Insights
Short, opinionated takes on AI in sales, CRM trends, and deal management.
Why Your HubSpot CRM Data Is Only Half the Story
For many sales organizations, HubSpot CRM is the bedrock of their operations. It’s where deals live, tasks are tracked, and the sales pipeline unfolds. It’s a…
CRM Best Practices for B2B Sales Teams in 2026
In the rapidly evolving landscape of B2B sales, the Customer Relationship Management (CRM) platform is no longer just a database; it’s the central nervous…
The Complete Guide to MEDDIC Sales Methodology in 2026
The Complete Guide to MEDDIC Sales Methodology in 2026 In the increasingly complex landscape of B2B sales, simply having a great product or service is no…
Why Sales Reps Don't Use Your CRM (And How AI Fixes It)
CRM adoption rates have been stubbornly stuck around the 40% mark for years. It's a frustrating paradox: companies invest heavily in powerful Customer…
Sales Automation in 2026: What to Automate (And What to Keep Human)
The year is 2026, and the sales landscape continues its rapid evolution. Artificial intelligence, machine learning, and advanced analytics are no longer…
How to Build a Sales Pipeline That Doesn't Lie to You
The sales pipeline. For many B2B sales professionals, it's the lifeblood of their business, the compass guiding their efforts, and the foundation for every…
The Best Conversational AI Tools for B2B Sales Teams
In the high-stakes world of B2B sales, every conversation is an opportunity to forge a relationship, understand a need, and ultimately, close a deal. But in a…
Salesforce Einstein vs Purpose-Built AI CRMs: Where AI Actually Helps Sales
The sales landscape has always been dynamic, but the integration of Artificial Intelligence (AI) has ushered in a new era of transformation. From predicting…
MEDDIC Qualification Scoring: From Gut Feel to Data-Driven Decisions
A sales leader recently shared a common frustration with me: "We preach MEDDIC, our reps know the acronym, but every quarter, our forecast is still a wild…
Fanatical Prospecting in the AI Era: Updating Jeb Blount's Framework
Jeb Blount's Fanatical Prospecting burst onto the sales scene as a galvanizing force, offering a no-nonsense, disciplined approach to keeping the sales funnel…
Stop Losing Deals to Forgotten Follow-Ups: AI-Powered Action Items from Every Call
Stop Losing Deals to Forgotten Follow-Ups: AI-Powered Action Items from Every Call In the fast-paced world of B2B sales, every conversation counts. From the…
AI CRM vs Traditional CRM: Why Your Reps Hate Salesforce (And What to Do About It)
The CRM: a tool designed to empower sales teams, streamline operations, and drive revenue. Yet, for many sales professionals, it feels less like a superpower…