What chess can teach us about future of sales

Former Chess World Champion, Garry Kasparov, on the evolution of chess as a team game involving humans and computers: “Weak human + machine + better process was superior to a strong computer alone and, more remarkably, superior to a strong…

What chess can teach us about future of sales

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Former Chess World Champion, Garry Kasparov, on the evolution of chess as a team game involving humans and computers: “Weak human + machine + better process was superior to a strong computer alone and, more remarkably, superior to a strong human + machine + inferior process.”

The recent evolution of chess is a good preview of the near-term future of sales. Tactics that depend on memorization, pattern matching, and repetition are best performed by machines. Delivering the perfect pitch, for example, is less valuable when you can post the perfect pitch on your website for anyone to access. Information synthesis and creativity are now critical skills in shaping a winning strategy.

Resilient and adaptive sales leaders create a culture of experimentation to strengthen creativity and intuition.

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