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Wednesday, September 27, 2023

The Ugly Truth: Selling is not an Artform - It's an Algorithm

"Selling is an Art" is A Lie.

In the world of sales, there's a pervasive narrative that "Selling is an Art." This perspective is often championed by sales management and trainers, painting a romanticized picture of the sales profession. But why is this narrative so prevalent, and what purpose does it serve?

At its core, the idea of selling as an art form is a motivational tool. By elevating the act of selling to the status of artistry, sales management and trainers aim to instill a sense of pride, purpose, and self-worth in salespeople. The underlying message was clear: you're not just pushing a product or service; you're crafting a masterpiece, engaging in a dance of persuasion, and creating a unique experience for the customer.

However, there's a darker side to the story, there always is. 

Framing selling as an art, is suggests that you possess a unique, almost mystical skill set that sets you apart from others. This leads to your inflated sense of self-importance, making you believe you hold a special place in the corporate hierarchy and the sales realm. In reality, you are a victim of a strategic move to keep you motivated, driven, and, most importantly, loyal to the company.

Tuesday, September 26, 2023

AI Will Replace Millions of Sales Professionals: "Anyone Telling You Different, Is Selling Something"*

Sidebar: AI will first eliminate Purchasing Agents.

Greg's Words:

One day, much sooner than you can imagine, your past prospects will incorporate an AI Agent to help them, "...optimize their existing business processes and workflows..."

One day, much sooner than you can imagine, your past prospects will build their own "...trusted advisor..."

One day, much sooner than you can imagine, your prospects will revel in experiencing sales without ever speaking to or meeting with You.

One day, much sooner than you can imagine, organizations that build technology solutions, hardware, software, consulting and advisory services will incorporate an AI Agent to communicate and manage, "...the customer experience and selling journey..."

One day, much sooner than you can imagine, providers of IT and Office Technology will have a team of AI Selling Professionals who work 24/7, never get sick, never get emotional, and exceed quota, every single month.  

Over time, quotas will go the way of the typewriter.

Sunday, September 24, 2023

Opinion Piece: Toshiba's Private Turnaround - A Desperate Lifeline or a Calculated Strategy?

In the ever-evolving world of business, companies rise and fall, adapt or perish. Toshiba's recent decision to go private, backed by a whopping $13.5 billion deal, has sent ripples across the industry. But is this a strategic move or a last-ditch effort to salvage the sinking ship?

"Toshiba said Thursday that a $13.5 billion tender offer to take the company private ended successfully," reports the Wall Street Journal. On the surface, this might seem like a triumphant moment, a new chapter for the Japanese conglomerate. But delve deeper, and the waters are murkier.
"...major step toward a new future with a new shareholder..."
Toshiba's recent history is a testament to its struggles. An accounting scandal in 2015, the bankruptcy of its U.S. nuclear subsidiary, Westinghouse Electric, in 2017, and increasing pressure from overseas investors have all contributed to its tumultuous journey. As ABC News aptly puts it, "A leading brand behind rice cookers, TVs, laptops and other products once symbolic of Japan’s technological prowess, Toshiba had billed the takeover led by the consortium of Japanese banks and major companies, known as Japan Industrial Partners, as its last chance for a turnaround."

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Greg Walters, Incorporated