AI agents in sales: salespeople stay, manual work does not
AI in Sales Won’t Replace Salespeople. It Will Replace a Lot of the Work Around Them. A ...
Why does ChatGPT work better than your retailers’ personalization?
Last week, I was hunting for new trail running shoes. Not just "any shoes," but the kind ...
You don't own the shelf
Hofer and Eurospin aren't just channels anymore. They're competitors. If you're an FMCG ...
Why "Gold" Hates the Lucky Ones
Last Saturday, I was in the check-in line at the airport with my wife, lugging overweight ...
Lead doesn't wait until tomorrow
I recently sat in a boardroom with a company most in the industry consider ...
What Does an Unanswered Phone Call Really Cost?
Last week, I listened to a series of call center recordings. Listen to enough of those ...
Your CRM (still) isn’t ready for machines
Your Customer Is No Longer Human Here’s the trick most sales directors miss. While we ...
Temu, Populism, and Your Brain
Meet Mark. CMO at a reputable company. 42 years old. It’s 10:15 PM. He’s lying on the ...
Simon Sinek Is Wrong: Why B2B Sales Changed
Two months ago, I was still stuck on Sinek. Kinetara is a FrodX product. Gorazd and ...
Why do companies so often “ask for a solution” before they know how they will use it?
Two weeks ago, I sat in a board meeting. For the first 12 minutes, we watched a CRM demo: ...
Loyalty programs: are you paying for purchases you’d get anyway?
For the past year, we’ve been up to our necks in one of those projects where the word ...
The model is just the engine. Who’s holding the steering wheel?
Caller: “I wanted an implant, but my dentist told me I don’t have enough bone. Is that ...