Artificial Intelligence to Accelerate Team Innovation

Coming from Silicon Valley and being able to observe the contribution of those that have passed through the valley I have learned so much about the notion of problem solving and how tech can be applied to accelerate innovation and transformation. I’m not going to review what so many already have. Technology in support of our human needs. My hope is to share some basic principles that you can consider and hopefully apply in what you do in your lives today. With the Pandemic they say that digital transformation has accelerated. In order for so many to survive the choppy waters we are all trying to navigate we must learn to be adaptive to the rapid changes of the day. It is not easy, but there are some simples considerations to help lead us to the other side.

I mentioned the valley is founded on problem solving. Engineers are great at finding the root cause of problems and finding innovative solutions. This takes us out of our comfort zone. In the old days it used to take thousands to craft and build solutions to big problems. This made Silicon Valley a very competitive community wanting to prove we could solve more sophisticated problems from what our peers solving. This is great if you can afford it. Most cannot. Having had to innovate with global distributed teams across several generations of Moore’s Law we learned a lot that can be applied to our present circumstance.

While it is great to have vision for where technology can be applied to solve problems, the power of all the sources of information around us provides a new way to take small steps that you can build on. Understanding how data and micro services will grow rapidly going forward. Having your North Star (vision) helps deliver leadership in markets. Now we can innovate in small steps that can build large movements. Whether it is Slack that started with a small team, got feedback and iterated a solution that was valuable to hundreds of thousands, or Google that starts with small steps and builds on them until they have found adoption of new capabilities, one must consider how to do this for business, education and social impact. Participative Innovation. Small steps can be taken to leverage technology is a practice we all must become comfortable with. Artificial Intelligence is surrounding us and we have a very low literacy rate around this technology and yet it is diffusing into our lives everywhere. This is the problem that we should be diving into, to better understand the Future of Work and for that matter life. More to come……

For now if you want more pay a visit to John Hagel

4 Communication Techniques to Create Marketing Qualified Leads

Lead generation begins with understanding your perfect prospect profile. It starts with identifying the demographics and psychographics of those companies that have the best strategic fit with your organization’s products, services, and values. Knowing your perfect prospect profile is the way for marketing to create targeted campaigns to elicit interest in your company’s solutions and for sellers to prioritize their prospecting calls.

As you know, marketing is the functional group that is tasked with promoting their company’s products and services to an identified audience. They cast a digital net via many outlets like email, LinkedIn, Instagram, Twitter, and webinars. They also host events at trade shows, engage with analysts at Gartner, Sales Mastery, or Forrester. They speak at industry events where all this activity has one and only one objective: To create Marketing Qualified Leads (MQLs) so the sales force can engage with these prospects and ultimately close business.

Communications and messaging are the sole medium and channels that marketing uses in all its promotional events, including each of the above-mentioned tactics and a host of other marketing strategies. The core of marketing is communications and messaging—period.

How they position the company and the value of its products and services is key to the financial viability of any company.

With a company’s financial future depending on marketing’s communications and messaging efforts, what can leaders do to ensure the messaging resonates with their perfect prospect so that these prospects ultimately become marketing qualified leads?

  1. Call to Action (CTA). A compelling, direct call to action is the most important part of every single marketing communications. Whether it’s an email, LinkedIn message, trade show event, or webinar, marketers must let prospects know how they can further engage with your company. The CTA should be strong, clear, and concise. It should provoke emotion and/or enthusiasm, and it should include why your prospect should engage with your company.


  1. Sales and Marketing Alignment. Sellers are on the front-line. They are conversing with prospects day in and day out. They know exactly what messaging resonates with buyers and what doesn’t. It’s marketing’s role to discern that their messaging, and supporting communications tools, resonates with the prospects that salespeople are talking with.


  1. Success Stories. There is nothing better than showing a prospect how one of your customers in their industry has successfully used your solutions and realized tremendous results. It is documented that success stories have the biggest impact on sales effectiveness and is a key contributor to moving a prospect from “suspect” to a marketing qualified lead. It’s important that marketing identifies successful customers, creates case studies, and messages these successes to their perfect prospect profile.


  1. Lead Scoring. The only way to know if a prospect is a marketing qualified lead is by measuring each contact against a lead score. This goes back to identifying and knowing your perfect prospect profile. How close is this person to your perfect prospect? In addition to your perfect prospect score, there are other scores to consider like the prospects interest level in your solutions, overall fit with your business, and their BANT score. Do they have budget, authority, need, and timing? Lead scoring requires precise communications between sales leadership, marketing, and the sales teams.

