AI in Go-to-Market Is Only as Strong as the Data Behind It
Revenue leaders are rapidly embedding AI and large language models into every stage of the go‑to‑market (GTM) process, from lead scoring to workflow automation. However, Cognism’s research reveals that 75% of these leaders view data quality as their biggest obstacle, with outdated or fragmented records skewing AI outputs. The study highlights rapid data decay—over half of C‑suite information becomes inaccurate within two years—and a shrinking 90‑day decision window for new executives. Companies that first invest in a unified, continuously‑validated data foundation are the ones seeing tangible AI‑driven revenue gains.
The Revenue Impact of Human-Centered AI
Sales teams are inundated with AI dashboards that sit outside the flow of work, limiting impact. Highspot’s human‑centered AI, embodied in Deal Agent and AI Role Play, embeds real‑time insights and guided practice directly into sellers’ workflows. While 77% of...
If the Price Is Right: Four Key Pricing Strategies to Optimise Trade Plans
Understanding price elasticity is essential for optimizing trade plans. By applying econometric models to gauge both shelf‑price and promotional elasticities, retailers can classify products into four pricing strategies: Hi‑Lo Promoters, Price Leaders, Margin Builders, and Price Disrupters. Each strategy dictates...
CRM Benefits: 10 Ways CRM Improves Team Performance
Customer relationship management (CRM) systems consolidate fragmented customer data into a single source of truth, enabling sales, marketing, and support teams to work more cohesively. Real‑time pipeline visibility, automated lead scoring, and AI‑driven reminders accelerate deal cycles and improve conversion...
The BDR Road Trip: How Business Development Reps Are Reaching Out To Prospects
A new 6sense study of 872 business development representatives reveals that timing errors still drive 78% of prospect rejections, but account‑prioritization tools can lower that rate to 65%. Multithreading—engaging multiple stakeholders—remains widespread, with two extra personas delivering the strongest quota...
Multithreading in Sales: The B2B Selling Framework
Multithreading in B2B sales replaces the outdated single‑thread approach by engaging multiple stakeholders early in the buying committee. By mapping the full decision‑making group, sellers expose weak support, align messaging to each role’s pain points, and improve forecast accuracy. AI‑powered...
Enhancing Zoho MCP with Verticals and Payments Integration
Zoho has expanded its Multi‑Channel Platform (MCP) with two new API suites—Zoho Verticals and Zoho Payments. The Verticals tools let AI agents programmatically create and manage CRM modules, fields, roles, and profiles, while the Payments suite covers the entire transaction...
People Buy for Their Reasons, Not Yours (Money Monday)
The Money Monday episode of the Sales Gravy Podcast argues that buyers decide primarily on emotion, then rationalize with logic. Experiments with wine price tags and store music illustrate how subconscious cues shape preferences. Salespeople who open with features and...
RevOps Roundup: Week 16, 2026
The RevOps Roundup for week 16 highlights fresh research and thought leadership across AI trust, incentive‑comp execution, and GTM analytics. A survey of 2,000 leaders shows that data‑security and explainability concerns are preventing 75% of revenue teams from realizing AI‑driven win‑rate...
Sales Software in 2026: How to Pick the Best
Sales reps spend just a day and a half each week on actual selling, with 60% of their time lost to admin tasks. G2’s 2026 Best Sales Software list saw a 60% turnover, highlighting a market shift toward tools that...
Compliance Is Now the Key to Higher Contact Rates in Outbound Calling
In 2026 outbound teams are treating compliance as a growth lever rather than a mere legal safeguard. Real‑time enforcement of consent, DNC and pacing rules directly improves contact rates, dialing stability and carrier reputation. Salesforce excels at documentation but cannot...
Power in Negotiation: Examples of Being Overly Committed to the Deal
The article warns that negotiators often fall into an escalation‑of‑commitment trap, illustrated by three real‑world cases—a Boston couple’s home sale, a car buyer forced to negotiate in person, and a telecommuter dealing with a carpenter. It explains how one side...
How to Follow Up Without Sounding Desperate
Mark Hunter warns salespeople that generic "just checking in" follow‑ups signal desperation and kill deals. He advocates delivering new, concise value in every touch—whether an industry tip, a best‑practice insight, or a tailored observation. Hunters’ "10‑list" method encourages reps to...
