms for top leaders and executives to share their experiences and mantra of success which can help the young and dynamic bloodline of professionals to learn and deliver business needs for customers in order to become futuristic market leaders. The magazine has recognized Dr. Cindy Gordon as one of “The 30 Most Creative CEOs to Watch in 2017,” highlighting her as a visionary change agent in Making Sales a Science.
SalesChoice Inc., a Predictive and Prescriptive Analytics SaaS Company specializing in sales analytics and an ISV Certified Partner of Salesforce, has just been profiled as one of the Silicon 100 firms featured in The Silicon Review, 2017 as a sales AI analytics company which delivers insights that matter.
Aragon Research, a leading research and advisory firm, recognizes SalesChoice as a Hot Vendor in its 2017 Hot Vendors in Sales Enablement research report. Each year, Aragon Research recognizes vendors who, with the help of cutting-edge technology, are working on something truly new and different in their respective markets. The report for one of the fastest growing markets – Sales Enablement – lists vendors that help sales teams grow their pipeline using an Office for Sales work hub approach.
It’s Canada’s 150th Birthday. But that’s not the only reason we are so excited… We mean, THIS excited! There are five reasons.
Reason 1: Our cool new video! Kick off you Canada Day celebration with this quick and peppy pitch. We definitely love it.
Reason 2: SalesChoice is now Einstein Analytics certified. Formerly called WAVE by Salesforce, it allows us to build lenses, dashboards, and apps (ANC-201), as well as work with Data and Dashboards (ANC-301) in Einstein Analytics. Wave is optimized for mobile access and data visualization; this BI analytic solution helps create powerful reports and dashboards from your enterprise data. SalesChoice’s predictive scores and insights can now easily overlay into Einstein Analytics, offering the most differentiated AI sales solution in the market.
Our Distracted, Always-On Reality
In a recent Time-Warner Study, “Digital Natives” (Millennials in their twenties who grew up with digital) switched media venues 27 times per non-working hour. That’s roughly 13 times in 30 minutes or the time it takes to watch one episode of The Office. “Digital immigrants,” who grew up with old-school technology and adapted to digital, switched media venues 17 times per non-working hour. In addition, Millennial are trending to shift jobs 7 times before they are 30. This is a workforce where change is a daily constant. In addition, by 2020, Millennials (born from 1982 to 2004) are expected to make up nearly half the workforce.
Dr. Cindy Gordon has been awarded CATA’s “Sara Kirke E&Y Award for Entrepreneurship and Innovation” 2017 for women who have shown outstanding entrepreneurship, as well as technological innovation and leadership that has significantly expanded the frontiers of Canada’s advanced technology industry. This award was presented to her on May 17 at the CATA Innovation Gala in Ottawa by Stephen McIntyre, Partner, E&Y.
Series 7 – The Rise of AI: The Perfect World or The Perfect Storm?
Our last blog focused on the growth of AI and the explosion of Big Data. This blog will focus on the importance of developing Trust and Transparency in designing, developing and implementing AI products and service solutions, and will identify Innovative AI companies to watch.
SalesChoice has won two prestigious FinancesOnline awards for business intelligence software!
Series 7 – The Rise of AI: The Perfect World or The Perfect Storm?
This four-part blog series explores the Rise of AI and highlights market dynamics that could be shaping the Perfect AI World, or creating The Perfect Storm.
This blog series concludes with strategic recommendations for Boards of Directors and C-Level Executives to reflect upon, as the world of science with deep learning algorithms spawns more rapidly than any phenomenon known to mankind. The time for thoughtful leadership, policy and governance to ensure future generations secure productive lives, is now.
Series 6 – The Rise of Narrative Story Telling for Enhancing Sales Human Performance
We are working with our clients closely to explore how narrative story telling approaches can help improve the use and adoption of their investments in CRM Technologies, which continue to disappoint companies globally, despite what vendors are marketing.
