Untitled presentation (1)

Ric Ratkowski

Recent Posts

September 20, 2019

The Emperor [CRM] is Naked

              One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

August 16, 2019

AI For Sales - Business Examples

                The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

August 6, 2019

TopOPPS + Outreach Galaxy: AI Enhanced Guided Selling to Increase Win Rates

                  Ever had the situation where: an important sales opportunity is in danger because of inactivity and it goes unnoticed; the opportunity is sold but they don’t have the budget till next quarter so the sales rep needs to “stay close”; or the opportunity wants to buy but “isn’t there yet” and needs further ongoing education?   ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, Guided Selling, guide winning behaviors

July 22, 2019

AI for Sales - Calculating the Sales Forecast

                  I mentioned in my first blog on AI for Sales, when you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.  This is only partially correct.  While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process.   The last 6 blogs have walked through different AI use cases for each of the different areas supporting the sales process to build a foundation for applying AI to create a more accurate sales forecast.  With that background we are ready to review AI use cases for calculating different versions of the sales forecast. ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

June 5, 2019

AI for Sales - Sales Pipeline Management and Sales Rep Coaching

                  This is the second of two blogs reviewing artificial intelligence use cases to support sales pipeline accuracy.    The first blog focused on artificial intelligence for guided selling. Guided selling is key to maintaining a realistic sales pipeline by ensuring that sales team rigor, discipline and process are consistent across all opportunities. This blog focuses on sales pipeline management and sales rep coaching.  It includes tools to help: ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

April 16, 2019

AI for Sales - Guided Selling

              The next two blogs cover AI for the sales pipeline.  This blog focuses on AI for guided selling.  Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce an efficient sales process.  The tasks and process are based on sales patterns of past close-won, and close-lost opportunities.  Guided selling is key to maintaining a realistic sales pipeline. ...

Artificial Intelligence, Sales Pipeline Management, AI for Sales, Sales Enablement

February 27, 2019

AI for Sales - Enhanced Data Collection

                  An accurate sales forecast requires a crystal clean sales pipeline.  A crystal clean sales pipeline requires a deep history on most buyer/seller interactions for each opportunity.  By having a deep history of these interactions you can apply AI to identify buyer patterns and better guide the sales process.   Unfortunately most sales organizations do not have enough information about each opportunity to apply AI to assist in the sales process. ...

Sales Automation, Sales Tools, AI, Artificial Intelligence, AI for Sales

January 25, 2019

AI for Sales - In the Marketing Funnel

                  The topic of artificial intelligence [AI] for Marketing covers many different areas including content delivery, content generation, social media, personalizing emails, attribution, and optimizing lead gen, just to name a few.  This blog focuses on applying AI in the marketing funnel for optimizing lead gen and marketing attribution[MTA].  ...

Sales Tools, AI, Artificial Intelligence, Marketing Funnel, AI for Sales

January 9, 2019

AI for Sales - AI/Machine Learning Primer for Sales

                I had planned my blog “AI for Sales - In the Marketing Funnel” to be posted  before now.  It was a challenge writing it because I had to include terminology and background in Artificial Intelligence (AI), Machine Learning (ML), and Advanced Analytics, to set the right perspective. This blog takes on the task of trying to level set around terms and characteristics of Artificial Intelligence(AI) and Machine Learning(ML).  My next blog, [in two weeks] will discuss the AI for the marketing funnel. ...

Sales Tools, AI, Artificial Intelligence, AI for Sales

October 25, 2018

Artificial Intelligence [AI] For Sales Forecasting*

                        When you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.   This is only partially correct. While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process. ...

Sales Predicability, sales forecasting, Sales Pipelines, AI, Artificial Intelligence, AI for Sales

  • 1

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos