GTM & B2B Sales Insights
Practical thinking on go-to-market strategy, B2B sales, and buyer alignment.
Buying Outbound Software Is Not the Same as Running Outbound
95% of organizations that deployed generative AI in 2025 saw zero measurable P&L impact. The problem wasn't the model. It was that nobody was actually running it.
The Conventional Wisdom on GTM Tool Consolidation Is Wrong
Everyone says to cut from 15 tools to 6. That advice is not wrong. It is just not far enough. Six tools with clean integrations still means five data handoffs.
Why Your AI SDR Keeps Missing (It Is Not the Model)
You bought the AI SDR. You set up the sequences. The emails go out. The replies aren't coming. The real problem isn't the model — it's the data underneath it.
What Top B2B Sales Reps Actually Do Differently
Fewer than 30% of reps hit quota consistently. Here's what the ones who do are doing differently: and why most teams never replicate it.
Why Prospect Research Is the One Sales Habit That Actually Compounds
Top-performing reps generate nearly 3x more meetings than their peers. The difference isn't charisma: it's how well they know their buyers before picking up the phone.
How Mid-Market Sales Teams Can Actually Compete with Enterprise
Mid-market companies face bigger budgets, established credibility, and larger teams on the other side of every deal. Here's what it takes to compete and win.
Why Sales and Marketing Alignment Actually Matters (And How to Get There)
Sales and marketing misalignment costs companies an average of 10% of annual revenue. Here's what alignment looks like in practice across the entire funnel.
The Real Challenges of Mid-Market B2B Sales (And Why They're Harder Than Anyone Admits)
Only 22% of mid-sized businesses saw sales growth last year. Here's what it actually feels like to sell for a mid-market company: and what the numbers behind the struggle look like.
Why B2B Companies Are Failing Their Buyers: The Buying Committee Challenge (Part 2)
Five more reasons B2B companies struggle to align with buyers: from buying group blind spots to change resistance and the technology gap.
Why B2B Companies Are Failing Their Buyers (Part 1)
74% of sellers say their role is becoming more consultative. Only 27% of B2B companies are actually pulling it off. Here are five reasons the gap keeps widening.
From Pitching to Enabling: How B2B Sales Has to Change
Buyers complete 70% of their purchase decision before talking to sales. The teams winning in this environment aren't selling harder: they're making the buying process easier.