Practical insights on sales execution, AI enablement, and revenue operations. No theory, no fluff.
March 15, 2026
Your dashboard shows motion. Seventy sequences launched. Forty-two meetings booked. But closed deals are flat. While you were optimizing for activity, your buyers stopped playing along. Sixty-seven percent now prefer a rep-free experience. Here is how to use AI to meet buyers inside their independent research phase with precision and actual value...
Read more →March 13, 2026
Your inbox is full. Three more AI sales platforms hit your feed before lunch. Same promises. Same ROI charts. Same disconnect from your actual Tuesday. Here is what B2B SMB CEOs actually want from AI in sales: not more dashboards, not robot sales forces, but practical support that gives their team time back for real conversations...
Read more →March 7, 2026
A 6-part diagnostic for revenue leaders. Score your team's credibility across message honesty, discovery depth, follow-through reliability, proof quality, human judgment in AI-assisted selling, and handoff integrity. Based on Tim Sanders' framework of knowledge, network, and compassion—applied to the age of algorithmic selling...
Read more →March 7, 2026
The best deal I closed last year started with a handwritten note. Not a sequence. Not a cadence. Buyers now suffer from algorithm fatigue, receiving 126 AI-generated touches per week. Yet 87% will pay a premium for human-led experiences. Here is how to build a revenue organization that AI cannot replicate using the Human-Above-the-Loop framework, operational discipline, and the 90-day irreplaceability roadmap...
Read more →March 6, 2026
87% of sales organizations now use AI. Most missed their targets anyway. Salesforce data reveals the average enterprise runs 12 AI agents. Fifty percent operate in complete silos. This is not a technology failure. It is a plumbing problem. Here is how to fix it with fractional leadership, the Human Above the Loop framework, and a 90-day un-silo roadmap...
Read more →March 5, 2026
Jason Calacanis revealed the math on the All-In Podcast: AI agents cost $300 per day at 20% capacity. That is $100,000 per year per bot. So why are CEOs deploying them anyway? Because they are not cutting headcount. They are buying back time. Here is how UC San Diego Health reclaimed 630 hours weekly, how Lumen Technologies captured 300+ hours for revenue innovation, and how McKinsey saved 1.5 million hours while expanding their client-facing workforce...
Read more →March 5, 2026
Agentic AI SDRs are now mainstream. Tools like Artisan and Alta operate as autonomous prospecting agents that scrape, write, send, and book without human intervention. LinkedIn's algorithm now prioritizes dwell time over vanity metrics. The trap is assuming these tools replace judgment. When everyone has access to the same automation, the differentiator becomes who uses it wisely versus who lets it run unsupervised...
Read more →March 4, 2026
Forrester's March 3 research reveals AI-powered buyer autonomy is dismantling traditional GTM models. While sellers compress research to 60 seconds, buyers now deploy their own AI agents to evaluate vendors, validate claims, and cross-reference pricing. Korn Ferry confirms the obstacles are human, not technical. When both sides have automation, judgment becomes the only differentiator...
Read more →March 1, 2026
Autobound predicts that by Q4 2026, AI will compress research-to-outreach to under 60 seconds. That's terrifying—not because the tech is scary, but because most of us don't have the data hygiene to pull it off without looking like idiots. Here's the reality from Salesforce's latest report: top performers aren't winning with fancier AI. They're winning because 79% of them actually clean their data...
Read more →February 24, 2026
Salesforce just released their 2026 State of Sales report. The headline number is that 87% of sales organizations now use some form of AI. But here is what caught my attention: 73% of B2B buyers actively avoid sellers who send irrelevant outreach. The tools are everywhere. The trust is scarce...
Read more →February 26, 2026
Salesforce published their 2026 State of Sales report. Two numbers jumped out: 87% of sales orgs now use AI, but 73% of B2B buyers avoid sellers who send irrelevant outreach. The gap between those two numbers is where deals are won and lost. The 27% who respond are looking for evidence that the sender has done work worth their time...
Read more →February 20, 2026
I have been thinking about a shift in how we talk about AI in sales. For years, the frame was "human-in-the-loop" - AI does the work, humans check it. That is fine for basic quality control. But it is not enough for complex B2B deals. The real opportunity is "human-above-the-loop"...
Read more →February 18, 2026
Gartner projects that by 2027, 95% of seller research workflows will begin with AI, up from less than 20% in 2024. I think they are conservative. The cycle is already collapsing below 60 seconds in the best organizations...
Read more →I help teams put these concepts into practice. Start with a workshop or get in touch.