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Overcoming Data Drag: Accelerating Digital Transformation for Competitive Advantage
Discusses how organizations can unlock the full potential of their data to improve decision-making, enhance efficiency, and drive growth. Many medium and large companies struggle with siloed data, outdated systems, and resistance to change. It provides actionable strategies for harnessing data as a strategic asset, fostering leadership buy-in and cross-departmental collaboration.
The Purple Collar Workforce: Building Hybrid Skills for the Digital Economy"
Bridging the gap between technical expertise and creative problem-solving to cultivate a digitally fluent workforce. Companies are increasingly recognizing the value of hybrid skill sets in remaining agile and innovative. This topic equips leaders with insights on talent development and retention strategies for the digital-first world.
AI-Driven Leadership: Mastering the Human-Tech Balance to Lead in the AI Age
Practical insights into integrating AI into leadership and operations, fostering a culture of innovation while maintaining human-centric values. Companies are eager to adopt AI but need guidance on implementation without alienating their workforce. This topic balances visionary thought leadership with tactical guidance, making it ideal for corporate retreats and leadership summits.
A competency model for entry level business-to-business services salespeople
Services Marketing Quarterly
January 01, 2014
This article represents the first step in the development of a useful model of sales competencies for business-to-business services salespeople. Using a multifaceted research design and four distinct sets of experts in services selling, a listing of necessary competencies is developed and empirically tested to provide a sense of the importance towards performance that the competencies drive. A preliminary set of competencies was developed and in the process of empirical testing a set of competencies was developed.
The training of sales managers: current practices
Journal of Business & Industrial Marketing
October 05, 2012
The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment).
Sales manager training practices in small and large firms
Emerald Group Publishing Limited
October 28, 2011
The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers.
Sales Chaos: Using Agility Selling to Think and Sell Differently
John Wiley & Sons
April 27, 2011
What if chaos is good? What if random complexity is not the enemy, but a competitive asset instead? Could it be possible to thrive in the chaos, to actually harness it during your sales conversations? Sales Chaos is a groundbreaking book that outlines a new paradigm that applies the latest research and the scientific principles of chaos theory to the challenges facing today's sales professional. The result of this philosophy creates a whole new approach to business, one in which sales conversations are driven by relevance, not simple activity. It's called Agility Selling. Agility Selling is not a sales technique. Nor is it a sales process. While techniques and processes have value, Agility Selling is bigger than that. It is a genuinely fresh approach to selling, birthed by chaos and grounded in science. Agility Selling is a methodology designed to help you identify repeatable and predictable patterns in the complex world of selling so that you can consistently be more relevant than your competition and create more value for your clients. It doesn't matter if you are new to sales or a seasoned professional; Sales Chaos provides the key information any seller should know to turn the scientific theory of Agility Selling into more relevant sales conversations and bottom-line sales results. Learn more about the practices behind the book at www. saleschaos. com
10 Steps to Successful Sales
Association for Talent Development
December 01, 2009
Insights on becoming an effective and efficient trusted advisor! There is a difference between being a sales person and a sales professional—with 10 Steps to Successful Sales, you'll gain the knowledge you need to accelerate revenue, manage your organization, and leverage the sales process. With this fast-moving, advice-packed, and actionable guide, you'll become the professional that your clients want you to be. You'll learn from the best, with sage advice from more than 100 top-performing sales professionals. The book is designed to help anyone who is directly or indirectly responsible for driving revenue. It is designed to help you continuously improve, despite the complexities of the selling environment
Sales training takes center stage: ASTD takes a comprehensive look at the sales training industry to provide insight into the training content, delivery, and trends necessary …
T+ D
August 01, 2009
The results of the most recent ASTD research study," State of Sales Training," reveal the absence of a clear, comprehensive definition of many sales training topics that may be contributing to the sales skills gap facing many organizations. This sales skills gap, if not filled, can pose a real challenge to sales managers and trainers alike.
Creation and validation of the salesperson competency analysis: A competency model for entry-level business-to-business salespeople in the services industry
Capella University
July 01, 2009
More sales managers are recognizing the need for their sales people to shift from a transaction selling approach to a more consulting-oriented approach (Pelham, 2006b). However, most studies have not investigated the importance of consulting knowledge and skill within this context. Rather, many researches identify knowledge and skill required based upon frequency of accomplished tasks rather as opposed to the importance of each task in individual’s selling environment (Cross, Hartley, Rudelius, & Vassey,
World-Class Selling
Association for Talent Development
June 01, 2009
World-Class Selling delivers the latest research-based criteria for sales teams interested in selling more effectively against an ever-changing business environment. Sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. Professionals (employees or consultants) working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization will find this book an invaluable resource. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.
