Sales insider
Sharp, practical thinking on momentum, questions, and the craft of the conversation.
Your buyer has already asked AI. Now they’re asking you.
Buyers are using AI before they ever speak to sales. Here’s why that makes accurate, live support during the meeting more important than ever.
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The Most Expensive Words in B2B Sales May Be “I’ll Get Back to You"
Use this 12-question B2B meeting stress test to see whether your sales team can answer difficult buyer questions clearly, credibly, and before confidence slips.
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Europe’s AI sales market is changing. Customers are better prepared
The next AI sales tools will not just summarize meetings. They will help sales professionals apply their judgment while the conversation is still live.
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The meeting you're not in
In complex B2B sales, the decision is made in conversations you'll never witness. Here is what your champion actually needs from you before they leave the room.
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Why complex B2B deals stall — and how to stop it
Most deals don't die because of price. They die because momentum was lost in a meeting where the sales professional couldn't answer a question fast enough.
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Caught between customer expectations and sales process
Buyers demand more ROI clarity, personalisation, and education than ever. Yet sales professionals spend only 40% of their week actually selling. Something has to give.
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"Good" sales meetings don't mean a deal
40–60% of qualified B2B opportunities end in no decision. Engagement doesn't equal commitment — here's what actually moves deals forward.
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AI won't replace sales professionals. It will make judgment matter more.
The replacement narrative around AI in sales misses what's actually happening. The real shift is a rising premium on human judgment.
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"Too expensive" is usually not a price objection
When buyers say a solution is too expensive, they're rarely talking about money. Here's what they're actually telling you.
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