Know What's Happening in Sales
Know What's Happening in Sales
Skill Beats Product: Sellers Win 88% of B2B Deals
MIT research analyzing 103 million online poker hands found only 12% of victories came from the statistically strongest cards, meaning 88% were secured by weaker hands through skillful play. The article parallels this to B2B sales, arguing that sellers—not superior products—drive the majority of deal outcomes, with 75% of buyers now preferring to speak with a sales professional.
HubSpot’s unified platform delivers the lowest total cost of ownership compared with Salesforce, NetSuite, and Marketo. The guide highlights that HubSpot eliminates the need for expensive admin staff, costly add‑ons, and lengthy implementation projects. Salesforce’s modular pricing and required specialists can triple its three‑year cost, while NetSuite’s ERP‑centric CRM incurs high developer rates. Marketo adds a “stack tax” by demanding a separate CRM, inflating first‑year expenses. HubSpot’s rapid 36‑day rollout accelerates time‑to‑value, offering a clear financial advantage for mid‑market firms.
The Signal in the Noise: Why Authenticity Beats Volume in a B2B World by @Timothy_Hughes https://t.co/R9Dh5IspY2 @DLAIgnite #SocialSelling #DigitalSelling #Sales #SalesTips #SalesLeader #Salesforce #Leadership #PublicRelations #PR #Marketing #MarketingSuccess #MarketingStrategy #MarketingTips
I think something weird has happened in 2026 for Founder-led GTM. Founders forgot that Sales + Marketing builds a scalable Go-To-Market machine. Sales is 1on1. Outbound Cold Emails? 1on1 (yes, even if you're spraying and praying to 15,000 prospects that don't know you). Marketing...
Forrester research shows social media is now the second most meaningful source of information for B2B buyers, trailing only generative AI search tools. The article marks Twitter’s 20‑year anniversary, highlighting how its real‑time publishing created “now moments” that transformed brand...
COLD EMAIL IS DEAD. People doing outbound right now are only sending more emails to fix the exact problems that sending more emails caused. We went the other direction. Our campaign is dead simple: Someone lands on RB2B(.)com We identify them And we send an...
There's a book called The Inner Game of Tennis. I remember almost nothing except this: You can get better at tennis just by WATCHING great players. Your subconscious picks up their mannerisms and mimics them. Same in sales. Binge watch your best rep's Gong calls...
A new Reach research report shows 68% of B2B sales leaders believe reliance on single‑provider CRM and revenue‑ops suites curtails growth, while 65% expect higher revenue without lock‑in. The study highlights hidden costs, switching fears and a surge in demand...
I’ve ran over 100 pilots (trials) in my 4.5 years at Gong. With a win rate of over 90%. 4 biggest lessons. 1. 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐀𝐥𝐢𝐠𝐧𝐦𝐞𝐧𝐭 Never begin a pilot without executive alignment. Ideally, the economic buyer has already been engaged through demos / the...
Weak sales managers manage calls. Average sales managers manage deals. Good sales managers manage forecasts. Great sales managers manage their people's skills & capabilities. Because they know one thing: Revenue is an outcome that expert-skilled sellers produce. Skill management = proactive management.
Paradise City Sales announced the closure of territorial distribution agreements for Warwick Thornton’s Berlinale competition film ‘Wolfram’ covering Benelux, Italy, Greece, the ex‑Yugoslav market, Turkey and airline rights. The deals position the boutique sales firm as a key conduit for...
If you’re living and dying based on what’s happening in your team's pipeline this month, you’re running a dysfunctional organization. Instead, I want my team living and dying on process goals. A cause-focused culture is inherently more resilient because you can...
“If your $500K engineer isn’t burning $250K in tokens, something is wrong.” Most people think it doesn’t apply to them. It does. All knowledge work will consume tokens. If your competitors are using these abilities and you’re not, you are hurting...
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,...
Amazon has launched a slate of early‑season classic deals on its own hardware and popular accessories, offering savings of $20‑$50 before the Big Spring Sale begins March 25. The promotion highlights the retailer’s aggressive pricing play to drive early traffic...
