Mike Garber: Commercial Productivity and Organizational Development

  Too many commercial teams are stuck in an increasingly frustrating loop where they are always busy but never seem to get better . Some metrics look fine on the surface with activity levels high like emails sent, demos delivered, and meetings held. And yet, despite the outputs, outcomes are suffering with stalled pipelines, lagging onboarding, and lackluster business reviews. Most leaders will add more activities to “get out of the slump”. But many times, the actual problem here is the system in place.  Your commercial and customer-facing teams need an integrated vision and engine for productivity. Not necessarily a reorg or rename, but a designed system for clarity, capacity, and outcomes. And one of the most effective ways I’ve seen this in nearly 20 years of operations and enablement experience is by combining enablement, operations, and strategy into a single productivity engine that drives alignment across every stage of the buyer, seller, and customer journey. The Probl...

  Business is at a crossroads. We are witnessing one of the most transformative revolutions in our lifetimes as we navigate Artificial Intelligence (AI). Commercial teams (sales, customer & partner success, marketing, operations, enablement; etc.) are facing relentless pressure to deliver results during this upheaval, but are still being asked to maintain tight budgets, manage global and regional privacy regulations, and exceed growing customer expectations. AI simultaneously offers great solutions while still introducing new concerns. Currently, most teams are solely relying on Large Language Models (LLMs) like OpenAI's ChatGPT, or xAI's Grok. These LLMs are great, but they are also resource heavy and public. So, if you are using them to their capabilities, they are both very costly and make your company data available to the larger model.  A hybrid model for using AI where we combine lightweight local AI, Retrieval-Augmented Generation (RAG), and the power of the popular...