Buying groups, and the four places your CRM data model breaks
Learn how buying groups expose four common CRM data model gaps across RevOps and sales pipelines.
SalesTech, RevOps and the number
The revenue engine, covered.
Original reporting on sales technology, RevOps and the systems behind the number - written for the people who carry it.
Read the latest10Standing desks
The desks
- AI Selling
- Engagement
- Rev Intelligence
Across the ten desks · 21 filed
Latest coverage
How Long It Actually Takes to Replace a CRM
The Prospecting Data Reckoning Started on 1 August
Outcome Pricing Is Quietly Breaking the Forecast
What happens before a seller is contacted, and what the evidence actually shows
Conversation intelligence: what the coaching signal is actually based on
Enablement platforms, compared by what reps actually use
Sales engagement platforms, compared on deliverability controls
What we cover
10 standing beats
10 desks across the revenue stack
Each desk is a standing remit rather than a tag applied after the fact - follow the part of the stack you actually own.
- AI Selling & Sales Agents
Autonomous SDRs, AI copilots and deal intelligence - what works at volume and what does not.
Autonomous SDRs · AI copilots · Deal intelligence
LatestThe AI SDR reality check: what to ask before you buy2 pieces filedOpen the desk → - Sales Engagement & Outreach
Sequencing, cadence and multichannel prospecting, and the deliverability question underneath it.
Sequencing · Cadence management · Multichannel prospecting
LatestThe Prospecting Data Reckoning Started on 1 August2 pieces filedOpen the desk → - Revenue & Conversation Intelligence
Call and deal analytics, coaching signals and risk detection.
Call analytics · Deal analytics · Coaching signals
LatestConversation intelligence: what the coaching signal is actually based on1 piece filedOpen the desk → - CRM & Sales Platforms
The system of record, data hygiene and the cost of a badly maintained CRM.
System of record · Data hygiene · CRM administration
LatestThe CRM category was renamed. What that changed about your shortlist.4 pieces filedOpen the desk → - RevOps & Pipeline
Pipeline management, GTM operations and the systems that hold a revenue org together.
Pipeline management · GTM operations · Territory and lead routing
LatestBuying groups, and the four places your CRM data model breaks3 pieces filedOpen the desk → - Intent Data & Buying Signals
Intent, first-party signal and account prioritisation - what the data can and cannot tell you.
Intent data · First-party signals · Account prioritisation
LatestWhat happens before a seller is contacted, and what the evidence actually shows3 pieces filedOpen the desk → - Enablement, Coaching & Readiness
Content, onboarding, certification and the technology of making reps better.
Sales content · Onboarding · Certification
LatestEnablement platforms, compared by what reps actually use2 pieces filedOpen the desk → - CPQ, Billing & Deal Management
Quoting, contracts, approvals and the deal desk.
Quoting · Contract management · Approval workflows
LatestOutcome Pricing Is Quietly Breaking the Forecast2 pieces filedOpen the desk → - Partner, Channel & Ecosystem
PRM, nearbound motions and revenue that arrives through someone else.
PRM · Nearbound motions · Channel partnerships
LatestNearbound in practice, and the quiet retirement of the word1 piece filedOpen the desk → - Sales Analytics & Forecasting
Quota, territory, compensation and forecasts that survive contact with the board.
Quota setting · Territory planning · Compensation design
LatestForecasting tools, compared by the data they require1 piece filedOpen the desk →
What the desks are reading most
Selected by our editors
The weekly brief
One email a week on the revenue stack: what shipped, what it changes, and what is being quietly switched off.
Free to read.
What’s inside
- Platform and policy changes that affect measurement
- What the research desk is finding, before it publishes
- New reports and studies as they go live
Issued weeklyFree to read
Colophon
Why this publication exists
- 01Original work only.
Researched and written by our editors. No republished press releases.
- 02Written for the number.
Every piece connects to pipeline, cycle time, win rate or rep productivity.
- 03Independent of vendors.
Coverage is never for sale. Sponsored content is always labelled.
Work with the publication
Commercial work is held to the same editorial standards as our coverage, and all of it is disclosed to the reader.
All services →