Series 6 – The Rise of Narrative Story Telling for Enhancing Sales Human Performance
Before we dive further into the merits of narrative storytelling, let’s review a few key points:
1.) Sales Productivity of B2B Sales professionals is plummeting and some futurists are now warning that B2B Sales professionals will die out in less than 30 years;
2.) Data patterns are everywhere – inside and outside the CRM systems that sales professionals use;
3.) Storytelling approaches create a rapid foundation for cultural ingestion and learning and can go “viral” rapidly to inform cultural DNA about optimal pathways forward; and
Series 6 – The Rise of Narrative Story Telling for Enhancing Sales Human Performance
B2B Sales productivity has hit an all time low in performance, and has dropped by 15% over the last ten years, now running on an average of in field productive face-to-face customer time at roughly 30% (Accenture, 2016).
Series 6 – The Rise of Narrative Story Telling for Enhancing Sales Human Performance
In this eBook, we will examine Narrative Story Telling for Enhancing the Human Performance of Sales Professionals. The content has been organized into four sections:
- Section 1.0 – The Roots of Story Telling: explores the ancient roots of story telling, and discusses the significance of stories in developing a quality culture, where best practices are the norm.
- Section 2.0 – examines the changing landscape of B2B sales professionals where customer intelligence is surpassing the performance levels of sales professionals, and discusses the value of narrative story telling to accelerate sales performance.
- Section 3.0 – further discusses the attributes of story telling and provides examples of predictive narrative story telling for sales professionals.
- Section 4.0 – provides an impactful conclusion, pulling the key themes together explored in Sections 1.0 – 3.0.
We, like you, care about the community we live in, and every year, we take on a different cause that inspires our hearts. Last year, we bought a family of goats to feed a family in Africa. This year, we have made a donation to support young women who cannot afford to provide their newborns with diapers, leading to depression and unhealthy conditions impacting mom and child. Did you know that this gap impacts over 30% of North Americans?
SalesChoice Inc., a Predictive and Prescriptive Analytics SaaS Company, HQ in Toronto, Canada specializing in sales analytics was recently profiled by IDC by Mira Perry, Marketing Analyst, in a profile report titled, Canadian Advanced Analytics Vendor Profile: SalesChoice (doc #CA40646916, September 2016).
The full IDC : Canadian Advanced Vendor Profile on SalesChoice can be purchased here.
SalesChoice Inc., a Predictive and Prescriptive Analytics SaaS Company specializing in sales analytics and an ISV Certified App of Salesforce, has just been Profiled as a Top 25 Most Empowering Data Company, featured in the BIG DATA Fall, 2016 SPECIAL EDITION. You can see the full feature coverage here .
Understanding Cognitive Science Technology
Cognitive Computing is a highly technical and mathematical field. At a simple level, the idea of a computer that thinks like a human is appealing. At a technical level, the idea that a computer system consumes data and information of all types and performs calculations on what it is ingesting can raise a lot of questions especially when the computer is predicting outcomes for humans to “act upon.”
Sales professionals have hit rock bottom in B2B Sales Productivity. Time in field has consistently dropped year over year and is reported by Accenture in their recent Age of Distraction Report has decreased from 41% time in field to less than 31% of time.
Focus is a distress signal everywhere. What does one do?
SalesChoice Inc., a Predictive and Prescriptive Analytics SaaS Company specializing in sales analytics was recognized by Gartner Group in the September 7th Market Review Report on Predictive Analytics Software Innovators. “We were very pleased to be identified as a promising SaaS-based predictive analytics application helping B2B salespeople and marketers improve win rates, deal velocity and size.” says Dr. Cindy Gordon, CEO and Founder of SalesChoice. “Gartner is the world’s leading technology research and advisory company – to be profiled by them is a new success milestone for our company, we could not be more thrilled.”
Blog #2 discussed the history of predictive analytics from the perspective of Artificial Intelligence, and traced leadership from both classical philosophers like: Aristotle, Euclid, in ancient times to covering more modern times, profiling British mathematician Alan Turing. His provocative innovation question posed at a 1956 conference: “Can machines think?”, spurred on the Artificial Intelligence (AI) movement, and unleashed a cosmic energy force that has some modern scientists, worried, others see the positive effects.
THE HISTORY AND ROOTS OF PREDICTIVE ANALYTICS
Blog #1 discussed the history of predictive analytics going back to 1689 with Lloyds of London, insurance company. Predictive approaches, irrespective of the computing science and machine learning underpinnings, have been here for over 337 years. Blog #2 will define predictive analytics methods in more detail and in particular, I will explore the relevance and history of artificial intelligence.
