Donna Murchison

🤖 AI Sales Chatbots Are Quietly Rewriting Revenue Teams Sales teams don’t lose deals because of weak products. They lose them because follow-ups are slow, leads go cold, and conversations stop too early. That’s where AI sales chatbots are stepping in. From inbound qualification to outbound follow-ups and pipeline nurturing, tools like: Conversica, Cresta, RoundView, BotUp, Landbot, Data Semantics, Kindly, Sanuker, Chatfuel, Ringy, Cliengo, Hyly.AI, BotBuilders, WotNot, Chatbot, Alan AI , Chatchamp powered by trbo, Instabot.io, Floatbot.AI, SMOC.AI, Yosh.AI, Konverse AI, 247chatapp, Forethought, Nurture.AI, Smartsupp, Certainly, Sonar, Hachly, and Hao at Chatsimple undefined are helping teams respond instantly, qualify better, and sell at scale—without burning out reps. What’s changing: • AI never misses a lead • Conversations run 24/7 • Qualification happens before humans step in • Sales teams focus on closing, not chasing The real shift isn’t automation. It’s timing, relevance, and consistency at scale. 👇 Want to see which AI sales chatbots fit your use case and budget? Explore a curated comparison with features, pricing, and best-fit recommendations: 👉 Visit the landing page: https://lnkd.in/guPPDm_5 Foundevo Foundevo Newsletter: Scale your startup with the latest in AI, tech, funding insights, and growth hacks. 👉 Subscribe: https://lnkd.in/greRFqEU #AISales #SalesAutomation #AIChatbots #RevenueTech #SaaS #SalesTech #B2B #Founders #GrowthTech

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One pattern keeps repeating in Enterprise Sales right now. I hear it from every Sales leader, CRO and Sales Rep I speak to. Some are calling it 'Deal Slippage' Others "Elongated Sales Cycles' or simple 'Do Nothing' outcomes. But the premise is the same, deals getting stuck mid-pipe. These deals are a killer for morale, for forecast accuracy and of course for quota attainment. You know the deals I'm talking about...The client is strongly engaged in the early stages, there's a genuine problem to be solved, good traction with their team and then something happens. The momentum disappears, the can quietly gets kicked a bit further down the road. These Zombie deals never quiet die do they?...Instead they just lurch from quarter to quarter, with just enough life to keep them in CRM. If you're dealing with this issue, either personally or across your sales teams, here are 10 Client Red Flags we're consistently seeing in our Client Loss Reviews at the moment. Avoid these 🚩 and you just might put the breaks on your deal slippage problem... 🚩No Genuine Exec Sponsor: If no-one internally has stepped up to defend your deal in the boardroom, or better yet sell the value on your behalf, that's a big red flag. 🚩Lack of Resourcing Depth – Delivery Risk is a huge concern to clients at the moment. If your team feels light or lacking in real-world experience, its a big red flag. 🚩Transition Cost Ambiguity – Hidden, deferred or unclear costs over the life of a project are huge red flags for procurement, who will usually assume the worst and penalise you accordingly. 🚩Top Heavy Team – When sales reps or senior leaders do all the talking, but the delivery team stays quiet, buyers immediately lose faith. 🚩Generic Industry Stories – If client case studies and references don’t sound exactly like their lived experiences, it's a big red flag that you haven't done this before. 🚩Q&A Avoidance – Dodging the hard questions or glossing over the risks, makes buyers assume you can’t answer their critical questions or worse, you don't want to. 🚩Rigid Pricing Models – One number, no options, no flexibility, means buyers feel boxed in and misunderstood, suggesting heighted risk, not certainty. 🚩Governance Gaps – “We’ll work it out post-award” is code for chaos, poor governance and delivery risk. Avoid at all costs! 🚩Slow Responsiveness – Slow response times, suggest slow delivery times, a lack of urgency and poor internal process. Clients think "If this is what you're like before we sign, how slow will you be after we buy" A huge red flag for enterprise clients. 🚩Risk Blind Spots – If you can’t name, explain, manage and mitigate their risks, clients will assume you haven’t seen them or worse, have intentionally ignored them. I could easily share another 20 client 🚩 we often uncover on a daily basis. Instead I'd love to hear one red flag you always look out for, as a sign a deal maybe straying off course?

