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Latest edition

New this SundayNov 1, 2026
Your Forecast Is a Lie

Close dates changed minutes before review let stale opportunities survive in commit while leadership trusts a number built after the fact.

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May 31, 2026How Has Sales Transformed Over the YearsFrom door-knocking to AI sequences, how selling has evolved (and what's next)Read edition →Jul 12, 2026The Champion MythWhy over-relying on one stakeholder is the fastest way to lose enterprise revenue.Read edition →Feb 16, 2025Your Board wants a CRO, Here's What They're Missing...Read edition →

Every edition

Nov 1, 2026Your Forecast Is a LieClose dates changed minutes before review let stale opportunities survive in commit while leadership trusts a number built after the fact.Read edition →Oct 25, 2026Your Pilot Is Unpaid ImplementationWithout an acceptance threshold, decision owner, and commercial next step, the buyer receives work while the forecast reports momentum.Read edition →Oct 18, 2026Your Revenue Handoff Has No OwnerShared goals mean nothing when nobody owns definitions, routing, acceptance, and feedback.Read edition →Oct 11, 2026Your RevOps Team Became a Ticket QueueWhen every request becomes a ticket, leadership can avoid the decisions that keep the revenue system coherent.Read edition →Oct 4, 2026Your Win/Loss Program Is Lying to YouSeller debriefs record a story your team will accept. Buyer interviews expose the decision you lost.Read edition →Sep 27, 2026Growth Without Retention Is Borrowed RevenueNew ARR can make a leaking customer base look healthy until replacement costs eat the quarter.Read edition →Sep 20, 2026Verbal Yes Is Forecast FictionA buyer can want the deal while procurement, security, legal, finance, and signature still kill the quarter.Read edition →Sep 13, 2026Equal Accounts, Unequal OddsYour territory model sets quota outcomes before the first call.Read edition →Sep 6, 2026Your Comp Plan Teaches SandbaggingReps hold deals when payout rules punish honest timing and reward quarter-end theater. Your compensation plan writes the behavior your forecast keeps …Read edition →Aug 30, 2026Your CFO Is a SellerFinance belongs in strategic deals before procurement, especially when budget, risk, or terms enter the buyer conversation.Read edition →Aug 23, 2026Your Playbook Is Missing the WorkYour best rep is running a sales process that never made it into the playbook... and your managers may be coaching the wrong work.Read edition →Aug 16, 2026Trust Is the New CACI spent four days in the Montana wilderness with 65 go-to-market leaders and nobody asked what anyone did for a living. That silence is the most expen…Read edition →Aug 9, 2026Diagnose, Don't DiscoverThe rep with the best discovery checklist doesn't win. The rep who diagnoses the buyer's actual problem does.Read edition →Aug 2, 2026The Quota LieIf more than half your reps miss the number, that is not a talent problem. That is a math problem you signed off on.Read edition →Jul 26, 2026Pipeline Problems Are Visibility ProblemsIf you can't name the last human action on a stalled deal, more activity won't save it. You have a visibility problem, and the CRM you built the pipel…Read edition →Jul 19, 2026The Founder Sales Death ZoneBetween five and fifteen million ARR, founder-led selling stops scaling and your first sales hires start failing in silence. Nobody puts the real reas…Read edition →Jul 12, 2026The Champion MythWhy over-relying on one stakeholder is the fastest way to lose enterprise revenue.Read edition →May 31, 2026How Has Sales Transformed Over the YearsFrom door-knocking to AI sequences, how selling has evolved (and what's next)Read edition →May 24, 2026Do You Have to Love What You SellCan you really sell what you don’t believe in? The psychology of conviction.Read edition →May 17, 2026What Makes a Good Sales LeaderForget rah-rah leaders. The best sales leaders are operators with empathy.Read edition →May 10, 2026Forecasting - Can Anyone Do It Right?Why most forecasting models fail and how to get closer to reality.Read edition →May 3, 2026How Different Are SMB/MM/ENTSelling to SMBs isn't the same as ENT. Understand what changes (and what doesn't).Read edition →Apr 26, 2026What Makes a Good SellerIt's not charm. It's pattern recognition. What top sellers really do differently.Read edition →Apr 19, 2026Different Selling Channels and How to Leverage ThemMaster outbound, inbound, PLG, and community. Know which channel wins and when.Read