Jun 5, 2026
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2 min read
Clari bought Salesloft. Another $450M in ARR merged. The reps winning in 2026 aren't waiting for the dust to settle.☀️
Jun 4, 2026
Forrester says the average complex enterprise purchase now involves 13 internal stakeholders. There's a 14th. They showed up in the last two years.
Jun 3, 2026
7.1 million opportunities, 3,613 companies, and one number everyone is quoting wrong.
Jun 2, 2026
Not a cautionary tale. A data set. The number that surprised me most had nothing to do with revenue.☀️
Jun 1, 2026
Email reply rates just hit a 7-year low. The reps I talk to are shocked. The math isn't complicated once you see it.
May 31, 2026
She was eating cereal in pajamas. The answer she gave me at 7:43am Sunday became the operating system I am bringing into the new month. It also explains why most reps are exhausted.
May 30, 2026
Most reps spend Saturday clearing inbox debt. The 1% spend 47 minutes writing the one sentence that will move every deal next week. Here is the Saturday wedge most reps will never run.
May 29, 2026
I pulled the 12 prompts top reps run before every first call out of the 500 pack. Model audit, stale-sentence finder, decision-criteria pull, executive briefing, clarification commit. Free preview inside.
May 28, 2026
AI SDR tools churn at 50 to 70% in 90 days. Reply rates collapsed from 8.5% in 2019 to 3.4% in 2026. The reps winning are using AI as a research engine, not a sending engine. Here is the swap.
May 27, 2026
Enterprise deals now require an average of 13 decision-makers. Single-threaded deals close at 5%. Five-stakeholder deals close at 30%. The single-thread tax is the largest deal-killer in your pipeline this quarter.
May 26, 2026
She wasn't asking about my deal. She was asking about my job. The answer I gave her at 8:47pm Sunday became the new framework I ran in three discovery calls Monday morning. All three moved to second meetings.
May 25, 2026
G2 dropped the number last month. Half of B2B software buyers begin their research in an AI chatbot, not search. By the time they take your call, the model has pre-shaped them. Here is the discovery wedge that still works.
May 24, 2026
60% of SaaS comp plans shifted toward outcomes this year. Renewals, upsells, multithreaded deals. The reps still optimizing for raw bookings are quietly being repriced. Here is the 14-minute reset.
May 23, 2026
$450M in combined ARR. Revenue intelligence and sales engagement are no longer separate categories. Here is how to pick the layer you defend before your CRO picks it for you.
May 22, 2026
One PDF. Five categories. Discovery prep, signal capture, multi-thread, exec brief, renewal defense. 1,847 reps grabbed it. Today is the last day at $27.
May 21, 2026
The new Forrester data is everywhere. Most reps read it as a death sentence. The top 5% read it as a filter. Here is how to concentrate your entire pipeline on the 38% who will pick up.
May 20, 2026
AI-using reps generate 77% more revenue than reps who don't. That is the six-figure annual gap your CRO is staring at. But the number behind the number is what you do with it.
May 19, 2026
A $4.2M deal. 47 minutes of prep that should have been 4. The bedtime story I almost missed. Here is the seven-question kitchen-table prep I run before every first call now.
May 18, 2026
Ten pre-built finance agents shipped this month. Claude Opus 4.7 cleared 64.37% on the finance benchmark. The agent is no longer the wedge. The orchestration around it is. Here is the new sale.
May 17, 2026
Anthropic shipped Claude Opus 4.7 and ten financial agent templates this month. The "AI is coming for sales" panic is finally over. The fight in 2030 is the seller who taught AI vs the one who waited for IT.
