The Spara Blog

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Jon Harper on the four traps that stall complex deals before the proposal

Jon Harper's PEO reps closed 35 to 45% of the deals they proposed, but only 9% of first meetings ever got that far. The BizBenchmark founder breaks down the four traps that stall complex deals, and what to do instead.

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How Clay Built a Partner Motion That Drives 20% of Revenue

Nancy Mottice joined Clay as it moved from product-led growth into enterprise. Since then, partner-sourced revenue is up 16x and drives 20% of the business. Here are the six steps she took to get there.

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Pendo's Kobi Stok on turning product usage into upsell pipeline

Teams automated inbound years ago, but upsell still depends on a rep hearing a customer bring it up. Kobi Stok, SVP of Product at Pendo, walks through six moves to turn product usage into pipeline.

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How Attention tripled positive reply rates in three weeks

Anis Bennaceur, co-founder and CEO of Attention, built an ABM machine for selling into large buying committees. Three weeks after he started sending, positive response rates had tripled. Here is the build: infrastructure, reasoning, and logistics.

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Your sales culture is the missing context for your team and your agents

Laura Bierbrauer has built revenue enablement at Adobe, Charles Schwab, Equinix, and Atlassian, and keeps finding the same gap: we hand people the ingredients and expect a recipe. Here is how she finds a company's sales culture, and where it has to show up, from hiring to coaching to what your agents work from.

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GTM intelligence: transforming revenue operations into measurable pipeline growth

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.

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Databricks' Barry Dauber on why every project should start with impact, not AI

Barry Dauber runs Gen AI go-to-market at Databricks, talking companies down from AI hype every day. Here's his framework for scoping an AI project: name the metric, classify the initiative, and reserve the model for what actually needs one.

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How Clay's Head of GTM Engineering Took Event ROI From 2x to 10x

Everett Berry treats every dinner like a funnel. Here's the six-stage system — golden lists, leader-to-leader invites, engineered seating, automated follow-up — that took Clay's event ROI from 2x to 10x.

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How to Spot Real Buyer Intent in Inbound

Learn to separate real buyer intent from curiosity in inbound, and act on the signals before the moment passes.

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From 10% to 80% Forecast Confidence: How Rubrik Rebuilt Its Marketing Forecast

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.

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How ZoomInfo's new VP of RevOps built an AI agent that kills phantom pipeline

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.

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B2B lead qualification: a practical framework to convert inbound leads into pipeline

MQL reports look healthy, sales still can’t build pipeline, and both sides blame the other. The problem is usually the qualification logic, not the demand. Here’s how to separate ICP fit from buying intent, pick a framework that matches your motion, and build rules sales will actually trust.