edition →Apr 12, 2026The Power of Network SellingTurn partnerships and affiliates into a revenue channel without scaling headcountRead edition →Apr 5, 2026What Is Demand Gen - Really?'Demand gen' gets tossed around constantly. Here's what it actually means and what it takes to get it right.Read edition →Mar 29, 2026Harnessing Influencer MarketingNot just for TikTok. How influencer marketing is reshaping B2B go-to-market.Read edition →Mar 22, 2026Winning with Product DifferentiationStop competing on price. Win on product, and here is how.Read edition →Mar 15, 2026Craft Compelling Marketing CampaignsFrameworks and tips for creating unforgettable, conversion-driven campaigns.Read edition →Mar 8, 2026Community Led GrowthWhy community is the new content. And how the best companies are capitalizing on it.Read edition →Mar 1, 2026Building Personal Brands (Not Letting Your Company Own It)Own your voice. Build your brand. Don't let your employer take it with them.Read edition →Feb 22, 2026Building A Social BrandBuild a magnetic presence on social that drives inbound without acting like an influencer.Read edition →Feb 15, 2026The Rise Of ChatGPT/Claude In RevenueWhat ChatGPT/Claude really means for marketing, sales, and customer success.Read edition →Feb 8, 2026Does AI Forecasting Really WorkAI-powered forecasting promises accuracy, but does it deliver?Read edition →Feb 1, 2026Will AI Replace BDRs (or Salespeople)An honest look at how AI is changing outbound execution. Where automation helps, where human judgment still matters. And why replacing roles too early…Read edition →Jan 25, 2026AI Bots to Talk to ClientsReal-time AI bots are changing client communication. What helps moves fast, and what flops breaks trust even faster.Read edition →Jan 18, 2026AI Email Copywriting: Prompt engineering meets pipelineA practical, slightly controversial take on why “using AI” is not the same as writing better emails and how to build a prompt system your team can act…Read edition →Jan 11, 2026AI in Revenue: The Shift From "Lazy Automation" To IntelligenceExplore how AI is changing every revenue function from prospecting to retention and why using it just to write emails is a losing strategy.Read edition →Jan 4, 2026The Revenue Apocalypse: 5 Trends That Will Kill Your Business in 2026Bold predictions about emerging trends that will make current revenue strategies obsolete, and what you need to do now to survive.Read edition →Dec 21, 2025AI Sales Coaching vs Human Managers: The Future Is HereControversial analysis of AI-powered sales coaching platforms outperforming traditional human managers and what this means for sales leadership.Read edition →Dec 14, 2025The Great GTM Unbundling: Why Integrated Strategies Are DeadExplore how the most successful companies are abandoning integrated GTM approaches for specialized, laser-focused strategies.Read edition →Dec 7, 2025Your Sales Methodology Is Outdated:Welcome to the Post-BANT WorldDeclare the death of traditional qualification frameworks and introduce next-generation buyer qualification methods that actually work.Read edition →Nov 30, 2025The Subscription Revenue Trap: Why Recurring Models Are FailingChallenge the subscription economy orthodoxy and reveal why many companies should abandon recurring revenue models.Read edition →Nov 23, 2025AI Prospecting Vs Human Intuition: The Data Will Shock YouHead-to-head comparison of AI-powered prospecting versus traditional human approaches with surprising results that will change how you think about sal…Read edition →Nov 16, 2025The Attribution Scam: Why Your Marketing ROI Numbers Are FictionExpose the fundamental flaws in traditional attribution models and how they're leading to catastrophic budget allocation decisions.Read edition →Nov 9, 2025The Remote Sales Advantage: Why In-Person Teams Are LosingControversial take on why remote sales teams are outperforming traditional in-person teams and what this means for the future.Read edition →Nov 2, 2025Your Pricing Is Wrong (And It’s Costing You Millions)Provocative analysis of why traditional pricing strategies are leaving massive revenue on the table and how AI is changing the game.Read edition →Oct 26, 2025The PLG Revenue Myth: Why Product-Led Growth Is Failing Most B2B CompaniesChallenge the product-led growth hype and reveal why most B2B companies attempting PLG are actually hurting their revenue.Read edition →Oct 19, 2025The Revenue Operations Technology Stack: Tools That Actually Drive ResultsEvaluate and optimize your revenue technology investments, from CRM