The End of Spray-and-Pray Selling

Why Sales Intelligence Is No Longer Optional

After 30 years in enterprise sales, including two decades as Wilson Learning's #1 producer, I've watched the game change completely. The spray-and-pray approach that built careers in the 90s and 2000s is now a guaranteed path to mediocrity. Today's buyers expect sellers to understand their business, their challenges, and their strategic priorities before the first conversation ever happens.

The New Playbook: AI-Driven Sales Strategies for Faster Wins

Guest Blog By Jonathan Moss

Sales today isn't just about persistence. It's about speed, context, and timing. And the truth? Traditional playbooks—static cadences, canned templates, rigid sequences—are stuck in 2015. Enter AI-driven sales plays. These aren't scripts. They're living strategies that adapt in real time based on buyer behavior.

The One Question Every Sales Leader Should Ask After a Forecast Miss

Did we actually know these accounts well enough to forecast them accurately?

I've been in enough post-mortem meetings to know the drill. The quarter ends with a miss. Leadership gathers. Fingers point. Market conditions get blamed. Competition gets scrutinized. Pricing strategies get questioned. But in 20+ years of revenue leadership, I've learned there's one question that cuts through all the noise and gets to the real issue: "Did we actually know these accounts well enough to forecast them accurately?"

From CRM Chaos to Sales Clarity

Why AI Is the Only Way Forward

Let's be honest … CRMs weren't designed for sellers. They were designed for managers. And until now, reps have been stuck playing the world's worst game of data entry. AI changes that. Not because it spits out insights, but because it acts. It does the dirty work sellers hate and frees them up for the work sellers love.

Your AI Sales Tool Is Probably Failing ... And It's Not Your Fault

Learn How You Can Get Sales Intelligence Right

This MIT study paints a sobering picture of AI adoption across business functions, it also reveals that the 5% of organizations successfully implementing AI are seeing transformational results, often extracting millions in value. The difference isn't in the quality of the AI models they're using. It's in their approach to implementation and their focus on solving real business problems rather than chasing the shiny AI tool.

Sales AI Intelligence vs. ChatGPT

Why Generic AI Won't Transform Your Revenue

While 73% of sales professionals use AI tools daily, most rely on consumer platforms like ChatGPT that create serious security risks and competitive disadvantages. This blog explores why generic AI falls short for enterprise sales and how purpose-built Sales AI Intelligence solutions deliver superior results through native CRM integration, complete data isolation, and sales-specific training. Learn the five critical questions every CRO should ask before implementing AI tools, and discover why the future belongs to organizations that choose strategically integrated AI over generic alternatives.

How Top Performing Sales Organizations Use AI

The Intelligence Infrastructure That Wins Deals

Top-performing sales teams don't just work harder or have better products. They've fundamentally transformed how they gather, process, and act on sales intelligence. The organizations that have embraced AI sales intelligence and AI GTM strategies are systematically outperforming their competitors across every meaningful metric.

The 73% Forecasting Gap CROs Face and How AI Closes It

Why traditional sales forecasting methods fail and how AI sales intelligence is dramatically changing revenue visibility

Despite massive technology investments, most CROs struggle with forecast accuracy within 10% of actual results. Traditional methods miss critical information gaps that include incomplete territory coverage, stakeholder identification failures, premature signal dependency, and prioritization paralysis that systematically undermine predictions. Now, AI-driven sales intelligence is transforming forecast accuracy.

The Hidden Revenue Crisis: Why 80% of Your Sales Pipeline Remains Untapped

How AI intelligence agents are helping sales leaders unlock millions in missed opportunities

The uncomfortable truth every sales leader needs to face: Most B2B sales organizations are only capturing 20-40% of their true pipeline potential. The rest? Lost to competitors who spot opportunities you never knew existed. The solution isn't more training or hiring more reps. Leading organizations are deploying autonomous AI intelligence agents that function as strategic teammates.

How AI Tools Are Revolutionizing the Sales Process: From Lead Generation to Deal Closure

Gone are the days when sales was purely about relationship-building and intuition. Today's top-performing sales teams leverage AI to augment human capabilities, making every interaction more strategic, every follow-up more timely, and every pitch more personalized.

Your AI Sales Rep Just Got Promoted (And You Didn't Even Know You Had One)

How B2B sales is evolving from "AI that helps" to "AI that sells"—and why your next top performer might not be human

Remember when "AI in sales" meant a chatbot that could barely answer basic questions? Yeah, those days are numbered.

Your GTM Strategy Is Probably Targeting the Wrong Accounts (Here's How AI Changes That)

Why spray-and-pray is dead and how AI-powered precision targeting is rewriting the B2B playbook

Last month, I sat across from a VP of Sales who looked exhausted. "We hit 147% of our activity goals last quarter," he said. "But only 72% of our revenue target." Sound familiar?