AWS Certified Cloud Practitioner
Amazon Web Services Training and Certification
September 29, 2023
Earners of this certification have a fundamental understanding of IT services and their uses in the AWS Cloud. They demonstrated cloud fluency and foundational AWS knowledge. Badge owners are able to identify essential AWS services necessary to set up AWS-focused projects.
From Overwhelmed to AI-Enabled: How A Software Company Built a Speed Layer for Customer Experience Transformation
LinkedIn
March 26, 2025
Their customer service teams were overwhelmed. Support agents couldn’t locate answers fast enough. Knowledge was spread across disconnected documents and folders. Onboarding new reps took weeks. Even worse—customers weren’t getting timely responses.
LLM AI: 7 Steps to Mastering Large Language Models
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January 24, 2025
Spread the love. Share this!The rapid rise of large language models (LLMs) is reshaping industries at a pace few could have predicted. For professionals who want to thrive in this digital-first world, understanding, building, and deploying LLM AI is no longer optional—it’s essential. Here’s a
AI: Amplifying Intelligence
LinkedIn
January 20, 2025
The AI age is here, but let’s set the record straight: AI does not stand for Artificial Intelligence. It stands for Amplifying Intelligence—yours, mine, ours. AI isn’t here to replace human creativity, decision-making, or innovation. Instead, it’s the most powerful tool humanity has ever created to elevate our collective intelligence to new heights.
Harnessing the Chaos
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January 10, 2025
How Chaos Theory Illuminates the Complexities of Tech and Organizational Dynamics The word “chaos” is often linked to disorder and unpredictable outcomes in the fields of business and technology. Embracing chaos theory, however, offers an alternative perspective that sees chaos as an abu
Tags: AI, Digital Disruption, Digital Transformation
Mastering AI Workflow Automation: 3 Key Concepts to Learn
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January 03, 2025
Spread the love. Share this!The landscape of business technology is advancing rapidly, with terms like AI workflow automation and AI agents often used interchangeably. However, these technologies serve distinct purposes. For businesses to thrive, collaboration between business leaders and technical
Mastering AI 2025 Trends: Your Roadmap to Thriving in a Digital-First World
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December 30, 2024
Spread the love. Share this!Artificial Intelligence AI 2025 trends aren’t just shaping the future—it’s here, now, reshaping every aspect of our personal and professional lives. From automating mundane tasks to unlocking unprecedented opportunities for innovation, AI is at the heart of the
Breaking Free from Data Drag
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December 11, 2024
Enabling AI Initiatives with Data Integrity and Governance In a digital-first world, data is the bedrock of every strategic move. Yet many organizations need help leveraging their data fully due to a pervasive issue: data drag. This hidden barrier hampers AI initiatives, innovation, and decision-mak
Tags: AI, Digital Disruption, Digital Transformation
3 Powerful Ways Digital Storytelling Accelerates Action
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December 11, 2024
Spread the love. Share this!The ability to adapt isn’t just a strength—it’s a necessity. However, adapting often involves overcoming complex challenges, including cognitive and emotional barriers. These barriers, or “tangles,” can keep teams from embracing change fully, slowing down progre
Embracing Complexity through Three Transformative Forces
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December 05, 2024
Complexity is not only about being complicated; instead, it refers to a profound interaction of causes and repercussions that defy easy prediction or control, just like in natural systems.
Tags: AI, Digital Disruption, Digital Transformation
Five Perspectives on AI Maturity
Import from wordpress feed
December 03, 2024
As artificial intelligence (AI) transforms industries, its impact on organizations varies based on strategic objectives, AI maturity and approach, and leadership vision. For executives in IT and strategy, understanding AI’s multifaceted role is essential to navigating its challenges and opport
Tags: AI, Digital Disruption, Digital Transformation
What is Digital Transformation, Anyway?
