Category: Sales

The market is flooded with tools that promise “personalization at scale.” But in reality, most solutions just slap tokens into templates and call it personalization. No wonder prospect email reply rates hover around 1-5%. Prospects can sense the automation. Real personalization in AI prospecting means using relevant, real-time data to craft outreach that speaks to…

Especially in the age of AI, professional services firms are in the business of relationships. People work with people, and once a certain bar of expertise is met, closing sales requires trust and a deep understanding of the people on the other side of the table. Despite this need, many organizations still rely on spreadsheets…

In fast-moving markets, static sales playbooks aren‘t just outdated — they can be a massive liability. When sales reps can’t quickly access messaging tailored to their prospect’s industry and use case, they generalize their selling approach. In turn, deals stall, and competitors with more targeted approaches win. This problem scales exponentially with product complexity. To…

High-velocity inside sales teams thrive on speed, consistency, and the ability to convert conversations into pipeline. But in a remote environment, coaching sales development representatives becomes more complex. Managers can’t overhear calls, feedback comes too late, and new hires take longer to ramp. The result is missed opportunities. Sales coaching and conversation intelligence change that…

Salespeople spend nearly 70% of their week caught up in the whirlwind of administrative tasks. Only 30% of their time actually goes to selling. Reps are drowning in spreadsheets and melting in admin tasks that assistants could handle. Unified CRM data systems can help. These integrated technology platforms consolidate customer-related information from multiple sources into…

Reps are arguing in Slack about “who owns Berlin” while two hot inbound demos sit unworked. Every new hire triggers a border dispute. These challenges sound familiar to every sales leader. It’s a territory problem that only gets worse as teams add headcount. To provide clarity, sales organizations need to automate assignment with dynamic rules…

I was recently assigned the task of forecasting demand for a project. I set to work using my usual methods, but I’ve not explored AI in demand forecasting. My recent project got me thinking about AI’s role and whether AI could (a) aid the demand forecasting process and (b) save time. I needed expert advice…

I think that we’ve all faced the music: AI is (whether we want it to or not) changing the way that we do business. And, in my humble opinion, I’m not mad at it. Its offerings have been pretty beneficial thus far. But even if you’ve accepted this fate (or maybe you’re cautiously on the…

For sales teams, speed and precision in handling new leads can be the difference between winning and losing a deal. But, for multi-product organizations, the challenge goes beyond simply assigning a rep. Each lead may align with different products, territories, or account histories, making manual routing slow and prone to errors that leave money on…

SaaS sales teams are feeling a slowdown. Deals drag on for weeks, decision committees keep growing, and reps are under pressure to deliver faster results with fewer resources. In a tough landscape, AI tools like conversation intelligence (CI) can be a genuine game-changer. Conversation intelligence uses AI to analyze customer interactions to extract actionable insights….