I Evaluated the 10 Best Lead Scoring Software in 2026
The article evaluates the ten best lead‑scoring platforms for 2026, ranking tools such as Agentforce Sales, Apollo.io, ZoomInfo, ActiveCampaign, and 6sense based on G2 user reviews and criteria like scoring precision, integration depth, and actionable output. Automated lead scoring can...
How MAN Truck & Bus Is Shaping the Future of Sales with Salesfive
MAN Truck & Bus has rolled out SalesMAN, a Salesforce‑based digital sales platform that unifies leads, quoting, orders and delivery across its commercial‑vehicle business. Built with MuleSoft integration to SAP and telematics, the system delivers end‑to‑end visibility and supports new services...
What Is Personal Selling? Types, Examples, & More
Personal selling—direct, one‑on‑one outreach—remains the primary driver of high‑value B2B deals in 2026 despite the rise of AI‑generated emails and chatbots. Buyers now receive over 120 sales emails per week, filtering out automated noise and responding only to tailored, human...
The Power of Relaxed Assertive Confidence
Relaxed assertive confidence is the calm certainty that an ask will be answered with a yes, separating top sales performers from those who hesitate. Vera Stewart exemplifies this mindset, securing a refrigerated truck and a TV syndication deal by asking...
Sales Training for Manufacturing: 7 New Essentials
Manufacturing sales teams face informed buyers, longer cycles and rapid AI adoption, prompting a shift from product‑centric training to consultative, customer‑focused selling. While 71% of reps already use AI tools, the technology magnifies existing skill gaps, especially in discovery and...
Bissett Bullet: Know When You’re Beaten … For Now
Martin Bissett advises sales professionals to deem a prospect dead after three unanswered contacts spanning roughly a month. He argues that persisting beyond this point drains valuable time and resources, even though the lead might revive later. The recommendation includes...
Price Increase Email Template: 10 Ready-to-Use Examples for Every Situation
The article offers a collection of ten ready‑to‑use price‑increase email templates for SaaS, freelancers, agencies, service firms and e‑commerce brands. It outlines when to send the notice—at least 30 days in advance—and the five non‑negotiable elements each email must contain,...
Fleet Launches Inaugural Partner Program As It Adopts A 100 Percent Channel Sales Model: Exclusive
Fleet Device Management announced its inaugural partner program, shifting to a 100% channel‑sales model where every deal is routed through a reseller or service provider. The program offers two tracks—reseller and services—along with training, certification, deal registration and higher margins....
Orchestrate ABM Around Main Characters, Not Extras: Lessons From B2BMX
At B2B Marketing Exchange 2026, LiveRamp’s Ed Vander Bush and Influ2’s Doug Madey urged marketers to treat individual decision‑makers and hidden stakeholders as the main characters of ABM, not the entire account. They argued that synchronizing marketing and sales around real‑time...
DIGIDECK Demonstrates the Organization-Wide Impact of Managed AI with Navi
DIGIDECK has deployed GrowthIQ’s Navi, a managed AI orchestration platform, across its sales and customer‑success teams. The system integrates Salesforce, Zoom, Google Drive and internal knowledge bases to deliver real‑time pipeline insights, coaching, and upsell planning. In Q1 2026 the deployment...
Individual Differences in Negotiation—And How They Affect Results
A Harvard‑based study led by Hillary Anger Elfenbein found that individual differences explain roughly 49% of the variance in negotiators’ performance and satisfaction. The research categorizes these differences into personality traits, cognitive‑emotional‑creativity factors, and underlying motivations. Extroversion, mood, openness, cognitive complexity,...
How Portland Leather Goods Did $1M in Sales in 20 Days on TikTok Shop Thanks to an Affiliate Blitz
Portland Leather Goods catapulted its TikTok Shop sales from roughly $1,200 a day to a $100,000 peak after launching a seven‑day affiliate blitz in March. By recruiting about 500 creators who posted 3,800 videos and amassed 13 million views, the brand...
