Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders.
Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. When a salesperson uses a slimy sales tactic, the entire sales profession takes one step backward.
Recent
Planning for the J-Curve Dip in Marketing Transformation
Discover the crucial concept of the J-curve dip in marketing transformation, where short-term declines in productivity precede long-term gains, especially during shifts like AI adoption. This...
Content Creation Is Now Your Strongest Fundraising Asset. Here’s Why.
In a shifting venture capital landscape, emerging managers must pivot from traditional pitch decks to creating engaging newsletters, podcasts, and public writing to build trust and familiarity...
Cloudflare Moves To Make AI Pay For The Content It Consumes
Cloudflare is reshaping the internet with its concept of the Agentic Internet, aimed at addressing how generative AI impacts content creators. As AI extracts information without clicks, publishers...
Inside the CX Operating System: How Headless Architecture Redefines Enterprise Marketing's Job
Discover how enterprises can transform their marketing approach by adopting a CX Operating System—a strategic capability, not just a product. This article explains the critical shift from...
Navigating The New Pricing Paradigm For SaaS
In this insightful article, Steve Karp, Chief Innovation Officer at Unanet, examines the transformative impact of AI on SaaS pricing models. He outlines how traditional pricing structures are...
5 Reasons Why Identity Is Becoming B2B Marketing's Most Critical Asset
In a landscape filled with advanced marketing technologies, Paula Chiocchi reveals that the true challenge in B2B marketing lies in understanding buyer identity. As decision-makers evolve beyond...
The Creator Economy's Next Moat Isn't Reach. It's The Data You Already Own.
This article explores the shifting landscape of the creator economy, highlighting how historical campaign data is becoming a crucial asset for brands and agencies. With AI transforming data...
Why Too Much Personal Branding Can Seem Inauthentic To Your Audience
Navigating personal branding can be tricky—overdo it, and you risk alienating your audience. This article explores common pitfalls like being a "jack of all trades," pushy sales tactics, and...
Why Enterprises Can’t Just Plug Claude Into Customer Success
Abhishek Yadav, CEO of Meza AI, tackles the misconception that AI can replace dedicated customer success platforms. He argues that while AI models can quickly generate insights, they depend on...
Microsoft Discovery Aims To Advance The Era Of Agentic Science
Discover how Microsoft Discovery, an innovative AI platform, is transforming scientific research by streamlining data synthesis and accelerating discovery processes. Launched at Build 2026, this...
Influencer Marketing Is Moving From Rented Attention To Creator Infrastructure
Anastasia Shtompel, founder of Shtompel Marketing, reveals the shifting landscape of influencer marketing, emphasizing the decline of outdated strategies and the rise of creator-driven ecosystems....
The Agentic AI Threat Loyalty Leaders Aren’t Talking About
Explore the evolving landscape of loyalty programs in the age of AI. Atul Sabharwal, CEO of Snipp, reveals how AI agents redefine customer loyalty, shifting focus from emotional connections to...
Measuring AI: What Organizations Should Know In 2026
In an era where AI chatbots are reshaping search dynamics, understanding measurement is crucial. Tracie Kambies highlights the pitfalls of current AI visibility metrics which often mislead brands...
Why This Founder Stopped Marketing to Her Target Audience and Went After the 97% Who Weren't Looking for Her
Discover how Tacotarian revolutionizes vegan dining by creating a welcoming atmosphere that attracts a broad audience, not just vegans. Co-founder Kristen Corral emphasizes the power of authentic...
Employee advocacy vs influencer marketing for B2B brands
This article clarifies the crucial differences between employee advocacy and influencer marketing, arguing that both are essential for effective B2B strategies in 2026. Employee advocacy enhances...
Curt Garner On Building Chipotle's Digital Commerce Engine
Explore the remarkable transformation of Chipotle under Curt Garner's leadership, evolving from fax orders to a $5 billion digital powerhouse. Discover how innovative strategies, like dedicated...
How Slack Channels Are Helping Marketers Get Paid
Discover how Slack is redefining professional networking as creators, marketers, and solopreneurs abandon traditional jobs for community-driven opportunities. This article explores the advantages...
How to rank in AI search results: Expert best practices
In the rapidly evolving landscape of AI-driven search, understanding how to optimize for AI results is crucial. This article reveals the stark differences between traditional SEO and AI search...
Hinge’s chief marketer on why community is more than a marketing channel
Hinge is rapidly evolving as a key player in the dating app market, aiming for $1 billion by 2027 while addressing the decline in social connections among Gen Z. With initiatives like "One More...
The 5 Questions That Should Drive Every Piece Of Business Content You Create
Vikrant Shaurya, CEO of Authors On Mission, shares vital insights on optimizing content strategy for businesses. He emphasizes the importance of asking five key questions before creating content...