Sales & Marketing Insights

Strategies, insights, and practical guidance to help your B2B sales team close more deals in the AI era.

Intent + Fit Scoring in 2026: A Practical Dual-Score Model (With Examples for PLG, Mid-Market, and Enterprise)

Stop guessing. Run two scores: Fit (should we sell) and Intent (should we sell now). Use a next-action matrix with templates for PLG, mid-market, and enterprise.

June 5, 202616 min read

Salesforce Summer ’26 Made “Agentic CRM” Real. Here Are the 6 Workflows That Actually Book Meetings

Salesforce Summer 26 pushed agentic CRM from talk to workflow. These 6 moves take a lead from sourced to booked. Demand ownership, data grounding, and meeting proof.

Jun 515 min read

Your CRM UI Is Dead: The 2026 Playbook for Slack-First Selling and “Do It For Me” CRM Actions

Dashboards do not ship pipeline. Actions do. Run selling in Slack. Keep the CRM as the record. Add an action layer that turns signals into approvals, handoffs, and booked meetings.

Jun 512 min read

MCP for Sales Leaders: What the Model Context Protocol Changes About Your CRM (and Your Security Risk)

Model Context Protocol for CRM turns your CRM into something an agent can operate. Faster workflows. Bigger blast radius. Control write access, scopes, logs, and approvals.

Jun 514 min read

Cold Email Infrastructure in 2026: The Setup That Actually Moves Inbox Placement

Inbox placement in 2026 runs on infrastructure. Nail DMARC alignment, keep spam complaints under 0.1%, ship one-click unsubscribe. Domains burn slower. Pipeline stays alive.

May 3118 min read

Usage-Based AI Pricing Calculator for Sales Teams (Credits, Actions, Outcomes)

Pipeline math beats pricing vibes. Turn credits and actions into one number: cost per meeting booked. Bake in retries, bounces, re-enrichment, warmup waste, and human review.

May 3115 min read

What Is a Self-Updating CRM? (And What Buyers Should Demand in 2026)

A self updating CRM writes real customer signals into fields. No rep busywork. Demand capture, confidence scoring, dedupe, timeline summaries, next steps, plus logs and rollback.

May 3113 min read

Flex Credits, HubSpot Credits, and the New Tax on “Autonomous Sales”: A CFO-Proof Cost Model

Seat pricing is dead. Flex Credits and HubSpot Credits turn every autonomous step into a bill. Use cost per booked meeting as the unit. Model actions per lead, then actions per meeting. Add spend guardrails or enjoy surprise invoices.

May 3112 min read

The Modern SDR Queue: Fit + Intent + Timing (Without Another Dashboard)

Most SDR queues reward clicks, not meetings. Fix it with SDR queue prioritization that scores fit, tracks intent, weights timing, and ranks work inside the CRM. No extra dashboards.

May 2915 min read

The 2026 Cold Email Teardown Pack: 12 Templates That Don’t Sound Like a Bot

Cold email in 2026 wins on triggers, not fluff. 12 templates by intent level. 90-120 words. One personalization slot. One CTA. Deliverability rules included.

May 2914 min read

Open Tracking Is the New Spam Trigger: What to Measure Instead in 2026 Outbound

Open tracking now signals filters, not interest. Apple MPP and Gmail proxies poison the data. Measure replies, time-to-reply, meetings per 100 delivered, and inbox placement.