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.
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Editorial Team
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- 21 articles
RevOps & Pipeline
CRM & Sales Platforms
How Long It Actually Takes to Replace a CRM
See what really determines CRM replacement timelines, from data migration and integrations to process redesign, testing, training, and user adoption.
Sales Engagement & Outreach
The Prospecting Data Reckoning Started on 1 August
Explore how new prospecting data rules are reshaping B2B outreach, data sourcing, consent, compliance, targeting, and sales prospecting practices.
CPQ, Billing & Deal Management
Outcome Pricing Is Quietly Breaking the Forecast
Explore how outcome-based pricing disrupts revenue forecasting, deal predictability, margins, pipeline assumptions, and traditional sales planning models.
Intent Data & Buying Signals
What happens before a seller is contacted, and what the evidence actually shows
Explore what buyers do before contacting a seller, the signals they leave behind, and what evidence really shows about modern B2B buying behaviour.
Revenue & Conversation Intelligence
Conversation intelligence: what the coaching signal is actually based on
Some of the metrics on a conversation intelligence dashboard are arithmetic on a transcript, some are model output, and some are vendor benchmark claims with no published method behind them - and the interface shows all three as equivalent numbers.
Sales Engagement & Outreach
Sales engagement platforms, compared on deliverability controls
The published mailbox provider requirements from Google, Yahoo and Microsoft, exactly what each demands, where they diverge, and the eleven controls a sales engagement platform should be scored on before feature count enters the conversation.
RevOps & Pipeline
Does the sales stack pay for itself? What the published evidence supports
Almost every sales tooling ROI claim is correlational, self-reported and published by the vendor selling the product. Three findings survive a stricter filter, with the sample size and limitation attached to each.
CRM & Sales Platforms
Salestech acquisitions: what the June and July deals mean for existing customers
Salesforce's acquisitions of Fin and m3ter and HubSpot's Revenue Hub launch all point at the same problem: pricing and billing models that fixed-term subscription tooling was never designed for.
Sales Analytics & Forecasting
Forecasting tools, compared by the data they require
Forecasting tools are sold on the model and fail on the data. Every major vendor publishes a minimum data requirement, the minimums vary by an order of magnitude, and most buyers never check their own numbers against them.
AI Selling & Sales Agents
The AI SDR reality check: what to ask before you buy
The most over-promised category in B2B software, tested against five questions - including the mailbox-provider volume thresholds Google, Yahoo and Microsoft actually enforce - that separate what survives contact with a real territory from what only works in the demo.
Enablement, Coaching & Readiness
How long does onboarding a new rep actually take
Account executive ramp time is at a record high and SDR ramp time is at a fifteen-year low, according to the same publisher's two current benchmark editions - and the divergence is the actual finding.
Intent Data & Buying Signals
Intent data, decoded: what the signal can and cannot tell you
Intent data tells you which accounts show a pattern of behaviour that correlates with being in-market, not which accounts are actually in-market - a distinction that explains most of the disappointment with the category.
Intent Data & Buying Signals
What proportion of intent-flagged accounts convert
No vendor, analyst house or academic source has ever published what proportion of intent-flagged accounts actually convert - the one figure that would prove the category’s core promise.
CPQ, Billing & Deal Management
Where deals die in the approval process
There is no credible published data on approval cycle time, discount thresholds or CPQ success rates - which is itself the finding, and exactly where to start instrumenting your own process.
RevOps & Pipeline
Why your pipeline review keeps lying to you
Forecast inaccuracy is usually blamed on rep optimism, but a forecast that's wrong in the same direction every quarter is a system problem, not a psychology problem - and four of the fixes cost nothing but agreement.
AI Selling & Sales Agents
Where AI selling tools get switched off, and why
The published data doesn't show teams abandoning AI selling tools. It shows something more useful: gains that are real early in the funnel and close to zero once a deal is actually live.
Partner, Channel & Ecosystem
Nearbound in practice, and the quiet retirement of the word
Nearbound.com now redirects to a page that does not use the word nearbound. The label has turned over twice in four years; the questions a partner organisation actually has to answer have not changed at all.