Why Most B2B Sales Teams Are Failing (And How to Fix It)

Most B2B sales teams are stuck in outdated tactics – pushing for meetings, flooding inboxes, and hoping something sticks.

But that’s not how today’s buyer wants to buy.

In this episode, we sit down with Amarpreet Kalkat (Founder of Humantic AI) and our own Adem Manderovic (Co-founder of CRO School) to break down what’s broken in B2B sales – and what comes next.

We dive into how AI can be used to build trust, not spam, and how real commercial oversight starts with market validation, not meetings booked.

Here’s what we cover in this episode:

+ Why the predictable revenue model has failed us

+ How to segment and validate your market the right way

+ The DISC profiling framework that changes how you sell

Tune in and learn:

+ Why AI is wings for the good… but crutches for the lazy

+ The Dust Bowl of B2B sales – and how to escape it

+ How CRO School and Humantic AI fit together

If you’re in B2B and tired of tactics that don’t work anymore, this is a must-watch.

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🔗 Links + CTAs

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💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

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🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

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00:00 Why B2B Sales is Broken in 2025

03:00 What is Humantic AI & How It Works

06:00 What Broke B2B Go-To-Market (And How to Fix It)

08:45 How B2B Buyer Behaviour Has Radically Changed

11:30 Why Predictable Revenue Doesn’t Work Anymore

13:45 Lessons from the Australian Market

16:15 The Real Reason Teams Default to Volume

18:30 The 'Dust Bowl' Analogy of B2B Sales

21:00 Why Most B2B Sales Teams Are Stuck in 2010

23:30 What Market Validation Actually Means

26:30 DISC Profiles: Stop Selling to Personas

30:00 Matching Message, Timing & Channel with Buyer Personality

33:00 Why AI Makes Lazy Sellers Worse, Not Better

37:00 Why GTM Tools Can't Replace Commercial Sense

40:00 The Rise of Full-Cycle Selling & Death of the SDR Model

43:00 Will AI Replace Bad Sellers? Amarpreet’s Warning

46:30 Fitness, Spinal Injuries & The Grit Behind CRO School

49:30 Why No Kid Wants to Be a Salesperson (But Should!)

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E185 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing #b2bsaas #salesstrategy #humanticai #cro_school #buyerfirst #gtm

How Far Should You Niche Down? (And How to Know You’ve Got It Right)

Most marketers are targeting too broadly—and it’s killing their go-to-market.

In this episode, we walk you through how to find your Minimum Viable Market—the smallest audience that can sustain your business and evangelize your solution.

We’ll show you how to use your existing data and customer base to define a market you can actually win, instead of burning budget trying to win everyone.

Here’s what we cover in this episode:

+ Why niching down feels scary—but works

+ How to use the 80/20 rule to uncover your best (and worst) customers

+ How to test and validate if your niche is big enough to sustain your business

Tune in and learn:

+ The full step-by-step process to finding your Minimum Viable Market

+ Real examples of how to apply firmographic, demographic, and psychographic filters

+ How to reposition your business over time without losing momentum

This episode is a must-watch for any B2B marketer struggling to get cut-through in a crowded market. If you’re stuck trying to build pipeline, this is the most important strategy you’re probably missing.

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🔗 Links + CTAs

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💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

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🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

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00:00 How Far Should You Niche Down?

01:00 Why Niching Down Feels Risky (But Works)

02:10 Broad Targeting Is Killing Your Cut-Through

03:40 The Greek Wedding Analogy: Why Specificity Wins

05:00 Seth Godin's Take on Minimum Viable Market

06:10 How to Spot Underserved Niches

07:30 Step 1: Start With an 80/20 Customer Analysis

08:30 Revenue Isn’t Everything: Find Profitable Segments

09:50 What to Look for in Your Dream Customers

11:00 Real Example: ESG and the Modern Slavery Act

12:40 Step 2: Catalog Your Market and Validate Demand

14:00 What If Your Market Is Too Small (or Big)?

15:30 Don’t Forget to Call Your Churned Accounts

16:30 Our Journey: From Broad B2B to Demand Gen Marketers

17:40 Why You Can (And Should) Reposition Over Time

18:40 Final Takeaways: Nail Your Niche and Expand Later

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-gen...

S07 E184 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing #b2bsaas

How to Use AI to Cut Customer Research Time in Half

Most B2B marketers know customer research is crucial, but gathering and acting on insights can be so time consuming.

This week, we're breaking down exactly how you can leverage AI tools to dramatically speed up your customer research - without losing the valuable depth and insights you rely on.

We've experimented extensively and will share the exact process that allows marketers in small teams to finally complete customer interviews efficiently. Using AI the right way can transform qualitative data into clear, actionable insights faster than ever.

Tune in and learn:

+ The best AI tools for transcribing and summarizing customer interviews

+ How to avoid common pitfalls (like AI hallucinations!)

+ The quickest way to build accurate, insightful customer avatars

This episode is a must-watch for B2B marketers tired of customer research always falling off the to-do list.

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🔗 Links + CTAs

-----------------------------------------------------

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

-----------------------------------------------------

🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

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00:00 How to Accelerate B2B Research with AI

01:09 Quick Recap: Our Proven '5 BEs Framework'

02:39 Why Customer Interviews Keep Getting Ignored

04:00 The Truth About AI and Customer Research

05:52 Can AI Really Replace Qualitative Research?

08:48 The Best AI Tools for Recording & Transcription

11:15 How AI Summarizes Customer Conversations

12:11 Real-Life Example: Quick Customer Insights Capture

13:19 Crucial Step: Validate Your AI Findings

14:43 Creating Your Dream Customer Avatar with AI

15:15 Advanced Tip: Custom GPT for Deep Insights

16:00 Aligning Marketing, Sales, and Product Teams with AI

16:36 Key Watch-outs When Using AI in Research

17:41 Avoid AI Hallucinations with These Simple Steps

18:46 Secrets to Capturing Powerful Customer Quotes

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

Check out: https://theb2bplaybook.com/demand-gen...

S07 E183 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing #b2bsaas #AI #CustomerResearch