"Hey Brian, can you just show us the demo?" Old me: Rollover, say yes, and hop in so I would be 'buyer-centric.' But I'd also know I lost all control of the call and the demo would fall flat, without knowing what...
keep hearing AEs rave about @meetgranola...gong is for managers (and AI summaries are just ok), granola is what the reps actually want
Startups often celebrate high lead volumes while neglecting the quality and follow‑up needed to turn contacts into revenue. The article argues that pipeline hygiene—regular CRM updates, lead scoring, and disciplined nurturing—is the missing link between acquisition and sustainable growth. Real‑world...
Founders: The best objection handling formula: 1. Help me understand..." 2. "What I'm hearing is..." 3. "Other customers had this concern..." 4. "Here's how we addressed it..." 5. "Does that help resolve..." Validate → Empathize → Solve → Confirm"
Founders: Use this exact language post-demo: Based on what we covered is this solution something you'd want to move forward with if we can align on commercial terms? If yes = talk pricing If no = surface real objection No more endless follow ups.
Rebate programs are a cornerstone of B2B pricing, with 78% of companies employing them, yet only 9% can clearly measure ROI. A well‑designed program hinges on four pillars—eligibility, tiered rewards, performance metrics, and governance. Clear eligibility rules focus incentives on...
Become a master wordsmith. Words trigger mental pictures. Mental pictures trigger emotions. Emotions trigger actions. Actions close deals. Stop paraphrasing your buyer. Stop putting your own twist on things. Use THEIR exact words back to them. That's how trust is built.
I keep an index card on my desk and write down the names of trucking companies I see out my window... (Yes, it's weird) I now use @claudeai and @ZoomInfo's MCP integration to help. Let me explain. Every time I pass a...
Top‑performing sellers move beyond surface‑level pain discovery to connect operational problems with strategic business issues that drive measurable value. By framing conversations around business outcomes, firms like GHD Digital achieved a 450% increase in annual recurring revenue and a 32%...
Most sales reps miss quotas because targets are often set on incomplete data or top‑down assumptions. The guide explains what a sales quota is, outlines five common quota types, and offers a step‑by‑step, bottom‑up methodology for setting realistic, data‑driven goals....
BASF announced the purchase of 898,477 shares at an average price of €44.48, bringing its total buyback to 18.48 million shares since November 2025. The move comes as other German firms such as CEWE and Dexus also execute share repurchases, underscoring...
There are two winners in every deal: 1. The seller who won 2. The seller who ejected early and didn't waste time Losing deals is NOT the enemy. Time spent on mediocre deals is the real income killer. The highest-paid sellers don't chase bad deals....
Lincoln Educational Services Corp (Nasdaq:LINC) announced that CEO Scott Shaw and CFO Brian Meyers will present the company’s recent operating success and growth roadmap at the 38th Annual Roth Conference in Laguna Niguel, California. The meeting targets growth‑oriented institutional investors...
Be Curious: 5 Weak and 5 Strong Questions to Ask B2B Customers: Everyone in B2B, whether you're a brand new AI startup founder, an experienced software exec or a customer-facing individual contributor, wants one thing - stronger customer relationships. In...
Lead with The value prop
In 2026 the author argues cold calling is back, delivering half of their qualified opportunities last year. They credit FullEnrich’s 30‑provider waterfall and built‑in search for high‑quality contact lists. The post outlines a three‑step opening framework: a permission‑based greeting, a...
Most prospecting challenges aren’t really about what to say—they’re about how you’re thinking going into the conversation. Sometimes the biggest shift isn’t in your script… it’s in your mindset. Build a Stronger Sales Mindset in 10 Steps https://t.co/iFAnhMWh7e
Pipeline generation isn't a quarterly sprint. It's a daily discipline. 2 hours every single day. No exceptions. No excuses. Your future self will thank you when everyone else is scrambling and you're closing deals from seeds you planted months ago.
Consensus, the leading demo‑automation platform, has partnered with Opine, an AI‑powered technical deal orchestration solution, to create a seamless, buyer‑led technical buying journey for enterprise sales. The integration channels real‑time buyer intent from Consensus demos into Opine’s workflow, giving sales...
Founders: Your deck should have these 3 pricing slides: 1. Core pricing (what you tell everyone) 2. ROI justification (why it's worth it) 3. Special" pricing (10-20% off core) Never show special pricing first. Makes negotiation way easier.
