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Author: Dave Boyce

Cloud Data Wars 2:  Which Data are Most Valuable?

This blog was created in collaboration with Dave Elkington, CEO and Founder of InsideSales.com. Read part one of the Cloud Data Wars here. Wall Street got it wrong when it comes to Microsoft’s acquisition of LinkedIn. They said it was “one pricey deal.” Analysts reported that $26.B was a “50% premium over LinkedIn’s closing price,” citing “79x EBITDA” and “8 times sales.” Despite the fact that both Salesforce and Microsoft were bidding at these levels, Wall Street widely lambasted Microsoft for overpaying. More recently, Wall Street had priced the Qualtrics IPO at $4.5B, until SAP scooped it up for...

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Let the Cloud Data Wars Begin

This article was written by myself and Dave Elkington, CEO of InsideSales.com We are in the midst of a new global war. This is not World War 3 with weapons of mass destruction. We are not talking about the zombie apocalypse. However, the players are more powerful than governments and the stakes are higher than sovereignty. This a war with clear sides, leaders, battles, bullies, real money, and power at risk. This war is a global war over data—the Cloud Data Wars. The Reign of Data-centric Business Models As the Computing Cloud has become organized and ubiquitous, data has...

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Using AI For Sales? Forget The Hype

Artificial Intelligence (AI) is the new buzzword du jour. It seems everyone has “AI” software or services that will help you accomplish your objectives. But you run a sales team. And you have to deliver results this quarter and the next quarter and the one after that — you don’t have time for marketing hype. Here’s a way to think about how to build AI into your approach simply and easily, without risk. For sales leaders, Artificial Intelligence can be an abstract concept that doesn’t really mean anything unless it produces tangible business results. AI, like any other technology, is...

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The Future of Sales Technology Belongs to Crowdsourced Data + AI

The future of Sales Technology belongs to crowdsourced data and Artificial Intelligence (AI). Who is using crowdsourced data and AI today?  Amazon, Netflix, Google and Apple are, to name a few. These companies have been collecting data for years on individual behavior patterns, analyzing it, and recommending next-best-actions based on patterns and predictions derived from the superset of data. Insurance companies and loan underwriters have been using crowdsourced data for decades to calculate the risk of future occurrences and price it into their products. Security agencies do the same when analyzing communications network patterns to predict terrorist activity. Why AI...

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How to Solve the Sales Lead Cherry-Picking Problem

Want to get something done? Make it a No. 1 priority. It seems that priorities 4 and 5 could be addressed “between the cracks.” But we all know that never happens. Talking about it won’t make it happen, more encouragement won’t make it happen. Priorities 4 and 5 will not happen. Stop fooling yourself. Clayton Christensen’s “Disruptive Innovation” asserts that large companies cannot innovate because innovation requires working on something small and new versus their core business, which is established and profitable. Now apply the same logic to your sales team. What do reps hate to do? Research Prospect Follow...

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