The primary reason for any (for profit) company to be in business is to earn revenues for themselves and/or their shareholders. It is a company’s marketing organization through their communications and messaging that serves as the primary vehicle to engage prospects and ultimately convert them to marketing qualified leads for sellers to pursue and close business.


For More Information Contact:

Dave Toole
The Gig Economy Group

Artificial Intelligence – Delivering Results Via Enhanced Communications

As described in our last email, LifeVantage partnered with the Gig Economy Group to develop and deliver an AI-driven mobile communications application that effectively guides each seller step-by-step through a set of communications and selling processes that helps them to achieve increased sales volumes in less time than before.

In this follow up email, we’ll share some of the successes LifeVantage was able to realize as a direct result of implementing the Gig Economy Group’s AI-driven communications application.

LifeVantage uses a direct distributor model to sell their products. An important, strategic KPI in direct selling is “getting new distributors to first dollar in 30 days.” Getting new sellers to first dollar in 30 days significantly reduces the likelihood they will churn. As a direct result of implementing the Gig Economy Group’s app, LifeVantage found a remarkable decease in churn because the application’s communication and recommendation engine guided sellers in getting to first dollar. After implementing the application, first dollar went from 5% of new distributors to 22% in the first 30 days. This is an extraordinary increase of 400% of independent consultants getting to first dollar in 30 days.

As a result of this, LifeVantage is able to enjoy respectful retention rates as a direct correlation to getting new sellers to first dollar. In measuring this KPI, LifeVantage looked to measure those independent distributors who were active and ordering products consistently after six months. They looked to compare those who were using the application versus those who were not. Again, the results were astonishing. 49.2% of sellers who did not use the app were active after six months. Conversely, 63.7% of distributors who used the app were active after six months. This an impressive retention rate of 13%. These two KPIs: Getting to first dollar and increased retention rates have significantly helped LifeVantage in their battle to manage churn and to ultimately improve their bottom line.

The Gig Economy’s group of communications and AI experts would like to invite you to a brief assessment where we will evaluate your rate of adoption for new communications, training, or adopting new practices. We will ask a set of questions and deliver a report that identifies the 3-4 gaps between an ideal business state and where your organization lies. I invite you to reach out to Dave Toole to schedule a 30-minute assessment.

Artificial Intelligence – Changing How We Communicate

When thinking of Artificial Intelligence (AI), images of space ships and space men come to mind. While AI is likely part of Elon Musk’s company Space Exploration Technologies where they manufacture space transportation services, AI is actually part of today’s every-day business applications.

A case in point. The Gig Economy Group created an AI-enabled application for LifeVantage, a publicly traded, direct selling, company whose sole purpose was to create a communication’s vehicle designed to improve the messaging and interactions between corporate, their distributors, and their new distributors.

The problem LifeVantage faced was that their independent sellers were typically between the ages of 45 and 60 who are looking to supplement their income and most likely didn’t have the communications acumen required in business to effectively present solutions to customers.

Additionally, LifeVantage had some loosely connected apps to support their business and its communications, but they weren’t intelligent—meaning they weren’t learning over time and weren’t optimizing the distributor’s sales performance. Because of this, LifeVantage didn’t have their finger on the pulse of their business.

They looked to the Gig Economy Group to develop an application from the ground up using AI and machine learning that could recommend the optimal communication practices and methodologies for any situation.

By partnering with the Gig Economy Group, LifeVantage was able to provide to their entire distributor network of 70,000 independent consultants in 19 countries, an AI-driven, mobile app solution that effectively guides each seller step-by-step through a set of communications and selling processes that helps them to achieve increased sales volumes in less time than before. The app, through a series of communication prompts successfully onboards new distributors in a consistent manner, provides coaching and mentoring when it is needed, and delivers best practices to their entire distribution network. All of this, and more, was accomplished through the Gig Economy Group’s AI-powered communications application with its recommendation engine—substantially improving LifeVantage’s bottom line.

In our next email, we’ll share with you some of the extraordinary benefits LifeVantage attained by implementing the Gig Economy Group’s AI-driven mobile communications app.

If you are interested in exploring how to bring speed into your sales transformation and seeing how other companies have successfully implemented strategic initiatives, and as a result have increased their bottom line, I invite you to reach out to the contact below to schedule a 30-minute overview.

Communications & Messaging Critical to Sales Transformation

To remain competitive, organizations must introduce new strategic sales transformation initiatives, whether it’s expanding into emerging markets, acquiring or merging with complementary companies, or introducing new products, these initiatives must be successfully executed for the company to realize the projected revenues tied to the initiative.

