I spent three years creating product-led blog posts and case studies for B2B SaaS companies before I realized something obvious: sales enablement content credibility determines whether reps w
Category: Sales
AI vs traditional prospecting: When AI beats manual outreach (& when it doesn’t)
In the age of AI, sales organizations face a fundamental shift in how prospecting gets done. Artificial intelligence can now handle repetitive tasks that once consumed entire workdays. Reps c
Detecting bias in AI prospecting models: A how-to for sales leaders
AI-driven prospecting tools have the potential to transform sales pipelines, but they also carry the risk of reinforcing blind spots. If left unaddressed, AI models can amplify bias that syst
How to add AI to your existing CRM without disrupting sales workflows
Integrating AI with existing CRM systems has become a critical priority for sales teams. According to HubSpot’s 2025 State of Sales report, only 8% of sales reps don’t use AI at all, and thos
Modern sales orgs are leaning into marketing behaviors — here’s what that means for you [new data]
I pulled up my LinkedIn feed last week and noticed how half the posts from sales leaders looked like they could have been written by content marketers.
Modern sales orgs are leaning into marketing behaviors — here’s what that means for you [new data]
I pulled up my LinkedIn feed last week and noticed how half the posts from sales leaders looked like they could have been written by content marketers. They were teaching, sharing frameworks, and posting case studies. One VP of Sales I follow had published a carousel about buyer psychology that got more engagement than most…
How to add AI to your existing CRM without disrupting sales workflows
Integrating AI with existing CRM systems has become a critical priority for sales teams. According to HubSpot’s 2025 State of Sales report, only 8% of sales reps don’t use AI at all, and those who do say AI and automation tools deliver better returns than any other sales tool. Yet, how sales teams integrate AI…
Detecting bias in AI prospecting models: A how-to for sales leaders
AI-driven prospecting tools have the potential to transform sales pipelines, but they also carry the risk of reinforcing blind spots. If left unaddressed, AI models can amplify bias that systematically favors certain industries, geographies, or company types. And, this isn’t just a fairness issue. Bias in AI prospecting models directly impacts revenue. Recognizing and addressing…
AI vs traditional prospecting: When AI beats manual outreach (& when it doesn’t)
In the age of AI, sales organizations face a fundamental shift in how prospecting gets done. Artificial intelligence can now handle repetitive tasks that once consumed entire workdays. Reps can partner with AI to research leads and craft the right messages, so they can focus on fostering connection. Savvy sales teams strike the right balance,…
Why your sales enablement content needs real-world credibility [new data]
I spent three years creating product-led blog posts and case studies for B2B SaaS companies before I realized something obvious: sales enablement content credibility determines whether reps will actually use what you create. When a rep shared my article in a prospect conversation or referenced a customer story during a demo, that content became part…