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GM to the Top 1% ☕
Saturday, so one longer thought instead of a tactic.
This week Squirro shipped a catalog of 13 prebuilt, production agents on a single reusable foundation. Not a bespoke build per use case. One shared layer of connections, compliance, and knowledge, and the agents ride on top of it. Gartner keeps describing this era with the same phrase. Agentic systems make the software invisible.
Sit with that word. Invisible. The vendors winning right now are working to make their own product disappear. And they are not doing it by accident.
💡 THE PRODUCT DISAPPEARS. THE JUDGMENT DOES NOT.
The old instinct was to make the software more visible. Better dashboard, more screens, a UI the buyer loved to show off. Stickiness meant logins.
The new winners flipped it. They know the buyer does not want to visit forty screens. The buyer wants the outcome to just happen, quietly, correctly, in the background. So the smart vendor builds a reusable foundation the whole team runs, and lets the product fade until only the result is left.
Run that lens over your own selling. If your entire value is the demo of the screens, you are the layer the agent is built to hide. But if your value is the judgment, the relationship, the number you put on the outcome, then it does not matter that the software went invisible. You did not. When the tool disappears, the person who understood the buyer's business is the only thing left standing, and that person gets the next three renewals. Make the software invisible on purpose. Make yourself unforgettable on purpose.
🔧 BUILD A REUSABLE OUTCOME FOUNDATION
Stop rebuilding your pitch from scratch on every deal. Build the layer once, run it on all of them.
1. Standardize the outcome library: Write the three to five business results you actually sell, each with a dollar model. Reuse them across accounts.
2. Build the connection layer once: The research, the value hypothesis, the objection pre-empts. Systematize them so every rep starts from the same foundation, not a blank page.
3. Let the demo go last: Lead with the outcome and the number. Show the screens only to prove the mechanism, never as the pitch.
4. Make the rep the memorable layer: The tool fades. Train your team so the judgment and the relationship are what the buyer remembers.
🎯 THIS WEEK'S HOMEWORK
Write down the last product demo you gave. Now cross out every sentence that described a screen. What is left is your real pitch. If almost nothing is left, you are selling the invisible layer, and this coming week is the week to rebuild it around the outcome.
❓ QUESTION OF THE DAY
When your software goes invisible in an account, what is the reason the buyer still remembers you?
Reply with the one thing about you that survives when the product disappears.
See you tomorrow.
Edward
Founder, Morning Sales
P.S. Building a reusable outcome foundation starts with never writing the same account prep twice. The 500 prompts are that foundation in a file, the research runners, the value hypothesis builders, the outcome framers you reuse on every deal instead of starting cold. It is 27 dollars: https://store.edwardgorbis.com