Our guest today is Jim Dickie, co-founder and former managing partner of CSO Insights, a sales research company, and independent research fellow at Sales Mastery. 

Jim specializes in understanding how businesses optimize the way they market, sell and service their products.

Jim identifies the challenges that are impacting sales performance, and benchmarks how companies are solving for these issues. 

If you care about sales performance, you will be hanging on Jim's words.

We are thrilled to have Jim on the show!


Jim Dickie Quotable

We're working together to co-create solutions with customers. I think that's what's kept me involved in the industry throughout my entire career. It makes a difference when you work with people to find what their sales problems really are. What's causing those problems? What's the cost of doing nothing? And then help them actually make progress by implementing something that achieves gain or removes pain. It's a never-ending career. So, it's been fascinating for me. I love it.”

Kinda makes you want to work with him doesn't it?

In addition to Jim's deep knowledge on the sales process, Jim's first-hand insights on how A.I. (Artificial Intelligence) is impacting the sales function will blow your mind. 

There is a LOT going on that you may not be aware of.

That's why we've got not one, but two sessions with Jim.

Time to settle in. We're inGood Company with Jim Dickie!

Click here to Listen

Highlights from The Episode:

  • Jim explains how he got into the industry. - 1:41
  • Jim discusses whether sales is getting harder and why. - 4:30
  • We talk about the value of the salesperson vs. A.I. - 10:36
  • Jim addresses changes that need to be made by sales and marketing. - 12:13
  • Jim shares a story addressing the CEO’s role. - 15:00
  • Barbara asks Jim about gender differences between female and male CEOs - 20:43
  • Jim addresses the millennial work ethic. - 22:37

“I think the CEO needs to set a vision, but also needs to start holding the sales department to a higher level of professionalism and effectiveness.”

“So, what's A.I. good at? It's good at crunching data. It can go back and run all those recorded sales conversations and not be bored and find things we would never have thought about.”

“I think that's really where it's going to be exciting because the data is here today. The hardware is here today. The software is here today. And there are people that have really figured out how to do deals with this stuff and make insights turn into new opportunities that we never thought of before.”