All Articles About Sales

Shifting Role of Sales Management in the Agentic AI era

Agentic AI is transforming sales management by automating routine tasks, optimizing deal execution in real time, and delivering personalized coaching. Instead of spending time on administrative oversight, sales managers can now focus on strategic leadership, leveraging AI-driven insights to enhance forecasting, refine sales strategies, and scale team performance. Rather than replacing managers, AI empowers them to shift from reactive oversight to proactive decision-making, redefining the future of sales leadership.

Maneesh Joshi

March 28, 2025

Revolutionizing Sales: How AI is Redefining Human-Centric Strategies

AI is presented as a transformative force in sales, one that enhances rather than replaces human-centered strategies. Tools like salesDNA's Ziggy are highlighted for their ability to automate routine tasks, thereby freeing sales teams to concentrate on relationship development and strategic decision-making. AI's capacity to provide data-driven insights enables the optimization of sales processes, prediction of deal outcomes, and improvement of team collaboration. The integration of AI is deemed crucial for contemporary sales, fostering meaningful relationships and sustainable growth, and ultimately cultivating a more human-focused sales approach.

Maneesh Joshi

March 21, 2025

Super-charging B2B Sales with AI

Scaling B2B sales teams faces challenges like uneven performance, deal-centric management, data-to-action gaps, and inequitable resource allocation, leading to missed quotas and high turnover; however, AI-powered revenue intelligence tools, such as salesDNA with its AI agent Ziggy, address these issues by automating data acquisition, providing actionable insights, and generating dynamic coaching guides, transforming sales from an art to a data-driven science, resulting in significant cost savings, reduced churn, and increased revenue.

Maneesh Joshi

March 14, 2025

From Closing Deals to Building Teams: The New Sales Playbook

Sales leadership is shifting from a purely deal-centric focus on pipeline and revenue to a human-centric approach that prioritizes team development. The best leaders integrate both—CROs balance high-impact deals with sales team support, sales leaders drive revenue while equipping managers with tools and training, and front-line managers close deals while personalizing coaching to elevate performance. The future of sales success lies in leveraging data-driven insights, fostering sustainable growth, and creating a culture that values both deals and people for long-term excellence.

Maneesh Joshi

March 7, 2025

Double-Clicking on your Sales DNA

Most sales tools focus on deal-centric insights, highlighting top reps and immediate wins but overlooking individual development. A human-centric approach shifts the focus to reps, identifying who needs support, what areas need improvement, and why they’re underperforming. By analyzing each rep’s Sales DNA—their activity patterns and performance trends—managers can provide targeted coaching, driving long-term team growth instead of just chasing quick wins.

Maneesh Joshi

February 28, 2025

The Dirty Truth about Sales Tech: Why It’s holding CROs Back

Chief Revenue Officers (CROs) face the tough task of balancing people, processes, and technology to drive revenue growth. However, many struggle with pipeline inconsistency, leaving teams scrambling to meet end-of-quarter targets—a cycle that’s unsustainable and undermines forecasting confidence. Misalignment across dispersed teams adds to the challenge, as does the reliance on outdated sales tools. Current technologies are often siloed, offering fragmented workflows, generic recommendations, and reactive insights, which fail to address the unique needs of teams or provide actionable guidance. salesDNA’s AI tool, Ziggy, aims to change this. By spotting risks early, delivering personalized insights, and offering real-time coaching, Ziggy helps CROs align their teams and processes while building a strong foundation for sustainable growth.

Maneesh Joshi

January 15, 2025

Elevating the Performance of Your Sales Leaders

Seasoned sales leaders face challenges and opportunities in today’s dynamic business landscape, making AI-powered tools and data analytics essential for achieving revenue goals and adapting to change. This blog highlights how AI, sales coaching, and automation can boost win rates, productivity, and decision-making. Ziggy by salesDNA empowers leaders to scale, deliver predictable revenue, and foster high-performing teams. Adopting these solutions transforms sales teams and drives business growth.

Maneesh Joshi

December 6, 2024

RevOps Revolution: Unleashing Strategic Impact vs. Drowning in Tactical Chaos

Over the past 15 years, RevOps has evolved into the backbone of go-to-market strategies, transitioning from its early forms as BizOps and Sales Ops. Faced with balancing strategic and operational priorities, RevOps teams often stretch thin, juggling long-term projects with immediate demands. Utilizing advanced prioritization frameworks, like the extended Eisenhower matrix, helps address these challenges. The rise of AI tools empowers RevOps to scale its impact, supporting managers more effectively and setting the stage for strategic, data-driven decision-making in future growth.

Abde Tambawala

December 6, 2024

AI-Powered Sales Leadership: Transforming the Playbook for World-Class Coaching

Sales leadership is evolving with AI, enhancing coaching and decision-making in sales. AI assists in analyzing vast data, optimizing forecasting, and personalizing coaching, allowing leaders to focus on strategic coaching rather than deal-making. This transformation offers a chance for sales leaders to become more effective coaches, supported by AI's "second brain" capabilities, driving performance insights and tailored strategies at scale.

Jason Creane

December 6, 2024

Too many first-line sales managers lack adequate tools to perform their jobs effectively.

Clive Harrison explores the transition from sales to management, emphasizing the importance of a broad skill set for leadership. He shares insights from his career, noting the challenges first-line managers face, such as handling vast data and adapting to subscription-based models. The series advocates for AI tools to support sales managers, aiming to enhance strategic decision-making in a modern, data-driven sales environment.