Import from wordpress feed
November 26, 2024
Spread the love. Share this!Digital transformation means something different depending on your role in an organization. For executives, it’s about rethinking customer strategy and fostering cross-functional collaboration to stay competitive in a digital-first market. When managers answer ̵
Why AI Investments Are Falling Short
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November 19, 2024
Artificial Intelligence (AI) holds unparalleled potential to revolutionize industries, from automating routine tasks to delivering real-time insights and enabling hyper-personalized customer experiences. Yet, despite billions of dollars poured into AI initiatives, businesses struggle to translate th
Tags: AI, Digital Disruption, Digital Transformation
Tool: Assessing the Maturity of Your Data Strategy
Import from wordpress feed
November 19, 2024
This tool provides a methodology for evaluating an organization's current data management capabilities and lists specific steps that may be performed to increase data maturity.
Tags: AI, Digital Disruption, Digital Transformation
12 Emerging Jobs Shaping the Workforce of the Future
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November 19, 2024
Spread the love. Share this!As the global workforce grapples with the impacts of automation and AI, one trend is unmistakable: traditional roles in technology, marketing, HR, and consulting are under pressure. With sectors experiencing a 35% decline in traditional job roles, CEOs face a defining cha
AI Maturity Model: Deploy AI in Your Organization
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November 16, 2024
Spread the love. Share this!AI and data-driven decision-making, organizations face a pressing challenge: data drag. Data drag is the friction caused by fragmented systems, siloed data, and a lack of alignment between technology and strategy. It’s the “villain” standing between organizations an
Building an AI Powered Application
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November 09, 2024
Recently, I was approached by a company that aimed to enhance its enterprise sales enablement by evolving to an AI powered application that streamline processes, facilitates real-time skill enhancement, and fosters adaptive learning. The company had ambitious goals but quickly encountered significan
Tags: AI, Digital Disruption, Digital Transformation
Executive Digital Transformation
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November 08, 2024
Spread the love. Share this!Executive digital transformation is a focus that gets thrown around a lot, but what does it really mean? At its core, transformation is the integration of digital technology into all areas of a business, fundamentally changing how you operate and deliver value to customer
Data Maturity Assessment – Level 6
Import from wordpress feed
November 07, 2024
Create a culture where data is consistently trusted and consulted. By integrating AI technology and advanced analytics into everyday activities, you may help establish an organizational-wide mindset that views data as a crucial resource for decision-making at all levels.
Tags: AI, Digital Disruption, Digital Transformation
AI Leadership: Mastering Change Without Losing Control
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October 31, 2024
Spread the love. Share this!In the accelerating march of technology, few advancements are as transformative—or as fraught with ethical implications—as artificial intelligence (AI). AI leadership is not just an approach to efficiency or innovation; it has the potential to redefine how decisions a
Large Action Models and Large Language Models
Import from wordpress feed
October 25, 2024
Spread the love. Share this!Large Action Models (LAMs) are becoming a key focus for organizations looking to make decisions, optimize processes, and create value through advanced artificial intelligence (AI). While many business leaders are already familiar with Large Language Models (LLMs), which p
Developing an Enterprise Data Strategy
Import from wordpress feed
October 24, 2024
Developing Your Data Strategy: A CIO Call to Action Data is a crucial resource for fostering innovation and maintaining a competitive edge. To fully unlock its potential, more than technological advancements are required. A shift in organizational attitude and perspective is imperative. This guide n
Tags: AI, Digital Disruption, Digital Transformation
Data Maturity Assessment – Level 5
Import from wordpress feed
October 17, 2024
Create a culture where data is consistently trusted and consulted. By integrating AI technology and advanced analytics into everyday activities, you may help establish an organizational-wide mindset that views data as a crucial resource for decision-making at all levels.
Tags: AI, Digital Disruption, Digital Transformation
Five Data Principles to Lead By
Import from wordpress feed
October 09, 2024
Critical data principles influence every part of the organization to effectively use data in accordance with its primary strategies, ultimately protecting the interests of its customers and improving performance.
Tags: AI, Digital Disruption, Digital Transformation
Tackling Data Challenges to Build Enterprise AI
LinkedIn
June 18, 2024
To effectively use AI, business leaders must consider several nuances. One of these is the development of generative AI (gen AI) applications and the critical role played by contemporary data pipelines. For business leaders wishing to leverage AI, these are the main conclusions drawn from the discussion that may be put into practice.
