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Every RevOps leader forecasts the sales pipeline to the dollar, then guesses at what marketing will produce. Zach Hoogerland changed that at Rubrik, building a marketing pipeline forecast his CMO, sales ops, and sales all trust — and taking it from 10% to 80% confidence in a single quarter.
Aug 6, 2026
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5 min read
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ZoomInfo's new VP of RevOps built two AI agents to expose "phantom pipeline"—the zero-engagement deals quietly inflating every forecast. Here's her 5-step playbook for AI that transforms revenue ops instead of speeding up the mess.
Aug 6, 2026
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7 min read
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GTM intelligence connects data, AI, and automation to turn buyer signals into coordinated action across your revenue motion. Learn the core capabilities, real-world use cases, and how to implement it in your revenue operations stack.
Jun 23, 2026
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8 min read
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Enterprise lead qualification breaks when you apply SMB playbooks. Learn what qualified really means, how to move from signal to SAL, the failure modes to avoid, and a 30/60/90 rollout plan.
Jun 23, 2026
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13 min read
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A practical framework to turn inbound interest into qualified pipeline: define what "qualified" means, choose a framework that fits your sales motion, operationalize it in your stack, and keep it aligned with sales.
Jun 23, 2026
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9 min read
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A practical roadmap for using AI lead follow-up to close the speed-to-lead gap: what it means, when to automate, how to build a capture-to-meeting workflow, and how to choose the right system.
Jun 23, 2026
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9 min read
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A practical guide to building a B2B sales stack in 2026. See the best tools by job-to-be-done, plus best practices to reduce sprawl and improve pipeline.
Jun 23, 2026
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9 min read
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Static lead scores no longer match how buyers evaluate software. Learn how AI lead scoring ranks demand on real behavior and ICP fit, then connects to routing, SLAs, and handoffs that move pipeline.
Jun 23, 2026
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9 min read
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Compare the best Chili Piper alternatives in 2026 across routing, qualification depth, CRM integration, and time-to-value, with a feature checklist and evaluation framework for GTM teams.
Jun 23, 2026
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9 min read
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Compare Spara and Chili Piper across pipeline impact, qualification depth, routing flexibility, and CRM visibility to pick the right inbound automation platform for your revenue team.
Jun 23, 2026
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11 min read
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A wrong-fit AI sales tool costs you missed pipeline, not just license fees. Compare 7 leading platforms by GTM motion, use case, and where each one actually fits.
Jun 23, 2026
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9 min read
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Jeff Ruby grew Deel's mid-market pipeline from $93M to $184M without a reorg, by breaking an $8M target into ten daily activities. Here's how he did it.
Jun 23, 2026
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5 min read