Capturing Your Invisible Market (Goodfit eBook)
GoodFit’s new 31‑page eBook reveals that B2B firms routinely miss 60% of their addressable market because CRM data is largely inaccurate. On average, 70% of accounts in a CRM never correspond to actual buyers, and market definitions rely on outdated proxies like headcount. The report offers a three‑step framework to redefine the ideal customer profile, use classification models, and continuously refresh market data that shifts roughly 7% each month. Real‑world case studies show how firms trimmed target lists from hundreds of thousands to a few thousand qualified accounts and boosted qualified prospects by 170%.
Why Agentic AI Is Your Moment to Elevate Enablement (and Your Career)
The article argues that the rise of agentic AI marks a turning point for sales enablement, allowing hyper‑personalized coaching at scale. It contrasts today’s AI‑driven approach with the labor‑intensive “stand‑and‑deliver” model of the early Salesforce era, which became inefficient as...
Should Sales Teams Build Their Own Tools?
AI coding tools and low‑code platforms are enticing sales teams to develop custom software instead of purchasing enterprise solutions. While building a prototype can be fast, the real challenge lies in post‑launch responsibilities such as security, governance, integration, compliance, and...
One Doc to Rule Them All: The Golden Ring Framework
The author, a former VP of Sales Excellence at OwnBackup, warns that most revenue teams are floundering with AI, lacking clear metrics and ownership. He argues that IT and Salesforce admins shouldn’t be the sole architects of AI systems; sales...
How Sales Can Use AI Sales Agents … Right Now
AI sales agents are autonomous digital teammates that proactively prospect, qualify, schedule, coach, and re‑engage leads without waiting for prompts. Gartner forecasts agentic AI will appear in 33% of enterprise applications by 2028, expanding the AI‑agent market from $5.43 billion in...
Sales and Marketing Alignment: The Complete Guide for 2026
A persistent gap between sales and marketing is costing firms up to $1 trillion in lost productivity each year, according to Harvard Business Review. While 82% of leaders say their teams are aligned, 65% of frontline reps disagree, revealing a deep...
A 5-Step Framework for Consistent Sales Messaging
Consistent sales messaging has become a make‑or‑break factor as B2B buyers now evaluate an average of five vendors and 95% select from their initial shortlist. Research shows that misaligned messaging contributes to over $1 trillion in annual productivity loss, creating a...
Can AI Coaches Replace Human Coaches?
Allego partnered with neuroscientist Dr. Carmen Simon to run a biometric study comparing AI‑driven and human coaching for B2B sales professionals. Using EEG, eye‑tracking and physiological sensors, the research measured emotional engagement, focus and memory retention. AI coaching produced significantly...
5 Sales Enablement Best Practices to Improve Sales Performance
The 2025 State of Sales Enablement Report reveals that 77% of organizations view sales enablement as essential to business performance as buyer journeys grow more complex, with buying committees now averaging 10‑11 stakeholders and cycles lasting 11.5 months. Deals require...
The Modern Sales Coaching Model
Sales leaders recognize coaching’s impact but struggle with consistency as managers juggle responsibilities. A hybrid model is gaining traction, pairing AI‑driven, repeatable feedback with human coaches who provide context and motivation. Allego’s brochure outlines a four‑step cycle—practice, observe, feedback, reinforce—designed...
Only 12% of Deals Are Won by the "Best" Solutions
Research from MIT analyzing 103 million online poker hands found that only 12 % of victories came from the statistically strongest cards, meaning 88 % were won by weaker hands through skillful play. The article draws a parallel to B2B sales, arguing that...
Stop Reviewing Deals, Start Coaching Sellers
Sales coaching is recognized as a top driver of seller performance, yet many firms struggle to scale it. Managers prioritize forecast accuracy while sellers focus on closing deals, causing coaching to be replaced by deal reviews that emphasize pipeline visibility...
Coaching Seller to Handle Objections with Confidence
Objection handling is a pivotal sales skill, yet many reps mistake buyer pushback for deal loss. Modern thinking views objections as signals of engagement, offering insight into buyer concerns. The session teaches sales leaders to replace scripted rebuttals with probing...
AI Vs. Human Coaching Report
Allego released a 30‑page neuroscience report comparing AI‑driven and human sales coaching for B2B sellers. Using EEG, heart‑rate and eye‑tracking data, the study finds AI feedback can improve memory retention by up to 50%, while human coaching drives higher motivation....
How I Built an AI-Powered Sales Enablement System that Actually Works
Caroline Maloney, Global Head of Sales Enablement at The Travel Corporation, built a bespoke sales framework and wrapped it with AI to drive real‑time reinforcement. She argues that traditional frameworks fail because they stop at training, treat all reps alike,...