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Jim Dickie

Research Fellow at Sales Mastery | Sales Transformation Analyst | Keynote Speaker

Jim Dickie is an Independent Research Fellow for Sales Mastery, with over 29 years of experience in sales and marketing management, including roles at IBM and Sterling Software, as well as launching two successful software companies.

As a co-founder of CSO Insights, Jim specializes in benchmarking how companies utilize people, process, technology, and knowledge to enhance marketing, sales, and customer service.

Jim is a respected contributing editor for CRM Magazine and Top Sales World, as well as the author of several insightful publications like 'The Chief Sales Officers Guide to Transforming Sales' and 'Insights into High Tech Sales and Marketing'.

His extensive research over 25+ years, encompassing 30,000+ sales optimization initiatives, sets the standard for tracking sales evolution, challenges affecting sales performance, and strategies companies adopt to tackle these issues.

Beyond his professional achievements, Jim is involved with Baylor University's Center for Professional Selling, the Morris Animal Foundation, and serves as a guest host on World Business Review, and a keynote speaker at various conferences on artificial intelligence, sales transformation, CRM, and social selling.

Jim Dickie's specialties include artificial intelligence, sales process, AI, sales management, sales enablement, CRM, and sales transformation.

He pursued his education at Western Michigan University, obtaining a BS and MA in Counseling, and later attended post-graduate school for counseling at the same institution.

Highlights

Nov 8 · linkedin

At Sales Mastery we've just released our 2023 Sales Performance Scorecard study. We identified the Top 12 challenges (see below) firms reported dealing with, along with Advanced Technology, Sales Management and Sales Training Assessments. The Exec Summary is attached for your review. If you want to request a copy of the complete report please visit: https://lnkd.in/eVZ7WTcp 1: Percentage of Qualfied Leads Converting to Initial Discussion 2: Ability to Thoroughly Research Prospect  3: Sellers Continue to be the Main Source of Leads 4: Effectively Identify and Gain Access to all Key Stakeholders  5: Consistently Conduct a Comprehensive Needs Analysis  6: Regularly Optimize the Size of Each Deal  7: Ability to Further Penetrate Existing Accounts 8: Determine Your Current SPS Matrix Location 9: Ability to Up-sell/Cross-sell 10: First Line Sales Manager (FLSM) Development Remains a Low Priority  11: Sales Managers Proactively Coach Salespeople Needing Help 12: Ability to Adapt to Marketplace Change

Jun 13 · linkedin

Need a little help from my friends. We are conducting our 2023 Sales Performance Scorecard study. Here is the survey link: https://lnkd.in/gMdVANE8

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Location

Boulder, Colorado, United States