The AI Lead: Overcoming Data Drag to Accelerate Digital Dominance
Koehler Books
January 15, 2025
In a world where the pace of digital transformation accelerates daily, The AI Lead: Overcoming Data Drag to Accelerate Digital Dominance emerges as a critical road map for leaders at the forefront of innovation. Authored by Dr. Brian Lambert, with his rich background in organizational management and technology, this guide demystifies the journey toward harnessing artificial intelligence and big data. It not only addresses the challenges of navigating the digital landscape but also illuminates the path to leveraging these technologies for strategic advantage.Through a compelling mix of insights, case studies, and practical frameworks, Dr. Lambert equips leaders across industries with the tools to cultivate an AI-ready culture that champions agility and innovation. The AI Lead delves deep into overcoming data drag, transforming data into invaluable strategic assets, and the ethical stewardship of technology in carving out a sustainable future of digital dominance.But beyond its comprehensive analysis and actionable strategies, what sets The AI Lead apart is its unique blend of executive wisdom and technical understanding. It stands as the indispensable guide for those seeking not just to navigate but to lead in the digital revolution.
Tags: AI, Digital Transformation, Product Management
World-Class Selling: New Sales Competencies
ATD Books
June 15, 2016
If you lead a sales team and are in search of a better way to run your sales function, stop guessing! Use World Class Selling as your foundational resource for driving sales and getting results. Based on data-driven criteria from thousands of sales managers, sales trainers, and sales people, this publication identifies the necessary criteria for building a world-class sales team.
Sales Chaos: Using Agility Selling to Think and Sell Differently
ATD PRess
May 18, 2011
Sales Chaos is a groundbreaking book that outlines a new paradigm that applies the latest research and the scientific principles of chaos theory to the challenges facing today's sales professional. The result of this philosophy creates a whole new approach to business, one in which sales conversations are driven by relevance, not simple activity. It's called Agility Selling.
10 Steps to Successful Sales
ASTD Press
December 02, 2009
An essential activity for the survival of any organization, sales drives every business interaction from initial contact to closing the deal. Drawing upon extensive resources, ASTD has put together the fundamental elements of successful selling—the kind of success entry-level salespeople and other business professionals apply to create long-lasting client relationships, attain trusted business advisor status, and drive successful top-line revenue results. Learn the 10-steps of all successful salespeople from award-winning, top-performing, sales professionals in this book. You will discover the keys to developing a successful sales mindset, becoming a trusted advisor, managing the sales process, focusing on the right activities, maintaining momentum, and building personal trust and credibility with your clients.
Table of Contents
Ch. 1: Introduction to the World of Selling
Ch. 2: The Myths of Selling in Today’s Business World
Ch. 3: Step 1—Develop a Sales Mindset
Ch. 4: Step 2—Know Your Job and Your Role
Ch. 5: Step 3—Establish Customer Loyalty and Trust
Ch. 6: Step 4—Develop Habits of Successful Salespeople
Ch. 7: Step 5—Build Confidence with the Universal “Sales Truths”
Ch. 8: Step 6—Understand the Sales Process
Ch. 9: Step 7—Leverage the Sales Process to Help Your Customer
Ch. 10: Step 8 –Communicate Effectively at Every Point
Ch. 11: Step 9 –Manage Internally and Externally
Ch.12: Step 10 – Create Your Personal Development Roadmap
Ch. 13: Conclusion
Digital Command is a pioneering organization committed to addressing the digital skills gap in today’s workforce by delivering targeted, accessible, and innovative learning solutions. Our mission is to equip individuals and businesses with the essential skills they need to thrive in the digital age, with a particular focus on fostering digital equity and building digitally resilient individuals and systems. We achieve this through a robust curriculum designed to support lifelong learning, career advancement, and economic mobility.
A Competency Model for Entry Level Business-to-Business Services Salespeople
Services Marketing Quarterly,
September 09, 2014
This article represents the first step in the development of a useful model of sales competencies for business-to-business services salespeople. Using a multifaceted research design and four distinct sets of experts in services selling, a listing of necessary competencies is developed and empirically tested to provide a sense of the importance towards performance that the competencies drive. A preliminary set of competencies was developed and in the process of empirical testing a set of competencies was developed. The research delineated 10 clear competencies; however among the different sets of experts there is some difference as to what is perceived as more important.
