Blog
Notes from
the machine room.
Short, opinionated writing on sales behavior, call analysis, coaching, and why sales software has measured activity instead of conduct.
Start here
What is behavioral sales intelligence?
Sales software has measured activity for thirty years. This is the category built around measuring conduct instead.
Read the guide →CRM data vs sales behavior
The record is a lossy compression of the behavior. The parts it discards are the parts that predict outcomes.
Read →All writing
CRM data vs sales behavior: what's the difference?
A CRM stores a summary someone typed after the fact. Behavioral data is what actually happened.
Read →How to identify a deal at risk before it stalls
Six behavioral signals that predict a stall weeks before the close date moves — and what to do about each.
Read →Why sales forecasts fail when CRM data is stale
Forecast error is rarely a modelling problem. It is inherited — and it compounds rather than cancels out.
Read →What an AI Sales Operating System actually is
CRM is a database. Conversation intelligence is a recorder. Neither one does the job — and the gap between them is where every rep loses their week.
Read →CRM adoption was never a training problem
Twenty years of enablement, required fields, and manager nagging have not moved the number. That should have told us something.
Read →Five CRM automation workflows worth building
Most CRM automation projects automate the notifications and leave the typing. Here are the five that actually return time.
Read →How to automate sales follow-ups
Automated follow-ups fail for one reason — they reference nothing that happened. The fix is not better templates.
Read →Conversation intelligence is not the product
Recording and analyzing calls is a commodity now. The value was never the insight. It was whether anything happened next.
Read →One essay a month. Nothing else.
No product announcements, no webinar invitations, no drip sequence.
Request access →