Notes on the first call.
The demo request that goes cold before anyone calls back
A buyer clicks “Book a demo” at the exact moment they care most. Why small inside sales teams struggle to respond in time, and what “fast” should really mean.
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B2B buyers want a rep-free experience. Until they don’t
Two thirds of buyers would rather skip the salesperson. Almost as many want one to check what AI told them. Where that leaves inside sales.
AI SDRs after the hype: what’s actually working
The first wave promised a pipeline machine and delivered burnt domains. Where AI genuinely helps sales development now.
Speed to lead in 2026: what the latest data says
A 2026 test of 114 B2B companies found an average reply time of nearly 12 hours. What fast should really mean.
Should your AI say it’s an AI? Disclosure rules for sales conversations
The EU AI Act now requires AI to say it’s AI. What that means for UK SaaS teams, and why being upfront helps.
Cold email is getting harder. That makes inbound more valuable
Stricter mailbox rules and bigger UK fines are squeezing outbound. Why every demo request is now worth more.
Your buyers are asking AI about you. Here’s what that means for the first call
Half of software buyers now start research in an AI chatbot. Why the first sales call has become a fact-check.
From qualifier to validator: how the inside sales role is changing
Buyers self-serve and AI takes the first touches. How the inside sales job is changing, and what to hire for.