Einstein did a lot of things in his lifetime that we recognize as genius. Einstein’s incredible conviction to challenge leadership behaviors if they were not curious to experiment or innovate is what sales leaders need to accelerate competency development in. Continually being open to try new ways of working is Einstein like behavior. Einstein believed passionately that: Imagination is more important than knowledge.
One might ask, what relevance does Einstein have to do with Sales Forecasting and Sales Pipeline Management?
Einstein did a lot of things in his lifetime that we recognize as genius. But what most people do not appreciate is his conviction and insatiable desire to challenge leadership behaviors that were not reflective of having an open and curious mind, being willing to constantly innovate and experiment to crystallize new ways of evolving.
Digiday is a leader in the media industry and has been rapidly growing year over year by 70%. Their unique sales cycle and expanding sales team posed many new challenges to them. Monitoring easily their sales pipeline in SalesForce on sales coverage, quality of deals, and sales forecasting was an ongoing challenge. One of the major issues Digiday was facing that in native SalesForce, the opportunity to pick any time dimension for forecasting was not easily accessible, so SalesChoice augmented the functionality that Digiday needed to meet their unique media industry needs.
RelationEdge is a CA, HQ company with offices across the USA in: Atlanta, Chicago, Dallas, Denver, LA, NY, San Diego, Irving, San Francisco and Seattle. They specialize in implementing technology solutions that are simple to use, but provide powerful information that drives their clients’ business to higher performance levels. Their methodology is based on business process engineering and sales management, employing a process first, technology second approach to solve their clients business problems. Their passion for helping clients better market, sell, and service distinguish them from their competitors.
Our life is frittered away by detail … simplify, simplify.’ ~Henry David Thoreau
The Value of Analytics use soars among Top Sales Teams.
Where there’s analytics use, there’s likely a winning sales organization. High-performing sales teams are 3.5x more likely than underperforming teams to use sales analytics. Across teams at all levels, we’ll see a 58% increase in sales analytics use from 2015 to 2016. Smart selling, fueled by technologies like predictive analytics, starts piquing sales teams’ interest and is expected to jump 77% among high performers in the next 12–18 months (SalesForce Report, 2015).
Sales cycles are long. Even after spending hours preparing the best proposals, you’re no closer to your quota. Don’t you wish you were spending less time researching your sales accounts and more time selling to them?
What if you could also avoid the worst deals — the ones that were doomed from the get-go? The amount of data sales organizations have to deal with has grown by 100x in recent years. Data is drowning sales professionals’ productivity. How do you get above the dark clouds?
In today’s attention deficit deprived world, sales forecasting accuracy has increasingly become more complex and consequently higher error rates. According to Sirius Decisions, companies estimate on average that they spend 2.5 hours per week and managers 1.5 hours on forecasting. Yet, nearly 80% of sales organizations don’t forecast within 10% of where they eventually land. They often don’t anticipate missing targets or realize too late in the quarter to take action.
MAY 16, 2016 SALESCHOICE COMPANY NEWS
SalesChoice Inc., a Predictive and Prescriptive Analytics SaaS Company specializing in sales analytics and an ISV Certified App of Salesforce, has partnered with RelationEdge to advance its North American channel reach to small and mid enterprise businesses.
“We have partnered with RelationEdge due to their depth in Salesforce Systems Integration and their world-class process value proposition to understand customer needs first before deploying technology. Partnering with RelationEdge enables us to rapidly grow our Data Science and Analytics offerings and leverage their and go-to-market expertise,” said Dr. Cindy Gordon, SalesChoice CEO and Founder.
For Immediate Release:
SalesChoice Recognized as Leading Sales Management Solutions Provider
SalesChoice Inc. has been officially recognized by the CIO Review in their 2016 annual listing of 20 leading companies that are at the forefront of providing sales management solutions.
Todays sales managers and sales professionals are leveraging social, mobile, big data, and cloud technologies to optimize the way they gain and retain new customers.