The AI Lily Pond: Are We on Day 29 or Day 30? by @Timothy_Hughes https://t.co/UeYxopffc9 @DLAIgnite #SocialSelling #DigitalSelling #Sales #SalesTips #SalesLeader #Salesforce #Marketing #Leadership #ArtificialIntelligence #Innovation #Technology #Tech #TechNews https://t.co/vons4157DG
Lincoln Educational Services Corp. (NASDAQ:LINC) announced that CEO Scott Shaw and CFO Brian Meyers will present the company’s recent operating success and growth roadmap to institutional investors at the 38th Annual Roth Growth Conference in Laguna Niguel, California, March 22‑24....
Why the data shows that social selling is the new SEO / GEO by @Timothy_Hughes https://t.co/uVT5YMhhva @DLAIgnite #SocialSelling #DigitalSelling #Sales #SalesTips #SalesLeader #Salesforce #SalesEnablement #Marketing #Leadership #SEO #GEO #ArtificialIntelligence #TechNews https://t.co/5PW10TOssf
Why “Fair” is Failing Your Bottom Line by @Timothy_Hughes https://t.co/whKA8tcvsN @DLAIgnite #SocialSelling #DigitalSelling #Sales #SalesTips #SalesLeader #Salesforce #SalesEnablement #RevOps #Marketing #Leadership #MarketingStrategy #MarketingSuccess https://t.co/7wolUn1rvo
BambooBox announced a $6.6 million Series A round led by Peak XV’s Surge to accelerate its Managed ABM Operating System. The platform blends AI‑driven orchestration with forward‑deployed ABM experts, aiming to solve the execution gap that many enterprises face with traditional ABM tools....
The New Sales Ledger: Measuring What Actually Matters in an AI World by @Timothy_Hughes https://t.co/g7iROwk9n0 @DLAIgnite #SocialSelling #DigitalSelling #Sales #SalesTips #SalesLeader #Salesforce #Marketing #Leadership #MarketingSuccess #MarketingStrategy https://t.co/btB1kWxorV
Find accounts actively researching your category and hiring to solve problems YOUR PRODUCT SOLVES - in <4 minutes... No heavy ABM motion, no weird back and forth between marketing and sales. Not properly prioritizing your accounts with signals kills your conversion rates,...
Prime Minister Anthony Albanese and European Commission President Ursula von der Leyen are set to finalise a $110 billion free‑trade agreement between Australia and the European Union in the coming week, with Trade Minister Don Farrell confirming talks are in the...
Pivot for 2026 - will be setting up my prospects and customers with more references. I’m lucky - I’ve worked to bring on 110 net new logos and work with 30 existing customers. We have raving fans here...
Scaling Without the Headcount: How AI is Redefining Sales Efficiency by @Timothy_Hughes https://t.co/DxLm3lfJ1t @DLAIgnite #SocialSelling #DigitalSelling #Sales #SalesTips #SalesLeader #Salesforce #SalesEnablement #Marketing #Leadership #ArtificialIntelligence #TechNews https://t.co/pDWip3t8D7
On March 17, 2026, The Trade Desk disclosed that a growing number of its advertisers are beginning to shop around, allocating spend to rivals such as Amazon DSP, retail‑media networks and direct‑buy platforms. The trend, reported by Digiday, reflects agency...
The company you’re buying GTM technology from should be exceptional at GTM. If they’re not, don’t buy their product.
The best discovery question I ever learned: "What's going on in the business that's driving this to be a priority?" It sounds innocent. But it gets prospects to reveal the boardroom conversations that led to their budget approval.
The post outlines how agencies evolve from a freelancer‑style outbound process—manual lists, custom messages, and founder intuition—to a chaotic, over‑staffed operation, and finally to a scalable outreach machine built on structured targeting, repeatable messaging, and systemized signal tracking. It highlights...
getting mixed feeling, ai agents cold emailing me do a better job personalizing emails than some humans
We sent our best salesperson to Hawaii for a week. First class, Grand Wailea, all expenses paid. He still had to work, but he's AI, so he doesn’t have feelings/say in the matter. Adam Bot has been at RB2B for 6...
