☀️ Saturday read: same title, same quota, 30% more pay.

For its first CTV campaign, Jennifer Aniston’s DTC haircare brand LolaVie had a few non-negotiables. The campaign had to be simple. It had to demonstrate measurable impact. And it had to be full-funnel.

LolaVie used Roku Ads Manager to test and optimize creatives — reaching millions of potential customers at all stages of their purchase journeys. Roku Ads Manager helped the brand convey LolaVie’s playful voice while helping drive omnichannel sales across both ecommerce and retail touchpoints.

The campaign included an Action Ad overlay that let viewers shop directly from their TVs by clicking OK on their Roku remote. This guided them to the website to buy LolaVie products.

Discover how Roku Ads Manager helped LolaVie drive big sales and customer growth with self-serve TV ads.

The DTC beauty category is crowded. To break through, Jennifer Aniston’s brand LolaVie, worked with Roku Ads Manager to easily set up, test, and optimize CTV ad creatives. The campaign helped drive a big lift in sales and customer growth, helping LolaVie break through in the crowded beauty category.

Learn more.

GM to the Top 1% ☕

Saturday read, and this one is about your money rather than your pipeline.

The 2026 comp benchmarks landed and there is a number in them that most reps have not registered. AI fluent reps are being offered 15 to 30 percent higher on target earnings at the same title as their peers. Same role. Same quota. Same logo on the badge.

The mechanism is not mysterious. McKinsey puts roughly 30 percent of sales tasks in the automatable column, and reps who actually use the tooling show around a 35 percent productivity lift. Companies benchmark total sales cost at roughly 15 to 25 percent of new revenue. If one rep produces meaningfully more revenue against the same cost line, the market will pay them more for it, and it has started.

The uncomfortable part is what "fluent" turns out to mean in those conversations.

💡 FLUENCY IS EVIDENCE, NOT EXPOSURE

Almost everyone reading this uses AI daily. Fewer than 40 percent of B2B reps use it consistently, and consistency is not the bar either. The bar is whether you can point at a number and say this changed because of how I work.

Watch what happens in a real comp conversation. A rep says they use AI heavily. The hiring manager nods, writes nothing down, and offers the band. A different rep says: I cut my research time from 40 minutes to 6 per account, which gave me 9 extra hours a week, which I put into executive meetings, and my win rate on deals with executive engagement went from 22 to 41 percent. That rep just moved the offer, and they did it with three numbers.

That is the whole difference. The first rep described exposure to a tool. The second described a rebuilt workflow with a measured outcome attached. Tools are table stakes and everyone has them, so describing your tools describes nothing. What you can actually get paid for is the redesign, and the proof that the redesign produced something. Most reps have done the first half. Almost none of them have written down the second half, which means they are doing the work and leaving the money.

🔧 THE PROOF PORTFOLIO

Four things to write down this weekend. It takes 45 minutes and it is worth more than any course.

1. The before and after time: Pick your three biggest recurring tasks. Write what each took a year ago and what it takes now. Real numbers, even rough ones. "40 minutes to 6" is a sentence that moves offers.

2. Where the recovered hours went: Time saved is worthless as a claim. Time redeployed is a story. Name what you did with the hours and be specific about it.

3. The outcome number: Win rate, cycle length, deal size, attainment, coverage. One metric that moved, with the before and after. This is the line the hiring manager writes down.

4. The thing only you built: A prompt library, a qualification pass, a stakeholder mapping routine. Something a peer could not replicate by buying the same subscription. That is the part that is actually scarce.

🎯 THIS WEEK'S HOMEWORK

Write your proof portfolio this weekend, four short paragraphs, no formatting, and keep it in a note you can open on a phone. Whether you are negotiating in November or interviewing in March, the rep with three numbers gets a different offer than the rep with three adjectives.

❓ QUESTION OF THE DAY

What is one metric in your business that moved because of how you rebuilt your workflow, not because of a tool you bought?

Reply with the metric and the before and after. If you cannot name one yet, that is this weekend's work.

See you tomorrow.

Edward

Founder, Morning Sales

P.S. The rebuilt workflow is the part that gets paid, and you do not have to design it from scratch. The 500 AI Sales Prompts manual is the working library behind mine, covering research, discovery, business cases, and follow through. 27 dollars, and it is the cheapest raise negotiation prep you will ever buy: https://store.edwardgorbis.com