Coaching & enablement
What happens on the call itself, and how teams help reps get better at it.
Once someone answers, the conversation decides the outcome. These posts cover talk ratio, reading sentiment on calls, and what sales enablement looks like when it works.
What Is Sales Enablement? Why Buyers Give Sellers Just 17% of Their Time
B2B buyers give sellers just 17% of their purchase time. What sales enablement is, what the function owns, and the win rate data behind doing it right.
What Is Talk Ratio? Why 46% Is the Number Top Sellers Actually Hit
Top sellers hold a 46% talk ratio while average reps sit in the high 60s. The real talk ratio benchmark by call type, and why it should never be a KPI.
What Is Sentiment Analysis in Sales Calls? Why 72% Accuracy Is the Real Ceiling
What Is Sentiment Analysis in Sales Calls? Top models hit just 72.15% accuracy on benchmark conversation data. What it measures, what it misses, how to use it.
Why Most Sales Enablement Tools Fail (And What Actually Works)
75% of sales leaders barely log into their enablement platform. Learn why most sales enablement tools fail and what actually drives adoption and ROI.