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GM to the Top 1% 👋
Every Friday at 4 PM, I do something that takes 5 minutes and has saved me more revenue than any single skill I've developed in 15 years of selling.
I run my active deals through an AI review.
Not a forecasting call. Not a pipeline inspection where everyone sandbags. A brutally honest, zero-ego audit of every deal that matters.
🎯 WHY YOU CAN'T SEE YOUR OWN BLIND SPOTS
There's a concept in psychology called the IKEA Effect. When you build something yourself, you overvalue it.
The same thing happens with deals. You spent three months building that relationship. You got the VP on the phone. You ran a killer demo. Of course you think it's going to close.
But you can't objectively evaluate something you're emotionally invested in. That's not a weakness — it's being human.
This is where AI earns its keep. Not as a replacement for your judgment. As a counterweight to your bias.
🔑 THE 5-MINUTE FRIDAY DEAL REVIEW
Step 1: Dump the deal context into AI
Give it everything: → Deal size and stage → Days in current stage → Last meaningful contact (date and what was said) → Key stakeholders and their roles → Next steps (if any are scheduled) → Any objections raised
Step 2: Ask three questions
Question 1: "Based on this information, what are the top 3 risks to this deal closing?"
Question 2: "What information am I missing that would make this deal more predictable?"
Question 3: "If you were the prospect, what would be your biggest hesitation right now?"
Step 3: Act on the output
Last week, I ran this on a deal I felt great about. The AI flagged: "No direct contact with the economic buyer in 22 days. The last interaction was with a mid-level stakeholder who expressed enthusiasm but has no budget authority."
Gut punch. Because it was right.
I ran the Above & Below email from Day 15 that afternoon. By Monday, I had a meeting with the CFO scheduled.
📊 WHAT AI CATCHES THAT YOU DON'T
→ "Your deal has been in the same stage for 34 days. Your average for this stage is 12 days." (It's stalled and you haven't noticed.)
→ "The stakeholder you're communicating with is a Senior Manager. The deal size likely requires VP+ approval." (You're single-threaded too low.)
→ "Your last 3 emails received no response. Previous response time was under 24 hours." (Something changed — stop sending "checking in" messages.)
→ "You mentioned two competitors. You haven't addressed competitive differentiation in recent communication." (You're letting the competitor control the narrative.)
When you're running 15-20 deals simultaneously, these patterns become invisible. AI makes them visible.
🤖 THE MONACO EFFECT
This month, Sam Blond — former head of sales at Brex and Founders Fund partner — launched Monaco, an AI-native sales platform that raised $35M from Founders Fund and the Stripe founders.
Their thesis? AI agents should handle the repetitive sales workflows while experienced humans handle the judgment calls.
That's exactly right. And it's exactly what the 5-minute deal review does on a personal level.
You don't need a $35M platform to get this benefit. You need a Friday habit, an AI tool, and the willingness to hear what you don't want to hear about your pipeline.
✍️ YOUR HOMEWORK
Do the 5-minute deal review right now on your top 3 deals.
For each deal: dump the context, ask the three questions, identify the #1 risk, and write down one specific action for Monday.
If you're a manager — try this format in your next team deal review. Replace the usual round-robin forecast call with AI-augmented deal audits.
💬 QUESTION OF THE DAY
What's the best piece of coaching you've ever received in a deal review?
Hit reply — let's learn from each other.
📈 Share Morning Sales & Earn Rewards
Know a rep who needs a system, not just tactics? Share your link:
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🎁 Your rewards:
1 referral = The $500M Sales Vault (exact strategies to becoming the #1 seller)
3 referrals = 500 AI Sales Prompts PDF
5 referrals = Private Community Access
10 referrals = 30-min strategy call with me
You’ve referred {{rp_num_referrals}} people — only {{rp_num_referrals_until_next_milestone}} more until your next reward!
See you tomorrow,
Edward Founder, Morning Sales
P.S. Tomorrow's different. No frameworks. No checklists. Just a story and a lesson that took me 66 countries to learn.