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Your inbox is leaking revenue. The average SMB loses $200K+ annually in deals that get buried in email. Leads are missed. Follow-ups are delayed. Opportunities slip through unnoticed. It’s difficult to stay on top of your inbox. And manual tracking isn’t sustainable. Every unanswered thread is a potential deal that might have been closed. This problem builds up slowly. But over time, it turns into real revenue loss. That’s where EVE comes in. ↳ It’s an AI Operator that connects directly to your inbox. → Finds potential leads hidden in your emails → Flags missed deals automatically → Helps you follow up at the right time with the right message EVE helps you turn forgotten conversations into active revenue. ↳ Most businesses recover $50K to $500K+ in their first 90 days. ↳ Without hiring more people or changing how they work. ⚡ Here’s what makes EVE stand out: 24/7 Lead Tracking → Constantly scans your inbox for new or stalled deals Smart Opportunity Detection → Spots signals like “Need demo,” “Budget approved,” or “Send pricing” Revenue-Based Prioritization → Scores each lead by potential value so you know where to focus AI Response Drafts → Prepares personalized replies based on your writing tone Unified Team View → Connects multiple inboxes for a clear company-wide picture 🎯 Here’s how to get started with EVE: Step 1: Schedule a demo at joineve .ai Step 2: Connect your Gmail or Outlook account in minutes Step 3: EVE scans your inbox and identifies hidden opportunities Step 4: Review and respond with one click If your inbox is full but your pipeline isn’t, it’s time to fix that. 📩 Try EVE today → joineve.ai 🔄 Repost to help others find deals in their inbox — #AI #Email #Inbox #Sales #EVEPartnership #SponsoredByEVE

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Is your SDR motion resilient, or just "busy"? For many GTM leaders, a "tactical fix" for email health often reveals a deeper structural liability: Tool Sprawl. When your team is juggling six disconnected point solutions, they aren't selling; they are paying a "fragmentation tax". At 3Sixty Insights, we tracked how one company moved beyond the "Franken-stack" to a unified Sales Operating System. The shift wasn't just about saving money—it was about reclaiming the team's headspace.The Analyst Verdict:From Patching to Rebuilding: Stop layering niche tools on top of a fragile motion.The 50% Rule: By removing the "seams" between systems, SDRs in this study moved from an email-only past to spending 50% of their day on the phone.Step-Function Growth: Consolidation delivered a 95% productivity lift and tripled pipeline.Stop managing a stack. Start managing your mission.

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Every Q1 ends with the same meeting. Sales: “Q2 pipeline is thin.” Marketing: “We ran the ABM plays. We delivered the accounts.” RevOps: “Only 12 Tier 1 accounts show real buying signals.” Then everyone looks at the dashboard. Then everyone looks for someone to blame. Here’s what’s actually happening. The problem is rarely effort. It’s alignment. You’re running ABM like a campaign. But measuring it like a lead factory. So Marketing reports “engaged.” Sales hears “ready.” RevOps is left translating revenue from clicks, calls, and gut-feel. And the gap between them gets called “pipeline coverage.” What this looks like in the real world. A Tier 1 account hits your ABM ads, downloads a “2026 Planning” guide, and attends a webinar. Marketing marks it “hot” and routes it. Sales calls once, gets a polite “circle back in Q2,” and moves on. Meanwhile, three people from that same account visit your pricing page twice, compare integrations, and open the security doc. Nobody flags it. Nobody threads it together. The account doesn’t “go cold.” It goes unnoticed. If you want Q2 to stop becoming Q3, do this first: Fix the definitions. Before you forecast the numbers. Define what counts as: A target account. A qualified account. A sales-ready moment. A next-step commitment. Then build a pipeline from those signals, not from activity. (Yes, this is exactly the friction VAIS is built to prevent: account-level signals, shared definitions, clean handoffs. But even without a tool, aligning the language is the unlock.) Which line felt uncomfortably familiar? And which role are you usually playing: Sales, Marketing, or RevOps? #abm #B2BSales #RevenueOperations

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The fastest way to more pipeline? Prioritize buyer intent. At GTM 25, Gainsight’s CMO Keith Pearce and CRO Marilee Bear shared how ZoomInfo’s real-time intent data helps their team prioritize outreach. Instead of working from a random list, reps start their day with a dashboard that surfaces the highest-intent accounts, front and center. That means less time spent guessing and more time engaging the prospects that matter most. Watch the full session on-demand: bit.ly/4jf4OxM #GTM25

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SDRs are the backbone of every sales engine—but outdated scripts, vague processes, and one-size-fits-all outreach leave even the best SDRs frustrated and prospects cold. If your SDRs aren't hitting quota, this blog explores what makes a winning SDR strategy—from precision targeting to hands-on enablement—and demonstrates how a modern, growing playbook can open motivation, pipeline growth, and increased revenue. Check out: https://lnkd.in/gJgJG6QP #SDR #SalesDevelopment #SalesLeadership #PipelineGrowth #B2BSales #SalesPlaybook #BeyondCodes #SalesStrategy #ModernSelling