Dr. Cindy Gordon , CEO SalesChoice, spoke on May 5th at a local Mississauga Board of Trade and Microsoft Sponsored Event on Sales and Digital Marketing: Prospective Platform Technologies. She was joined by Jon Lombardo, Global Creative Strategist, Linked In, Rob Triggs, VP CRM Dynamics, Krista LaReviere, Co-Founder, CEO G-Shift, and Corby Simpson, a Digital Strategist. Details are at :http://web.mbot.com/events/
Making sense of today’s technology choices for your business has never been more complicated. Business leaders in today’s world need to stay on top of emerging technologies in order to be innovative, productive and competitive.
On May 5th, Microsoft Canada and the Mississauga Board of Trade are running a conference to discuss these challenges. You can register at www.mbot.com and hear innovative thought leaders and guest speakers.
SalesChoice is one of the top 25 promising start-ups as part of the annual TieQuest Toronto business venture competition, which had hundreds of competitors.
SalesChoice will be announced more formally at the TiEQuest Gala on Thursday, April 21st and will also have a booth to demonstrate their advanced data sciences products for predictive analytics, prescriptive analytics, and propensity to purchase scoring analytics.
“TiQuest offers entrepreneurs an opportunity to refine their pitches, meet colleagues, investors, and support the technology community in Toronto. Volunteers and networks of TieQuest creates new possibilities for all of us, and we appreciate their community leadership”, says Dr. Cindy Gordon, CEO & Founder, SalesChoice Inc.
On March 29th, SalesChoice announced its Predictive Analytics Platform Go to Market Offering has been successfully integrated into the SalesForce’s Wave Analytics Platform. Over 400 global leaders from sales, marketing, and sales operations joined in to listen to The Predictive Pipeline Webinar and hear these new announcements.
Join us and Register here
Did you know that high performing sales teams are 3.5x more likely to be currently using sales analytics? The amount of data available to sales organizations has grown exponentially in recent years. Amid the data explosion, however, companies have struggled to make sense of it all.
Did you know that 74% of sales leaders are using or will be using sales analytics in the next 18 months? Join Dr. Cindy Gordon CEO and Founder of SalesChoice with our SalesForce clients and SalesForce partner for a special webinar on March 29th @ 2pm EST to understand how to make data-driven decisions that accelerate your revenue growth and win rates. Learn how sales analytics help you:
Join us on May 28th to celebrate the best of Canadian innovation and see the world’s most adopted technologies. For more than three decades, the CATA Alliance Innovation Gala has been celebrating the best in Canadian advanced technology. It has become one of the most eagerly awaited events in Canada’s business calendar.
Listen in to a recent webinar recording where Dr. Cindy Gordon CEO of SalesChoice, a leading predictive analytics SaaS Company focused on improving sales profitability and productivity, interviews Thought Leader, Author Justin Roff-Marsh about his new book, TheMachine. In this thoughtful new publication, Jason asks Chief Sales Executives to wrestle their sales teams away from autonomous field-based artisans in favour of a tightly synchronized team of specialists. He introduces some new approaches that offer new and refreshing points of view in his methodology which he calls Sales Process Engineering (SPE). Through (SPE), Roff-Marsh outlines:
The Canadian Advanced Technology Alliance, in partnership with Manulife, has announced a new channel sponsorship and content creation initiative for the CanWIT (Women in Tech) Video Sharing Channel for Mentorship.
This expansion will help increase the number of women working in technology-related occupations and encourage women already in ICT to stay in the industry and find a career path that is satisfying and enjoyable.
In many ways, sales forecasting has not really changed for centuries. Each sales person works a particular sales cycle based largely on their own intuition and experience.
While there have been advances in methodologies e.g solution selling and professional selling skills etc, the final judgement of whether a sale will occur has largely remain unchanged….the experiential judgement of the sales rep.
We have been partnering on a new exciting book project led by CEO, Vishal Kumar Founder, of Analytics Week and Analytics Club which is one place, one network, one club to connect and empower us all to advance our knowledge and understanding of Big Data and Analytics on the rapidly emerging Predictive World.