Sales transformation investments required to support any new strategic initiative must be identified and prioritized. Whether these investments are increased use of sales intelligence to identify shifts in the marketplace, or delivering AI-enabled sales technologies to deliver precise information, or a concerted effort to expand the organization’s social selling footprint—all these investments will be for naught if communications and messaging are not at the forefront.

Communications and messaging are the most critical aspects of any initiative if it is to be successful. That’s why we are offering a sneak peek into an online briefing we co-created with our strategic partner, Sales Mastery.

Here are a couple of astounding findings from the intense work we have done around communications and messaging:

  • A mere 7% of employees today fully understand their company’s business strategies and what’s expected of them in order to help achieve company goals.
  • $26,041 cumulative cost per worker per year due to productivity losses resulting from communications barriers.

The first finding is especially worrisome when thinking about all that is riding on the organization to successfully implement any new strategic initiative. First and foremost is the competition. Those competitors that get first-to-market advantage could enjoy the benefits of being first to market for a considerable amount of time. Second is lost revenues associated with sales transformation initiatives. This includes all the financial investments the company made.

The second finding simply states that poor and ineffective communications and messaging is very expensive.

Stay tuned! We’ll be sharing our online briefing and analysis around Real-time Communications and Messaging.

If you need support with your digital transformation please contact us. Our last digital transformation was for a public company that benefited with double digital revenue increases.

How to Solve Your Communications Gaps to Drive Increased Revenue

Prior to the global COVID-19 pandemic, most companies’ world-wide workforce worked in a traditional office environment where employees commuted to the office and worked their shift under the watchful eye of their manager. Managers were hesitant to allow workers to work from home. One of the biggest reasons was trust; they were unsure if their workers would actually work without supervision. Why was this such a big issue? The reason: organization’s communication misalignment in the office would likely exacerbate with remote workers. This is the #1 Issue in Sales Transformation with Communication Misalignment.

These managers are in deep, profound trouble as SiriusDecisions’ research found that highly aligned B2B organizations achieve 19% faster revenue growth and 15% higher profitability when employing a remote workforce. Couple this with the fact that sellers who work from a home office spend 62.8% of their time doing core selling activities like face-to-face Zoom calls, phone calls, and emails—all that drive increased revenues.

In our last blog, The High Cost of Communication Misalignment in B2B Companies, we were astonished to find that the cost of communication misalignment across enterprise B2B companies with approximately 10,000 employees cost companies $6.24M to the bottom line each year. 1

The main causes for gaps in communications are due to the myriad of communication tools used today such as smart phones, regular phones, SMS, email, text, video, and Zoom meetings coupled with the manner in which we communicate which is oftentimes ad hoc and informal. Few companies have implemented a repeatable communications process that would enable them to measure the effectiveness and the results from all their communications.

We ended the blog by stating alignment in communications is critical. Communication research focuses on interactive processes assumed to be automatic in humans; it also offers important implications for human-machine interaction.

What can be done to help companies close their communications’ gap and drive increased revenue?

First and foremost is for leadership to recognize the critical need to create and implement a repeatable communications’ process. They just have to look at their own manufacturing group that has repeatable processes in place to ensure their defect levels are within or better than industry standards. The purpose of implementing a communications’ process is to clearly articulate all communication pathways; internal and external to the organization, to drive consistent, measurable business outcomes, and to ultimately drive increased revenue.

To be successful in today’s dynamic, fast-changing corporate environment impacted by the global COVID-19 pandemic requires human expertise and technology platforms enabled by artificial intelligence (AI) and machine learning (ML) to support and enhance a company’s rapidly changing communications.

The advent of AI and ML in software enables computers to learn over time. This means that with these types of technologies, communication pathways and messaging can be effectively measured and tracked. As more and more people use the software, the system recognizes gaps in communications and can deliver best practices on how to bridge the gap or to alleviate it all together.

At the beginning of 2020, we did a case study on one of our customers, LifeVantage, to show the results they achieved by implementing The Gig Economy Group’s Adaptive Communications as a Service for Remote Teams platform. It was a case study in that the purpose was to understand LifeVantage’s current challenges, what their objectives were in an effort to solve their challenges, what solutions did they review, what solution did they select, and what was the ROI for implementing the solution chosen. They following is a synopsis of the case study.