optimization to AI-powered sales tools that deliver measurable ROI.Read edition →Oct 12, 2025Your CRM Is Sabotaging Your Revenue (And Your Team Knows It)Expose how traditional CRM implementations are creating more problems than they solve and what forward-thinking companies are doing instead.Read edition →Oct 5, 2025The Enterprise Sales Lie: Why Complex Deals Are Actually Easier to CloseFlip conventional wisdom about enterprise sales complexity and reveal why SMB deals are often harder to win.Read edition →Sep 28, 2025The Modern Sales Development Playbook: Beyond Cold Calling and Mass EmailsInnovative prospecting strategies that combine digital research, social selling, and personalized outreach for higher conversion rates.Read edition →Sep 21, 2025The Unicorn Trap Why Chasing Viral GTM Strategies Will Bankrupt YouDebunk the myth of overnight GTM success and reveal why copying viral strategies is the fastest way to waste your budget.Read edition →Sep 14, 2025Channel Partner Revenue: Building Profitable Indirect Sales ProgramsDesign and optimize channel partner programs that drive incremental revenue without cannibalizing direct sales.Read edition →Sep 7, 2025The AI Revenue Revolution: How Smart Companies Are 10X'ing Their PipelineReal case studies of companies using AI to fundamentally transform their revenue operations, not just automate old processes.Read edition →Aug 31, 2025Your Sales Process Is a Relic:Why Modern Buyers Hate Your FunnelExpose how traditional sales processes are alienating modern buyers and what progressive companies are doing instead.Read edition →Aug 24, 2025The $10M GTM Mistake: Why Product-Market Fit Doesn’t Guarantee Revenue SuccessSee exactly why “we have PMF” still stalls revenue and how hidden GTM gaps quietly kill growth.Read edition →Aug 17, 2025Customer Success as a Revenue Engine: Expansion Playbooks That WorkHow to turn post-sale into a predictable growth machine without burning your team outRead edition →Aug 10, 2025The Art of the Follow-Up: Converting Stalled Deals into Closed RevenueHow to turn “we’ll think about it” into “we’re ready to sign” without burning trust or wasting timeRead edition →Aug 3, 2025Revenue Intelligence: Making Data-Driven Decisions That Drive GrowthHow to turn your GTM data into actionable insights that actually boost revenue performance.Read edition →Jul 27, 2025The Death of Solution Selling: Why Consultative Sales Is Killing Your RevenueWhy the classic "solution selling" approach is outdated, ineffective, and actively harming your sales performance.Read edition →Jul 22, 2025AI x GTM: Hands-On Workshop + Dinner — Only 15 Seats LeftRead edition →Jul 20, 2025The Great Sales Hiring Lie: Why Top Performers Fail at Your CompanyDeconstruct the myth that great salespeople succeed everywhere and reveal why your 'proven winners' are underperforming.Read edition →Jul 17, 2025AI x GTM: Hands-On Workshop + Dinner — Only 30 SeatsRead edition →Jul 13, 2025Your Competitor Is Using AI to Steal Your Deals (And You Don't Even Know It)See exactly how AI-powered competitors are outmaneuvering traditional sales approaches and quietly winning the deals you thought were yours.Read edition →Jun 29, 2025Why Your GTM Strategy Is Actually Just Expensive HopeThe brutal truth behind why most go-to-market plans fall apart and the uncomfortable questions revenue leaders avoid asking.Read edition →Jun 8, 2025The Hardest Lessons in Leadership (And Why They Matter More Than Ever)Inside the toughest leadership decisions, the rise of AI, and how today’s best founders are rewriting the rules of growth.Read edition →May 25, 2025Managing Up is Hard: A Survival Guide for Mid-Level and Senior LeadersThe Uncomfortable Truth About Managing Your BossRead edition →May 11, 2025Everyone’s Building Bots. No One’s Building Belief.Hype, Hollow Promises & High-Fives for FailureRead edition →Apr 27, 2025Building a Social Brand is More Important Than EverAnd, you are likely doing it the wrong way, for the wrong reasonRead edition →Apr 13, 2025Referrals Are Your Revenue UnlockThe most overlooked GTM channel is right under your noseRead edition →Mar 30, 2025The Science of Sales HiringA Data-Backed Framework for Building High-Performance TeamsRead edition →Mar 16, 2025The Good, Bad, and Ugly of AI in RevenueIs AI coming for your job?Read edition →Mar 2, 2025You Have a Different Problem Than You ThinkIdentifying the Real GTM GapTMRead edition →Feb 16, 2025Your Board wants a CRO, Here's What They're Missing...Read edition →

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