Dr.Cindy Gordon defines the significance of Big Data: Predictive and Prescriptive Analytics and explores why the Science of Selling using advanced data sciences such as artificial intelligence, text mining and machine learning can give Chief Channel Officers insights on what channels are doing, what is surging in real time on channel interests they are servicing, or what customer trends are emerging that can create lead capacity for reseller channels.
SalesChoice CEO Dr. Cindy Gordon started on the topic of sales becoming a science by saying there’s a huge uptick in the market for sales forecasting and analytics.
“Analytics is the most effective factor in modern day sales,” she said.
Ottawa On, Toronto, On… CATA Alliance has announced the new CanWIT (Women in Tech) Video Sharing Channel for Mentorship is being boosted through a Channel sponsorship and content creation collaboration with Tangerine Bank, a Canadian direct banking subsidiary of Scotiabank.
Corporate Sales Performance is accelerated when combined with Sales Forecasting and Advanced Predictive Analytics.
Toronto, Canada August 18th, 2015. SalesChoice, a Predictive and Prescriptive Analytics company specializing in Making Sales A Science announces a partnership with Obero SPM to help mid-market to enterprise B2B sales companies increase their corporate sales performance.
There is nothing more important to the C-suite than hitting their corporate performance and KPI goals. Obero SPM solutions allows companies to make better business decisions by enabling access to information through a centralized repository.
Published in Sandhill Tuesday, July 28, 2015
Did you know that the average attention span for the notoriously ill-focused goldfish is nine seconds, but according to a new Microsoft study , people now generally lose concentration after eight seconds, highlighting the effects of an increasingly digitalized lifestyle on the brain? Some key findings:
A 2012 Time-Warner Study on the media consumption habits of Digital Natives (millennials in their twenties who grew up with digital) showed that young people flipped between content across different devices on average 27 times per non-working hour. That’s roughly 13 times in 30 minutes. This is in contrast to
SalesChoice is moving ahead with a Predictive Analytics/Data Sciences Webinar series.
With 40-60% of sales organizations behind in meeting their sales quotas, most Chief Revenue Officers (CROs) are not confident that they will get to their revenue target. According to Accenture and CSO Insights, less than 14% of CRO’s are confident they will make their plans.
Ottawa, ON…CanWIT (Women in Tech) a division of CATAAlliance launched a Crowdfunding Campaign today to expand its Mentorship Video Channel that will offer role model interviews to encourage women to consider careers in ICT and to encourage women already in ICT to stay in the industry and find a career path that is satisfying and enjoyable.
“Siri Can Now Increase Your Win Rates” by Cindy Gordon was originally published in Sales Mastery Magazine.
The not-far-off future of selling is a bit like the movie “Her”. In the movie a man falls in love with his virtual assistant, modeled after Apple’s Siri. We forget about the computer that’s driving and relate to her as another uber-intelligent person who can answer anything.
SalesChoice specializes in Predictive Analytics and Making Sales a Science. We launched our new Predictive Insight Engine in the Fall of 2014, and we are in rapid commercialization mode currently.
We are under very restrictive NDAs as our science is uncannily smart and is reliably predicting future outcomes at 85% or more accuracy. Every client has received value and insight. How they apply this intelligence is something we are continuing to research. But what is clear our data scientists are finding incredible
Series 1: Brave ‘Now’ World Part
This is part three of a three part series. Today with so much data coming into organizations, the majority of companies are challenged to source new insights. Increasingly out world operates in near real time, and we expect our data and our patterns to unfold at the right point in time.
Part one of this three-part examined how big data has changed our approach to crafting business questions and the expectations of what information we’ll have access to when we make decisions.
Today analytics is moving rapidly into business operating processes and practices. The term being coined to describe this new field is machine-to-machine process intelligence, which at its core is predictive analytics.
Series 1: Brave ‘Now’ World Part
As humans, we have an insatiable appetite for deriving insights from data. With the intensification of big data and the promise of connecting the dots, our hunger for meaningful insights is greater than ever.
We rely on data for daily tasks without a second thought. We scour the web and mobile apps for movie recommendations, gift purchases, climate patterns, transportation foresight, healthcare, fraud detection, consumer behaviour, future sales outcomes, and even for the ideal romantic companion.
