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PiVOTSALESConnected Selling

Authentically Human in the Age of AI

Issue 1. The 8 meetings nobody was hitting

Issue 1 · November 4, 2026

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Hey there, Welcome to the first issue of Connected Selling. Thank you for being here. Every Tuesday I'll share real B2B sales wins and the simple, human move behind each one. No hype and no scripts. Just what worked, from people doing the work. This first one is a story from my own work.

Chad

This week in brief

  • The Bridge Group's 2026 AE study (June 2026, 158 B2B companies) found 48% of reps at quota, down from 51% in 2024.
  • The same study put average AE ramp at 6.2 months, the longest in its history.

Story 1

The Rocketlane SDR team, The 8 meetings nobody was hitting

The moment. The SDR quota at Rocketlane was 8 booked meetings a month, and before I started, nobody was hitting it. Instead of adding more activity, we rebuilt the messaging and I coached the reps in real time on live customer calls, not just in reviews afterward.

Why it worked. Reps rarely miss because they don't know what to say. They miss because nobody is beside them in the moment it matters. Coaching on the live call closes the gap between knowing and doing.

The result. Within 4 months every SDR was hitting the 8 meeting quota. The top rep consistently booked 16 to 20 a month, with a high of 26.

Source: Chad Rawlings, sales enablement engagement with Rocketlane

Disclosure. This person is a PiVOTSALES client.

Best practice of the week

Before your next call, let AI do the prep. Recent company news, the people in the buying group, a summary of your last conversation. Then spend your own few minutes on one question AI can't answer for you. How does this person like to decide?

Leader's corner

Pick one rep this week and join a live call, not to take it over, but to listen. Afterward, coach one moment, not ten. One specific change practiced on the next call beats a long list reviewed on Friday.

Members only breakdowns

  • Story 1: A quota nobody hit, until the coaching moved onto live calls.

The full breakdown of every story is for ACE members. Already a member? Sign in to read it.

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Your turn

Had a win this month that came from something simple and human? Hit reply and tell me about it. With your permission, I may share it in a future issue. chad@pivotsales.ai

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Authentically Human in the Age of AI

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