Blog
Insights on account research, sales intelligence, and B2B selling from the Salesmotion team.
AI Readiness Signals: Which Accounts Will Buy AI Services
AI readiness signals tell you which accounts will buy AI services. A five-stage maturity model from public evidence, a signal table, and a worked example.
Find Bioequivalence Study Sponsors Before They Pick a CRO
Where bioequivalence study sponsors show up before a registry does: Orange Book expiry dates, Paragraph IV data, FDA guidances, and a molecule-first list.
ChatGPT for Account Research: Claude and Copilot Compared
ChatGPT, Claude, Copilot, Gemini and Perplexity for account research: what each does well, where sales teams say they stop, and the hybrid that works.
Compelling Events in Sales: How to Find the 'Why Now'
A compelling event in sales is a dated business event with a cost of inaction. 14 examples, where each shows up publicly, and how to rank a territory.
Contact Database vs Account Intelligence: Need Both?
A contact database tells you who and how to reach them. Account intelligence tells you why now. How to decide if you need both, plus a 20-account test.
Cross-Account Search: Find Which Accounts Are Moving
Cross-account search lets reps query their whole account list in one pass to find which accounts are moving on a topic, signal, or initiative.
How to Sell to Banks: Signals, Stakeholders and Timing
How to sell to banks: how vendor risk and the buying committee work, the public data that shows which banks to target, a signal table and an example.
Account Discovery vs Monitoring: Which Do You Need?
Account discovery vs monitoring: a no-spin guide to which sales motion fits your team, when each wins, and how to qualify before you buy.
PDUFA Dates, NDA and BLA Filings as Sales Triggers
Use a PDUFA date as a sales trigger: the Phase 3 to launch milestone chain, FDA review clocks, which vendors buy when, and where each event appears first.
How to Run a Sales Intelligence Pilot Before You Buy
A scoped playbook to run a sales intelligence pilot: accounts, metrics, timeline, and what good looks like by week two, before you commit.
Sales Intelligence Security Review: A Buyer's Playbook
How to get a sales intelligence or AI sales tool through security, legal and procurement review: what they ask, what to prepare, and how long it takes.
Sales Tools for Individual Reps: Buy Your Own?
When a rep should buy their own sales tools: the break-even math, what to check with your employer first, and how to turn it into a team case.