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If you're not using intent data to guide your marketing and sales strategy, you're missing key opportunities to connect 🤝 with in-market buyers. Check out our blog for a quick crash course💥 on how to use intent signals to target smarter, personalize better, and drive real pipeline impact. You'll learn: ✔️ Why timing is everything, and HOW intent surfaces it ✔️The most common mistakes teams make with intent ✔️How to turn buyer signals into revenue-driving plays 📖 Read the blog here: https://lnkd.in/dXz7at5a #ABM #IntentData #B2BMarketing #DemandGen #MarketingStrategy #RevenueGrowth #advertising

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Revenue Quality Is Not a Line on a Spreadsheet PE firms look at NRR and ARR shape. They assume the math reflects the market. But revenue quality is earned through five things that almost never get reviewed. Coverage. Reps-to-quota ratio. Channel mix. Pricing discipline. Customer health. If you do not know which one is the weakest link, you are already misvaluing the asset.

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The premise behind intent data made sense: track what buyers are researching and reach out at the right time. The reality? A firehose of signals with no context. Accounts that "surge" and go cold. Reps chasing intent scores they don't trust. We broke down why the model is failing and what's starting to replace it. Spoiler: it's not more signals. It's understanding the pain behind them. Read the full piece → https://hubs.la/Q046cJzF0

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When I see content like this, I stop scrolling. These 9 questions cut straight to the difference between a manager and a leader. I’ve sat in those rooms where culture, hiring, and coaching either build momentum or destroy it. Every sales leader should read this twice. Powerful insights from Mark Kosoglow and the 30 Minutes to President's Club crew. 🔥 Worth the read!

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Not all sales comp “best practices” are actually...best. Which is why particularly enjoy the "Hot Takes" segment 🌶️ on The Sales Compensation Show podcast—to spotlight where comp leaders should challenge the status quo. In the most recent episode, Melissa Fenner (Sr. Director, GTM Strategy, Planning & Compensation at DocuSign) shared two nuanced takes that stuck with us. Check out the clip below for what she had to say on accelerators (they aren't just for overattainment!), and whether you actually ought to change comp plans every year... What do you think? Do you agree? What other experience-backed opinions do you have about sales comp? Catch Melissa's full episode in the link in the comments below 👇 #SalesCompensation #SalesIncentives #GTMStrategy #SalesLeadership

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Goodbye Lists. Hello Buyer Intent. The new ABM frontier. Static lists? They’re dead. ❌ They freeze in time while your market keeps moving. ❌ They lump “everyone in SaaS” into one bucket, ignoring who’s actually in-market. ❌ They keep SDRs busy chasing names, not buyers. The new ABM frontier isn’t about a static database. It’s about dynamic intent. Today’s campaigns surge ahead by tracking prospect's digital footprints: - The blogs they read - The posts they engage - The tech tools they adopt - The webinars they attend - The signals that say, “We’re exploring change.” That’s how you stop shouting into the void and start showing up where buyers are already leaning in. Static lists create noise. Buyer intent creates pipeline. Welcome to ABM🚀 #ABM #BuyerIntent #SalesStrategy #Outbound #B2BSaaS

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Your best rep is spending 6 hours a day, Not Selling. Salesforce State of Sales 2024 says reps spend 28% of their time actually selling. HubSpot Sales Trends 2024 says the average rep gets about 2 hours of real selling time per day. Gartner says 50% of rep time goes to admin. CSO Insights says less than 50% of deals close as originally forecasted. Read those numbers together. Your most expensive revenue asset is spending the majority of their day on data entry, internal updates, CRM hygiene, and pipeline reconciliation. The deals they do work on are closing at coin-flip rates. And the pipeline reports they generate from all that admin work are already stale by the time leadership reads them. This is not a talent problem. It is a revenue system problem. If you have ever pulled a Monday pipeline report and known it was wrong before you opened it, you already understand what is broken. Three systems to update. A Monday morning reconciliation that takes 90 minutes. A CRM that asks for data it already has somewhere else. A forecast that requires manually pulling numbers from two dashboards and a spreadsheet. MIOSA (Machine Intelligence Operating System Architecture) is a framework for mapping how a business actually runs before any AI gets layered on top. Stages 03 and 04 are Systematize and AI Agents. The admin burden disappears when the operating layer is built correctly and AI can handle the repeatable tasks automatically. Not AI bolted onto the existing mess, but a new system that was built to support it. If you are in Sales Ops and you are reconciling three systems every Monday morning to produce a pipeline report that is already stale by Tuesday, the problem is not your process. The problem is that nobody built the system underneath it. What would your team do with one extra selling day per week?

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Is it just a matter of time before #customersuccess carries #quota? Marilee Bear has led both the revenue and cs sides of the house over the course of a storied career. She now leads the GTM organization as #CRO at Gainsight and on this clip from a soon to be released episode of the Sales Is King Podcast, we discuss the expectations of high performing CS organizations.

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