ZoomInfo Data Enrichment: About It & When To Look Elsewhere
ZoomInfo remains the go‑to B2B data‑enrichment platform for large North‑American enterprises, offering a database of over 250 million contacts and 100 million companies. Its subscription‑plus‑credit pricing starts around $15,000 per year but can quickly climb into six‑figure enterprise contracts as credit consumption...
Negotiating Beyond Price: How Strategic Account Leaders Drive Long-Term Value
Strategic account leaders face growing complexity as B2B buying groups expand to around ten decision‑makers and deeper approval chains. Traditional negotiation models, built for single‑event deals, miss the pre‑deal conversations that shape outcomes. Shapiro Negotiations Institute proposes a three‑discipline model—preparation,...
The Enrichment Stack that Actually Works: Why GTM Teams Are Running Clay and Openprise Together
GTM teams are pairing Clay’s rapid prospect‑list building with Openprise’s data‑orchestration to turn enriched leads into clean, usable records. SDRs use Clay to pull from multiple sources, enrich, and export lists in minutes, while Openprise automatically deduplicates, standardizes job titles,...
Why TikTok Is the New Battleground for FMCG Sales
TikTok Shop is emerging as a dedicated social‑commerce channel for fast‑moving consumer goods, leveraging its discovery‑led format to turn viral videos into purchases. Ninety‑three percent of users engage with the shop feature and 88 % discover new brands, while a two‑click...
Outreach to Lead the Future of Interconnected AI Agents for Revenue Teams
Outreach announced its AI‑driven revenue orchestration platform is now available on Salesforce AgentExchange, the unified marketplace that blends AppExchange, Slack and Agentforce. The integration lets sales and revenue teams access Outreach’s AI agents directly within existing Salesforce and Slack workflows,...
3PL Marketing Spend Efficiency Diverged Dramatically in Q4: LeadCoverage
LeadCoverage’s Q4 2025 Supply Chain Growth Index reveals a stark split in 3PL marketing efficiency, with the median Logistics Growth Efficiency Ratio (LGER) dropping to $4.84 of pipeline per marketing dollar. While the average LGER sits at $25.74, the range...
What Is AI Sales Enablement for Industrial Automation?
Industrial automation firms face lengthy sales cycles as customers demand instant, technical answers. AI sales enablement integrates data, insights, and automation into a single platform, giving sales engineers rapid access to pricing, specifications, and compliance information. The technology adds predictive...
You Can’t Scale What You Don’t Practice: The Case for AI Role Play
Sales organizations struggle to adopt role‑playing, yet it’s essential for scaling performance. The article likens sales drills to athlete and pilot training, showing how repeated practice builds confidence, focus, and stress resilience. It argues that generative AI can serve as...
How AAC Increased Revenue by 75%, ROI by 55% with WhatsApp Marketing
Arabian Automobiles Company (AAC), Nissan’s exclusive distributor in the UAE, partnered with Omnicom Media MENA and 360Dialog to replace traditional website lead forms with click‑to‑WhatsApp ads. The conversation‑led approach fed authenticated leads directly into AAC’s CRM, enabling real‑time engagement and...
How Sales Leaders Build Pipeline (Without Adding Headcount)
Sales leaders face pressure to grow pipeline without adding headcount, as buyer behavior shifts and hiring costs rise. Traditional volume‑driven models are delivering high activity but low conversion, eroding forecast confidence. High‑performing teams now prioritize seller capacity, account‑based outreach, and...
How to Get to the C-Suite Without Burning Your Existing Relationships (Ask Jeb)
Account manager Jeremiah Wren faces pressure to engage CEOs, CIOs, and other C‑suite leaders about AI, yet 75% of his 270 accounts lack executive contacts. He worries that bypassing his mid‑level contacts could damage those relationships. The article advises treating...
Why Most GTM Teams Are Working Harder and Falling Further Behind
Go‑to‑market (GTM) teams are expending more effort yet missing revenue targets because many remain stuck in low‑maturity stages. Highspot’s GTM Maturity Model identifies three stages—Reactive, Structured, and Connected—showing how operational maturity unlocks AI impact and consistent execution. Teams in the...