LifeVantage is a publicly traded, direct selling, company that specializes in a science called Nutrigenomics. They have 70,000 independent contractors also known as distributers in 19 countries where they sell 19 products focused on wellness and personal care. LifeVantage boasts revenues of a quarter-billion dollars each year where The Gig Economy’s Adaptive Communications as a Service for Remote Teams platform delivered their global communication efforts between LifeVantage selling teams around the globe.

Before employing The Gig Economy Group to help solve their communication gaps, LifeVantage had some loosely connected apps to support their business and align their communications, but they weren’t intelligent—meaning they weren’t learning over time and weren’t optimizing the company’s overall business and communications’ performance. LifeVantage needed to make some fundamental changes in how they communicated across their business. They looked to the Gig Economy Group to develop and implement a technology platform using AI and ML that could recommend optimal communications pathways and messaging, determine communication gaps, and recommend best practice solutions—all that were objective-driven to business results and measurable to outcomes.

The results realized by LifeVantage?

A key metric for all independent distributor networks is the concept of first dollar. First dollar means how many new sales distributors sold in the first month.

By implementing The Gig Economy’s solution, they found a 400% increase in independent distributors getting to first dollar sold in 30 days. They also realized a 250% average increase in enrollment rates of net-new independent distributors and buyers purchasing LifeVantage’s products.

At LifeVantage, getting independent resellers to first dollar ensured they had a salesforce that would sell for them for the foreseeable future. But to ensure they could drive increased revenue required their sellers to grow their own downline distribution network where these sellers would, in turn, develop their downstream network. The Gig Economy Group’s Adaptive Communications as a Service for Remote Teams provided best-in-class performance for the sellers by delivering optimal communications’ pathways, proven and effective messaging, and best practices recommendations to enable their sellers to close the communications’ gaps with LifeVantage corporate, their buyers, and their independent downline distribution network. All in an effort to drive increased revenue.


The High Cost of Communication Misalignment in B2B Companies

When looking at the high cost of communication misalignment across enterprise B2B companies with approximately 100,000 employees we were astonished to find that $62.4M is lost to the bottom line. 1 This equals $624.00 per employee. A mid-size company with approximately 100 employees will lose about $500K to the bottom line. This equal $5000.00 per employee. And for a small company with approximately 0-50 employees it will lose about $26,041.00 to the bottom line. All of these numbers are incredibly astonishing!

Communication has been around since the prehistoric caveman chiseled animals on their cave walls to communicate their hunting expeditions. Here we are 44,000 years later from the earliest known communications to where each person in any sized company has advanced communication tools at their fingertips. Smart phones, regular phones, SMS, email, text, video, Zoom meetings, and the list goes on.

With all the advancements made in communication technologies over the past 20 to 30 years, how can it be that global, enterprise companies are losing, on average, $62.4M annually due solely to misalignment in their communications?

In today’s fast-paced businesses, there’s a real need for creating and implementing a repeatable process around communications. Especially when we look at all the ways we can communicate. A few technology-based communication tools are listed above, but we still often communicate by speaking with people in an informal, ad hoc way. For example, take the CEO of a large company who catches the VP of Sales in his or her office and in that very instance decisions are made around new pricing for two major products. This decision not only affects sales, but it also affects finance, manufacturing, customer service, training, etc. What happens with this type of ad hoc communications and decision-making (that we are all guilty of doing) is that the CEO assumed the VP of Sales would handle the communications to the correct functional heads and the VP thought it was something the CEO would or should communicate. So, what we have here is a complete failure to communicate!

So, the causes for gaps in communications are: Ad hoc, informal communications, communications affect many, if not all, functional areas in a company, all people in a company can communicate with one another and they have many, different tools to get their ideas, messages, and thoughts out to the organization.  Zoom is the leader in supporting ad hoc, informal meetings. How many times a week do we have ad hoc, informal Zoom meetings? In today’s COVID-19 pandemic, this medium is taking over. But very few companies are able to measure the effectiveness and the results from these meetings.

Now, consider the performance of an organization’s functional groups. Manufacturing has processes in place to ensure they don’t produce defective parts. Finance has fine-tuned, error-free processes to deliver financial news to Wall Street. This same level of scrutiny and processes should be in place for communications and messaging. Yet, few companies have taken the time to create a repeatable communications process that would allow companies to see where their communications misalignments are occurring and to what degree.  Bottom Line: Companies today don’t know the real costs associated with gaps in their communications and messaging. And these “hidden” costs will only continue to grow.

Alignment in communications is critical. What does this mean? Alignment in communication is a novel direction in communication research, which focuses on interactive adaptation processes assumed to be more or less automatic in humans. It offers an alternative to established theories of human communication and also has important implications for human-machine interaction.