The training of sales managers: current practices
Journal of Business & Industrial Marketing
October 08, 2012
The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment). Utilizing a survey approach, data were collected (and analyzed) from 355 members of two associations: the United Professional Sales Association and the American Society for Training and Development.
Findings
First, internal training approaches and instructors are most commonly used and perceived as most effective. Second, sales managers are exposed to a wide variety of training content as part of their training activities. Third, the frequency, duration, and assessment of training vary widely among respondent organizations. The utilized sample of sales managers and trainers are employed by firms within the USA. Cultural differences could exist in training practices, training content, and perceptions of effectiveness among respondents from other countries.
Sales manager training practices in small and large firms
Services Marketing Quarterly, 35, 1-19. (45 cites)
September 12, 2011
The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers.
The AI Speed Layer is a transformative emerging technology trend where artificial intelligence is used to create real-time, actionable insights and recommendations. By integrating AI into operational systems, this layer enables organizations to process vast amounts of data instantaneously, breaking down silos and fostering agility. The AI Speed Layer is not just about speed; it’s about enhancing decision-making, increasing scalability, and driving innovation across industries.
Organizations that adopt this trend can expect streamlined workflows, reduced bottlenecks, and elevated customer experiences. While the potential is immense, considerations around data governance, AI ethics, and cybersecurity must be prioritized to mitigate risks
AI agents might perpetuate or amplify existing biases in the data they are trained on, leading to unfair or unethical decisions For example, an AI agent used for hiring might inadvertently favor certain demographics due to biased training datasets.
Accelerating AI by Overcoming Data Drag with a Speed Layer
Thinkers360
February 22, 2025
In the AI era, businesses rely on fast, accurate, and actionable data to stay competitive. However, most organizations struggle with data drag—inefficiencies caused by slow, siloed, or unstructured data that prevent AI from making real-time decisions. The solution? A Speed Layer—a high-performance data infrastructure that ensures seamless data flow, instant processing, and AI-driven automation.
By implementing a speed layer, companies can reduce operational delays, boost decision-making by 5x, and cut inefficiencies that slow down digital transformation. From real-time analytics to AI-powered predictions, the speed layer is the missing piece in unlocking AI’s full potential.
Location: Virtual or Onsite Fees: Custom Pricing | Tailored to Organi
Service Type: Service Offered
Organizations must navigate uncertainty, leverage emerging technologies, and drive transformation with precision. Our Advisory Board Services provide strategic guidance to executives, business leaders, and organizations seeking to build a future-ready workforce, enhance digital fluency, and maximize the impact of AI leadership.
With expertise in digital transformation, workforce agility, AI strategy, and leadership development, our advisors bring decades of experience in driving enterprise-wide digital adoption, organizational change, and operational optimization. We serve as a trusted partner, ensuring that your organization stays ahead of the curve.
Our Core Advisory Services:
+ Digital Transformation Strategy – Align technology investments with business goals.
+ AI Leadership & Data Fluency – Build AI-ready leaders and empower teams with digital-first capabilities.
+ Workforce Development & Upskilling – Future-proof talent by integrating modern learning paths.
+ Change Leadership & Organizational Agility – Overcome resistance and accelerate digital adoption.
+ Purple Collar Workforce Development – Elevate hybrid skill sets that blend technical proficiency with creativity.
Our advisory board members include veteran leaders in AI, enterprise strategy, and digital transformation who understand the complexities of adapting to today’s digital-first economy. We provide personalized insights, executive coaching, and hands-on guidance to ensure measurable success.
Join Thinkers360 for free! Are you a Reader/Writer, Thought Leader/Influencer (looking to increase your earnings), or an Enterprise User (looking to work with experts)?
Activity-Based Costing
AWS Certified Cloud Practitioner
From Overwhelmed to AI-Enabled: How A Software Company Built a Speed Layer for Customer Experience Transformation
AI: Amplifying Intelligence
Breaking Free from Data Drag
Clueless About AI? You're Not Alone.
Tackling Data Challenges to Build Enterprise AI
The AI Lead: Overcoming Data Drag to Accelerate Digital Dominance
World-Class Selling: New Sales Competencies
Sales Chaos: Using Agility Selling to Think and Sell Differently
10 Steps to Successful Sales
Digital Command
Sales manager training practices in small and large firms
Accelerating AI by Overcoming Data Drag with a Speed Layer
LLM AI: 7 Steps to Mastering Large Language Models