Dr. Cindy Gordon Joins the Prestigious International Judging Panel
The Next Einstein is a place where North Americans can be inspired and inspire others to think, share and discuss ideas on how to make the world a better place.
This contests want to do more than talk about change, it wants to facilitate it. The most original, innovative and feasible ideas are selected by an internationally acclaimed judging panel, and the winners will win cash prizes, mentorships and scholarships. These prizes will help take innovative ideas from the drawing board to the real world.
Last month, Rick Spence interviewed Dr Gordon about SalesChoice and the Science of Selling. We’ve pasted an excerpt below. See the full article here.
Cindy Gordon has been a banker, consultant, venture capitalist, and a national technology guru. Now she’s an entrepreneur running her own digital startup. What opportunity lured her onto the front lines? She says SalesChoice, which offers an easy-to-use sales-management alternative to market leader Salesforce, will leverage advanced math and predictive analysis to change the way companies sell. Her team’s ultimate goal: to win a Nobel Prize.
This blog was originally published by IT Business on February 8, 2014.
In the first post of this series, I defined the differences between business intelligence, big data, and predictive analytics. In the second entry, I looked at the benefits of predictive analytics. In this third and final entry to the series, I’m summarizing why predictive analytics is important to the future of business. In the words of Newton’s Third Law, “For every action there is an equal and opposite reaction.”
Originally posted on ITBusiness on February 7, 2014.
The last post I wrote at ITBusiness defined three market segments: predictive analytics, business intelligence, and big data to help frame a baseline of understanding. This blog post I wanted to continue our conversation and focus on why you should care, or with my western heritage, we always used to say, where is the beef?
This post was originally published by ITBusiness on February 6, 2014. It can be accessed here.
I must admit, I can get easily confused in discussing predictive analytics, or business intelligence, then adding the term big data in the mix, the sense-making becomes more challenging. With this market being so enormous and promising claims of unparalleled competitive edge, a few simple insights to decipher what’s in the market playbook – can only help us all learn more rapidly.
Originally published at ITBusiness.ca on December 16, 2013
Effective use of data, especially predictive analytics, will give businesses a strong competitive advantage.
Analytics delivers significant benefits to businesses of all sizes. McKinsey research has indicated eight to 10 per cent CAGR rates for companies using these approaches. Our industry research sees possibilities of 20 to 50 per cent growth possibilities for businesses.
By Dr. Cindy Gordon, CEO & Founder, SalesChoice Inc.
(An Excerpt from her new book: SalesPredictions:The Next Big Thing in Sales (Q1, 2013).
This is a very exciting time to be involved in the Sales Enablement field, as the methods are rigorous, and designed to unlock hidden patterns, creating new conversations to unlock new possibilities. We never know what we will find, but we always unlock some new gems – that has this OMG reaction of C levels.
WorldLynx ties together branches with Canadian-made cloud CRM
by Brian Jackson. 28 November 2013, ItBusiness.ca.
When Garry Wood took over as CEO of WorldLynx in October 2010, Bell Canadas largest wireless reseller, he had other top priorities besides an impending implementation of Salesforce.com but found it tough to negotiate delaying the contract by a year.
by Dr. Cindy Gordon, CEO & Founder, SalesChoice Inc.
(An Excerpt from her new book: SalesPredictions:The Next Big Thing in Sales (Q1, 2013).
The focus on Sales Predictions has been very much focused on Sales Prospects (Lead Scoring) versus full Sales Opportunity Funnel Predictions with numerous vendors sourcing more relevant sales prospects, based on criteria for the predictive analytics to predict validity of leads to help focus sales call activities on higher scoring leads, vs. lower scoring leads – all with the vision of accelerating sales quota attainment.
by Dr. Cindy Gordon, CEO & Founder, SalesChoice Inc.
An Excerpt from her new book: SalesPredictions:The Next Big Thing in Sales (Q1, 2013).
Shocking research from CSO Insights and Accenture (2013), confirms that nearly 50% of the Fortune 1000 are not realizing their sales quotas. Inaccurate forecasts continue to plague the industry, competitive pressures are at all time highs, CRM systems promise improvement practices and forecasting, yet over three decades, we still have abysmal sales quota attainment results.