A range of research and industry experience demonstrate that between 60 and 90% of all Industry 4.0 pilot or Proof of Concept (PoC) projects never progress beyond that initial stage. McKinsey and Co. even coined the term "Pilot Purgatory" for this state...

Whether or not you are selling Industry 4.0 techs like Artificial Intelligence (AI) and the Internet of Things (IoT), they will change the way you sell. Highly integrated, IoT and AI based solutions will change expectations of enterprise and the shape of B2B sales...

In this first article from Sales 4.0, I am pleased to share some experiences on what really works in selling Industry 4.0. The universe of what we now call Industry 4.0 is rapidly expanding to encompass technologies including AI;...