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Chester's Firmable articles

Professional female salesperson reviewing documents at a desk with a laptop.

Latest article

The Quota Trap: What sales actually does to people

Firmable asked 263 salespeople what a quota costs. Seven in 10 saw it move after it was set, 58% thought about quitting, and 68% say better tools would help.

6 October 2026

Team planning territory mapping in b2b sales

Blogs

What is territory mapping in B2B sales?

Understand the importance of B2B territory mapping for effective market segmentation and sales coverage to maximize opportunities.

29 September 2026

Two colleagues looking happy because they have a clean CRM

Blogs

What is B2B data decay? Rates, causes, and how to fix it

Uncover the impact of B2B data decay on your CRM. Understand how contact records lose accuracy over time.

17 September 2026

two revops team members looking at data

Blogs

B2B data enrichment: How it works, and why your coverage falls short 

How data enrichment works, why waterfall coverage breaks, and the questions to ask a provider. Plus how Firmable and Clay work together.

17 September 2026

Kyle Norton on low ACV outbound sales

Podcast

Kyle Norton on why “best practice” is killing your sales team

The high-profile, highly-regarded CRO on the unlikely GTM decisions behind one of the fastest-growing vertical SaaS companies in the world.

10 September 2026

Two professionals review charts and data together on a laptop during a meeting in a modern office.

Blogs

The agent-ready revenue team

Most B2B sellers use AI daily, but only 14% say an agent could run on their sales data as-is. See what agent-ready selling really takes.

9 September 2026

A sales team reviewing performance data and reports together in a modern office.

Blogs

What hyper-growth sales teams do differently

New Firmable research reveals what hyper-growth sales teams do differently, from cleaner data to sharper habits and smarter AI use.

9 September 2026

Media mentions

HubSpot

Inbound sales: How to sell the way prospects buy

31 December 2025
Chester Thompson

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