Duncan Mitchinson

Open Scene: End of year strategy meeting CEO, CRO, CFO & COO all sit around a table looking at a screen showing a pie chart. Lost data analysis from their CRM - the source of truth.  A significant wedge of the pie is labeled “Became unresponsive/unengaged/no decision.” COO

Look at any sales job spec and the same sales buzzwords come up. Tenacious, closer, relationship builder, hustler... But we wanted to talk about a few traits that we see in elite reps that are often less talked about... Emotional intelligence The ability to read tone, pace, and unspoken signals,

Every founder both loves and fears this day. You get to step back (a little) from being the tip of the sales spear. You can delegate away some of the daily grind that it takes to run sales. You can secure hours of precious time back to focus on the

I’ve seen a lot of founders on Reddit, Linkedin and Twitter (yes it's still Twitter to me...) struggling with outbound and finding their first customers. But when you dig in, many haven’t even created a hypothesis for their Ideal Customer Profile (ICP) A well-defined ICP lets

We just finished a deep dive into our demo conversion data at Auditory, and the single biggest mistake founders/sellers are making is still feature dumping on their prospects. We're seeing a direct correlation with screen sharing more than 30 minutes and a decline in win rate. (More

Please! Stop feature dumping! Generic product tours are one of the fastest ways to kill your close rate. The best reps don’t “demo the product” they demo the solution to the customer’s specific problem. This framework helps your team do just that. First off - a mindset switch.

We get a lot of our prospects asking us what’s the difference between Auditory and Fathom. So in this post we’re going to explore the key benefits and limitations of either platform. First off, this isn’t a blog post where we just bash the competitor and say

Direct. Practical. Evidence-led. This guide is for VPs of Sales and CROs who want to turn ramp from a drag on growth into a compounding advantage. Bought to you by:  Looking to ramp reps faster? See how Auditory helps sales teams cut ramp time, increase efficiency, and retain top performers.