The smallest thing Trigify customers lose on 22 October is the data
Explore how Trigify data changes can affect RevOps workflows, sales pipelines, and revenue intelligence.
Byline
Editorial Team
- Filed
- 27 articles
RevOps & Pipeline
Sales Engagement & Outreach
Your AI calling agent was trained to handle objections. Now it has to hear an opt-out
Learn why AI calling agents must recognize opt-out requests and support compliant sales engagement workflows.
Sales Engagement & Outreach
The FCC let callers choose the opt-out. The risk moved into the sequence template
Explore how FCC opt-out requirements can affect sales engagement, outreach workflows, and sequence templates.
Sales Analytics & Forecasting
The forecast is moving into the meeting platform. What it cannot hear
Explore what sales forecasting tools may miss when forecast signals move into meeting platforms and conversations.
Enablement, Coaching & Readiness
If the CRM has no screen, what is enablement training people on?
Explore how CRM automation changes sales enablement, training, coaching, and readiness when reps rarely use the interface.
CRM & Sales Platforms
The CRM category was renamed. What that changed about your shortlist.
Understand how a CRM category rename can affect platform shortlists, comparisons, and software selection.
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.
Enablement, Coaching & Readiness
Enablement platforms, compared by what reps actually use
The 60 to 70 per cent unused-content statistic behind most enablement business cases traces back to an unreplicated conference-stage remark from 2013, not a study - here is what a real benchmark would need instead.
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.
CRM & Sales Platforms
The true cost of poor CRM hygiene, quantified with your own numbers
The famous figures for the cost of bad CRM data don't survive checking their sources. A model using numbers your own organisation already holds is more useful anyway.
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.