How to Stress-Test Pricing Strategies Before the Market Does
High‑performing pricing teams now stress‑test strategies before launch, using data‑driven scenario modeling to gauge margin, volume, and customer reactions. They move beyond static cost‑plus assumptions, incorporating price‑sensitivity segmentation and sales‑execution checks. This proactive approach turns pricing into a risk‑management discipline,...
Conversational CRM: What It Is and Why It Matters
Conversational CRM blends real‑time messaging, AI, and traditional customer data to let teams manage relationships directly within the collaboration tools they already use. By automatically capturing emails, chats, and SMS, the approach eliminates manual data entry and surfaces insights through...
HubSport Launches Spring 2026 Release
HubSpot announced its Spring 2026 release, adding over 100 new and updated products aimed at AI‑enhanced go‑to‑market operations. The flagship HubSpot AEO tool extends SEO into answer‑engine optimization for platforms like ChatGPT, Gemini and Perplexity. New assistants—including Breeze Assistant, Prospecting Agent,...
AutoRaptor Launches AI Voice Agent
AutoRaptor, a CRM provider for independent auto dealerships, unveiled its AI Voice Agent, a fully automated conversational system that answers inbound calls, qualifies prospects, captures lead details, and schedules appointments. The agent instantly identifies caller intent, routes queries, and logs...
The CCaaS Opportunity Ahead: How Vendors Can Lead the Next Wave
The contact‑center‑as‑a‑service (CCaaS) market remains a core platform for CX organizations, delivering telephony, omnichannel orchestration, and session management. While AI is emerging as the intelligence layer, it relies on CCaaS for channel transport and data flow. Vendors must expand the...
Demandbase AI Now Available for Modern GTM Teams
Demandbase unveiled Demandbase AI at its April 14 conference, positioning it as the first AI‑first platform built for modern go‑to‑market (GTM) teams. The solution leverages proprietary Context Intelligence to filter noisy signals and align account data with pipeline objectives. New...
Attracting Clients Vs. Selling to Them
Accounting firms struggle to grow, with half reporting difficulty creating opportunities and 25% lacking closing skills. The article argues that firms should abandon pushy selling and instead attract clients by demonstrating expertise and building genuine relationships. By positioning themselves as...
Beyond the Cart: How to Generate B2B Leads for Your Store
Retailers moving from consumer‑focused sales to B2B must redesign their storefronts, pricing, and sales processes. By segmenting prospects—from small firms spending around $625 per order to large corporations that can spend $62,500 in a month—stores can tailor messaging and offer...
Zig.ai Launches Zigscribe: The AI Employee That Turns Sales Meetings Into Action
Zig.ai unveiled Zigscribe, an AI‑driven "employee" that turns sales meetings into immediate action. The tool listens in real time, drafts follow‑up emails, updates CRM records, creates next‑step tasks and schedules future meetings without human prompting. By consolidating these functions into...
From Missed Leads to Measurable Growth: How The Tax Guys Transformed Their Client Acquisition with AI
The Tax Guys, a UK accounting firm, adopted Hannah AI, an AI‑driven lead‑engagement tool, to address slow response times to inbound enquiries. Since its April 2025 rollout, the bot has handled 128 leads, replying within 30 seconds and automatically scheduling...
The Value of Post-Mortem Sales Analysis
Industrial sales leaders are urged to adopt post‑mortem sales analyses to turn lost deals into strategic insights. Because industrial transactions involve long cycles, multiple stakeholders, and high values, each loss represents a costly experiment that must be examined. A structured...
How AI-Driven Personalization Is Reshaping B2B Sales Conversions
Agentic AI is now used by nearly 80% of enterprises, enabling real‑time, hyper‑personalized B2B sales journeys. While pilots show promise, scaling faces data accuracy, security, and buyer‑journey challenges. Experts recommend focusing on first‑ and zero‑party data, selecting the right AI...
The Star Wars Negotiations and Trust at the Negotiation Table
In October 2012 Disney announced a $4.05 billion acquisition of Lucasfilm, split evenly between cash and stock, after a year‑and‑a‑half of direct negotiations with founder George Lucas. CEO Robert Iger personally led the talks, using trust‑building tactics such as high‑level involvement, patience, and...