Insights on AI-driven sales and marketing strategy. Topics include intent data, predictive analytics, account-based marketing, and aligning revenue teams around AI-powered buyer intelligence.
Gartner just handed answer engine optimization to Communications. Their own numbers describe a buyer-behavior problem Marketing and Revenue haven’t staffed for yet.
Dark social isn’t a measurement gap — it’s the Silent Committee™ at work. Here’s the structural condition underneath it and what revenue teams can actually do about it.
Sales enablement in the AI era starts before the first call — inside the 70% of the buyer journey your team never sees.
Your website passes your team’s review. It does not pass the buyer’s. And it does not pass the AI copilot’s.
Most go-to-market teams are building pipeline on deals that have already been decided. Not formally. Not visibly. But the perception of who belongs on the shortlist formed weeks ago.
The B2B buying process changed three years ago. Most organizations are still designing GTM motions around the version that no longer exists.
When buying committees evaluate vendors, trust questions get answered in side conversations long before formal evaluation begins.
By the time your funnel registers it, the outcome is settled.
In buying, decisions rarely hinge on a dramatic yes or no. They dissolve into a shared sense of comfort long before anyone is asked to approve.