JourneyWise Journal
Practical insights for mid-market sales teams navigating tools, strategy, and growth.
Your Sales Team Has 12 Tools. They're Using 3.
There's a team audit that keeps playing out across mid-market sales floors right now. Leaders run a review of their tech stack and find somewhere between 10 and 15 active subscriptions. Then they ask their reps which ones they open on a given day. The answer is usually three.
Taiwo Tella
CEO, JourneyWise
There is a particular kind of frustration that lives in mid-market sales teams, and it doesn't get talked about enough. You're not a startup anymore. You've outgrown the tools built for early-stage companies. So you look at what the top-performing enterprise teams are using — and then you see the pricing.
Taiwo Tella
7 min read · May 2026
Think about the last sales call your team ran. Someone dialled in, the conversation happened, and then — if the rep was disciplined enough — they spent the next 20 to 30 minutes writing up notes, updating the CRM, drafting a follow-up email. Now multiply that by every call, every day, across your entire team.
Taiwo Tella
8 min read · May 2026
There's a debate that keeps showing up in sales and marketing circles: 'We're an inbound company' or 'We lead with outbound.' Teams pick a lane, build their motion around it, and then wonder why growth feels like it hits a ceiling. The answer is usually sitting in plain sight.
Taiwo Tella
6 min read · May 2026
In December 2025, Gartner published its first-ever Magic Quadrant for a new category: Revenue Action Orchestration. If you haven't heard of it yet, you will. Understanding what it actually means — especially for a mid-market team — is worth more than the buzzword.
Taiwo Tella
7 min read · May 2026
'Single source of truth.' It's probably the most repeated phrase in RevOps — and the least often achieved. Leaders say it in QBRs. It goes on slides. It features in vendor demos. And then the Monday pipeline review happens, and someone's pulling numbers from a spreadsheet, and the numbers don't match. Again.
Taiwo Tella
7 min read · May 2026