Practical writing on B2B sales, call coaching, AI in sales, and what we're learning building DebriefSales.
Every call scoring tool without context awareness creates the same perverse incentive: reps learn to structure calls for the algorithm, not for the customer. Here is why call context is the most important feature in B2B sales coaching, and why almost nobody has built it correctly.
Read the article →Neil Rackham's four question types are powerful. Here is how we have embedded them into DebriefSales's scoring rubric, and the edge cases where rigid methodology misses the point.
Read the article →Not a "which is best" puff piece. A real cost-benefit analysis for a small industrial sales team trying to improve without a $30,000 budget.
Read the article →Why the same transcript should always produce the same scores, and how separating deterministic scoring from coaching language generation achieves this.
Read the article →Most reps review the last note in their CRM and call it preparation. Here is the 5-element briefing structure that actually moves a relationship forward.
Read the article →