What if the job of Sales wasn’t simply to create pipeline? What if Sales was actually the spearhead of the organisation’s market intelligence system? One of the first principles behind Closed Circuit Selling™ is simple Catalogue the Market. Before we ask “How many meetings did you book?” We should be asking, who is actually in the market? Who are they using? What are they trying to improve? What don’t they like about their current provider? What would cause them to change? And when will they consider changing? Because a buyer who isn’t ready today isn’t necessarily a bad prospect. They may simply be a 3, 6 or 9-month opportunity. That’s where the conversation changes. Instead of throwing more activity at the market, you start understanding the market. And this is where I think technology like @aircall becomes interesting. If customer conversations can be captured, transcribed, summarised and connected back into the CRM, the organisation can begin turning conversations into structured intelligence. Now Marketing isn’t guessing. Product isn’t guessing. Sales isn’t guessing. Customer Success isn’t guessing. Leadership isn’t forecasting entirely from hypothetical pipeline. They’re working from what the market actually said. That’s a very different commercial system. AI shouldn’t simply help us do more activity. It should help us make better decisions about what activity is actually worth doing. That’s the direction I’m interested in. Tired of slamming the heavy lifts, but nothing is shifting? bit.ly/4zpBjBX #B2B #Ad #Aircall #ClosedCircuitSelling