The Mach blog
Better sales work.
Backed by evidence.
Practical guides to sales automation, account research and conversations that move a sale forward.
Which AI sales actions should need approval?
A practical approval map for company research, messages, CRM changes and sales commitments.
AI sales agent pricing: calculate the cost of useful work
Look beyond seat prices with a cost model for research, review, sending, reply handling and qualified held meetings.
How to run an AI SDR pilot you can actually evaluate
A pilot scorecard for research accuracy, message approval, held meetings and full cost, with clear stop rules.
Automated sales follow-up: when to stop and hand over
How to handle replies, opt-outs, objections and meeting requests without letting automatic follow-ups ignore the conversation.
Useful sales content for AI-assisted buyer research
Create clear offering pages, evidence-backed case studies and honest answers that buyers and search systems can understand.
Signal-based selling: from evidence to a useful message
A four-part evidence check for relevant sales messages: what changed, why it matters, what you can prove and what to ask.
CRM data quality: what to fix before sales automation
A practical CRM readiness check covering company identity, contact ownership, suppression, duplicates and permitted updates.
Email deliverability: a preflight check before automation
Check authentication, suppression, audience relevance, sending controls and reply handling before increasing sales email volume.
Sales automation in 2026: five changes worth acting on
A practical reading of sales AI research: data readiness, controlled actions, buyer questions, total cost and measurable pilots.
An account research brief for software services teams
Build a research brief around one offering, a dated buying signal, relevant past work and the questions a seller still needs to ask.