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With autonomous agents able to navigate across CRM, Order-to-Cash, Customer Support, and more… do we still need centralized systems of record? The case for disruption: Agents dynamically query multiple systems to create task-specific data views No need for rigid pipelines—data is pulled on demand We shift from “Where’s the official data?” to “What’s needed for …

Is the “System of Record” still relevant in the age of AI Agents? Read More »

As we develop AI agents, here are a few important considerations we’ve discovered: Current APIs are designed for humans driven workflows AI agents need APIs to navigate and access application data, but many existing APIs are built with human-assisted workflows in mind. This limits the agent’s performance potential because the APIs may not expose direct, …

Important Considerations with AI Agents Read More »

Most of us tackle a task—be it responding to customer inquiry, writing business requirements, test and validation, conducting market analysis, or developing a sales pitch—through our personal mental model: Past experience bias (“I’ve always done it this way.”) Effort-vs-time trade-off (“How long will this take?”) Risk calculus (“If I try something crazy, will it blow …

The Mental-Model Ceiling—Why GenAI & Agents Matter Read More »

Spencer Hotz at Mediafly states: “Sales enablement is present in a majority of companies, yet most lack the tools to scale. 58% of survey respondents have a sales enablement function, yet only 19% support the program with sales enablement technology, limiting their ability to scale training and coach large teams.” Vizerto is the category-defining tool …

How is Your Sales Enablement Holding Up? Read More »

“It’s ironic how we live in the information age but gathering the information we need in a snap can be incredibly time-consuming! Additionally, with the potential of a looming recession, many companies are starting to manage their headcount carefully, and this may mean that marketers may not have the support required to gather time-sensitive insights.” …

How Fast Are You Able to Procure Information in Your Company? Read More »

“While there are numerous reasons people feel frustrated when dealing with businesses, one problem often causes the biggest headaches: having to repeat their information.” -Thomas Gorny, Nextiva. Gorny continues in this Nasdaq article, explaining how the pain of having to repeat information is a common negative experience that contributes to losing customers. Roughly 60% of …

Don’t you hate having to repeat yourself? Having to repeat yourself? Repeat yourself over, and over, and over… Read More »

Bob Dylan said that “the times they are a-changin’” and it couldn’t be more true for B2B sales. Sales playbooks continue to reinvent themselves in times of great paradigm shifts, like we have seen in the post-COVID era and the great resignation. But the goals always remain the same: sell more, lose less. Charles Atkins …

Times Are A-Changin’ Read More »

Wouldn’t you like to have more time in the day? In the post-COVID workspace, sales teams have adopted a wide variety of tools and collaboration platforms to accommodate for the new global and hybrid world. But in a recent study, “Employees report spending about 33% of their day on the job they were actually hired …

Get the Most out of Your Day Read More »