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Why traditional marketing systems can’t keep up with AI and what to do about it

Martech

However, if marketers fail to adjust their overall marketing systems, productivity gains from AI can easily be lost. How AI changes marketing systems However, as marketing becomes more automated through AI, traditional systems that include multiple handoffs and manual approvals stymie productivity gains. Workflows become automated.

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Oracle enhances its Unity CDP offering

Martech

A novel development, however, is the incorporation of data from back office sources including finance, contracts, product usage and supply chain. One point he made is that Oracle Unity CDP is actually a relatively young product. It even makes it possible to introduce product teams into the mix.”

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Sales Role Specialization

Partners in Excellence

This assembly line process starts with a widget (let’s call them customers), being passed from person to person down the line until they come out closed or on the reject (loss) pile. As a side note, manufacturing experts would be appalled looking at the design of our sales assembly lines.

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Start With The Customer

Partners in Excellence

We optimize the overall equation on our goals and our preferences–revenue, expense, headcount, productivity, and so forth. Customers become widgets progressing through our very efficient sales assembly lines. Edward Deming and Taiichi Ohno and the Toyota Production System (TPS). And then we “Go To Customer.”

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“Don’t Cancel” Vs. “Buy Again”

Partners in Excellence

Making sure customers continue to get the value expected, that they are continuing to use the products is critical. Offering periodic enhancements to give something new may attract greater interest, keeping people using the product, helps to keep people from cancelling. Let’s look at the outright purchase strategy.

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Do You Trust Your People To Solve Problems?

Partners in Excellence

Continuing my series on applying lean/agile manufacturing principles to selling, I was reminded by Charles Green and Dave Jackson about an important aspect of these principles that is never mentioned by those promoting lean/agile in our sales assembly lines. This represents waste, lost productivity, and continued low performance.

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Do We Really Want Our Sales People To Be Value Creators?

Partners in Excellence

We are creating massive sales assembly lines optimizing the order taking process. We differentiate our offerings through nuances of product differences, hoping we can make one feature/function important to the customer, but mostly we win through pricing. Rather than becoming value creators, we are becoming order takers.