Resources

The playbook for sales teams
that close faster.

Guides, methods and benchmarks for B2B Heads of Sales. Written by operators, not content marketers.

Methods Guides Benchmarks AI & Sales

Guides6 min
What is sales onboarding, and how do you ramp reps faster?
Sales onboarding is the 30-60-90 day ramp for new reps. The plan, the mistakes that keep ramp slow, and why ramp is really won on the first real calls.
September 1, 2026Read →
Guides6 min
What is win-loss analysis, and how do you find the real reason?
Win-loss analysis tells you why you really win and lose deals. Why the reasons most teams record are wrong, how to run it, and where the truth actually lives.
August 27, 2026Read →
AI & Sales7 min
What is AI sales training, and does it actually make reps better?
AI sales training lets reps practice calls against a simulated buyer, get feedback and ramp faster. What it does, what it doesn't, and how to roll it out.
August 24, 2026Read →
Guides5 min
How do you manage a sales team that performs?
Sales team management is a system, hiring, structure, performance, cadence, coaching. The full guide for sales managers, and how calls change the way you pilot.
August 23, 2026Read →
Guides6 min
How do you run a sales call that moves the deal forward?
The steps of a sales call, from preparation to follow-up, and how they spread across a real B2B cycle. The full playbook, and how to hold the steps live.
August 22, 2026Read →
Methods6 min
How do you build an effective sales pitch?
A sales pitch isn't a script you recite, it's a set of arguments you deploy at the right moment. The FAB method, buyer tailoring, and examples.
August 21, 2026Read →
Methods7 min
What are buying signals during a sales call?
A buying signal is a phrase or question that shows your prospect is picturing life with your product. Here's how to spot and act on them live.
August 19, 2026Read →
Methods8 min
How do you apply the Challenger sales methodology on real calls?
The Challenger sales methodology made applicable, the four skills, the six-step teaching pitch with a full worked example, and when it works against you.
August 17, 2026Read →
Methods7 min
What are the different types of sales reps, and which one performs?
The five sales rep profiles from the CEB study, their strengths and weaknesses, the full breakdown, and which profile wins depending on your type of sale.
August 16, 2026Read →
Guides6 min
How do you build a sales dashboard that works?
Building a sales dashboard in 2026, the KPIs that matter, the tools from native CRM to flexible base, and the one line almost every dashboard leaves out.
August 15, 2026Read →
Guides7 min
How do you manage sales performance in 2026?
Sales performance management in 2026, the three families of indicators, the KPIs that matter, the tool stack and the routine that makes a team improve.
August 13, 2026Read →
Guides5 min
How do you choose sales call recording software?
How to choose sales call recording software in 2026, the criteria that matter, why recording is no longer the differentiator, and where live analysis fits.
August 12, 2026Read →
Benchmarks6 min
How much does Gong actually cost in 2026?
Gong pricing explained, the three layers of the bill, what a 10, 25 or 50-rep team pays in year one, and the contract clauses that inflate the total.
August 11, 2026Read →
Benchmarks5 min
How much does Modjo cost in 2026, and what do reviews say?
Modjo pricing in 2026, how the quote is actually built, what a team of 5 to 25 reps really pays, what user reviews say, and what the price does not cover.
August 11, 2026Read →
Benchmarks7 min
What are the best Gong alternatives in 2026?
The best Gong alternatives in 2026, with pricing checked in August, the three cases where you should stay on Gong, and what none of them covers.
August 10, 2026Read →
Methods5 min
How do you respond to "I need to think about it"?
How to respond to the "I need to think about it" objection, with the exact wording to use, the replies to avoid and the read by stage of the buying cycle.
August 9, 2026Read →
AI & Sales6 min
What are the 11 best AI sales tools in 2026?
The 11 best AI sales tools in 2026, ranked by call moment, with pricing verified in August 2026, honest limitations for every tool and the GDPR angle.
August 8, 2026Read →
Methods7 min
How do you close more deals without being pushy?
Closing more deals is not about end-of-call pressure. Posture, framing the first minutes, questions that guide the decision and objections read as emotions.
August 7, 2026Read →
Guides7 min
When should you make your first sales hire, and how do you get it right?
Your first sales hire is decided before the job post. The three proofs to gather, the founding AE profile, the classic casting mistakes and the first 90 days.
August 6, 2026Read →
AI & Sales7 min
AI sales assistant: agent, copilot or real-time coach, which one do you need?
An AI sales assistant can call prospects for you, analyze your calls afterwards, or help your reps during the conversation. The three families, and how to choose.
August 5, 2026Read →
Methods7 min
Which sales closing techniques actually work? Buying signals, scripts and data
Won and lost closing calls look almost identical: the real sales closing techniques live elsewhere. Buying signals, scripts and data to close more deals.
August 4, 2026Read →
Methods10 min
How do you handle the "too expensive" price objection?
How to handle price objections, with the six cases behind "it's too expensive", the word-for-word scripts, the discount guardrails and the mistakes to avoid.
August 1, 2026Read →
Methods7 min
How do you run a great discovery call? Framework, questions and mistakes to avoid
A great discovery call follows a six-block framework over 20 to 30 minutes: the minute-by-minute structure, the questions, the follow-ups and the rookie mistakes.
July 31, 2026Read →
Methods7 min
The MEDDIC framework, and why qualification happens during the call
MEDDIC explained letter by letter: the exact questions to ask on a call, the red flags that expose a fragile deal, and how to roll it out across your team.
July 30, 2026Read →
Methods8 min
The sales coaching cadence top sales leaders run every week
The complete sales coaching cadence: weekly 1:1s, a 30-minute team meeting, separate pipeline reviews and monthly call reviews, with minute-by-minute agendas.
July 29, 2026Read →
Methods9 min
How to increase your close rate: the levers that actually work in B2B
How to close a deal in B2B, the six-step sequence, the five levers that lift your close rate, and what changes on a deal with several decision-makers.
July 27, 2026Read →
AI & Sales8 min
The AI sales stack in 2026: what to buy by team size, with real prices
The average sales stack costs $187 per rep per month and still misses one brick. Here is the AI sales stack by team size, with real prices from our own agency.
July 26, 2026Read →
Guides14 min
Sales Call Coaching in Real Time: The Copilot That Helps Your Reps Mid-Call
Sales call coaching that works in real time: an AI copilot helps your reps during the call, not after. Objections, buying signals, ramp time, GDPR.
July 25, 2026Read →
Benchmarks8 min
Gong vs Chorus: the honest 2026 comparison (and what both miss)
Gong vs Chorus in 2026: features, real pricing, strengths, and the one thing both miss. A straight comparison to pick the right conversation intelligence tool.
July 24, 2026Read →