Google's NotebookLM is opening up new UI/UX ideas for AI and makes a fantastic tool for B2B sales teams looking to bring execs, SDRs, CSMs quickly up to speed with an account and their strategy.

Gartner prisms show AI use cases across two dimensions - business value and feasibility.

In this prism they look at AI use cases in B2B sales including sales forecasting, territory optimisation and guided conversations.

As the summer break comes to a close, here's a look at who I work with and how the pipeline pyramid provides the foundation for helping your sellers hit their targets in the second half of the year.

Too much enablement is digital today - relying on sellers to actively seek out content about personas, industries and customer stories.

In this post I walk through some analogue enablement ideas to help bring your offices to life and support your sellers in their work.

Claude Projects help accelerate and expand your seller's ability to research an account and craft a unique perspective for their outreach.

In this post I'll walk you through the prompts step by step.

As AI picks up increasing parts of the sales person’s role - what does it take to be a human sales person?

In this article I look at the importance of business acumen, spatial awareness and project management in delivering value to your customers in their buying process.

SDRs and AEs can improve their success by stopping aiming directly at the pin, and instead thinking about the people around their target buyer that are trusted and will provide valuable endorsements.

The outreach bullseye template helps SDRs and AEs to evaluate and prioritise possible routes to prospect into their target accounts.

Its too easy to fall into an internally-focused view of our prospecting channels. Inbound, outbound, nearbound, inbound-led outbound….

If we put our customer at the centre of the process we look at things in a very different way and start to align our efforts.

Before you push your new customer campaign out to sellers as a sales play, you need to translate it for the new audience - your SDRs and AEs. In this post I’ll walk you through my approach.

What is the value that your SDRs are taking out to their prospects in their outreach? A webinar or product datasheet is not a valuable offer.

In this article we’ll look at what makes a valuable offer and how to arm your SDRs with something that buyers would feel stupid to say no to.

Two recently published books for RevOps leaders to get their heads into.

Both books highlight the need to focus on your customer’s experience as they travel through your go-to-market teams, systems and processes.

Bridge Group’s 2024 SaaS AE Metrics Report is out and provides fantastic insight for CROs and revenue leaders on the evoling trends in B2B SaaS go-to-market. Check out my five essential learnings.

Developing strategic account plans is a cross-functional task - if you allow marketing, sales and CS to create their own its a one way ticket to Silo City.

Here is an approach to developing account plans to drive action and lead to closed deals.

A sales playbook is a series of repeatable steps that gives you the best chance of a positive outcome,

So says Matt Rosenberg or Grammarly in this week’s 20Sales interview.

I dive into playbooks in more detail and guide you on how to build your own.

SDRs are having fewer quality conversations per day, and AEs at Outreach and Salesloft are struggling to meet quota.

Is this the end of the role of the SDR as companies take control of their buying process?

Choosing the wrong pricing model can kill your business. But its not a simple choice.

In this article I look at common challenges for seat based and usage based pricing models.

Virality is not just a Product Led Growth Strategy. Enterprise products can encourage happy users to promote, share and bring in new users. In this article I give you five ideas to get started.