The Airport Deal
2026-08-13
A deal that turned on one remembered detail — and what it says about the ones that quietly slip.
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Opinion & Analysis
How we think about selling.And why.
Essays, interviews, and analysis on how AI is changing sales work, from our team and the operators we talk to.
More in Opinion & Analysis
Uncovering the Sales DNA That Sets Great Sellers Apart (Part 2)
Kristin “KK” Anderson · 30:50
Part 2 with KK Anderson covers the beliefs that decide whether a rep uses the skills they were trained on, how to spot real drive in an interview, why a faster ramp removes the old filter for grit, and what CROs should screen for now. She closes with advice for new sellers and for reps ten or twenty years in.
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Uncovering the Sales DNA That Sets Great Sellers Apart (Part 1)
Kristin “KK” Anderson · 30:08
KK Anderson has evaluated more than 15,000 sellers. She explains the three layers of selling ability (tactical skill, sales DNA and the will to sell), why teams should diagnose before buying another AI tool, and the two-sale mentality: first the buyer has to say why they need to change, then why you and why now.
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ANALYSIS
The real cost of AE ramp time
Netskope's CEO validates the #1 Selling Economy problem: long AE ramp time
2026-09-24
AI is making sales reps more efficient, but it has not changed the economics of building sales capacity. Netskope is a good example — roughly half its quota-carrying reps are still ramping, and ramp still takes about a year.
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What the Early Days of Salesforce Can Teach Today’s Sellers (Part 2)
Joe Williams · 27:41
Joe Williams on why do-it-yourself AI helps one seller but leaves the rest of the team out of the loop, why automating the old outbound motion only adds noise, and why buyers still want a human when they need judgment. Plus the night he closed more than $6 million against a $2.5 million quota.
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What the Early Days of Salesforce Can Teach Today’s Sellers (Part 1)
Joe Williams · 21:19
Joe Williams was one of Salesforce’s first enterprise reps. He and Yosh go back to selling hosted software to banks that wanted their data inside the firewall, and to what that era taught about end users, champions and trust. Then they look at today’s buyer, who arrives already knowing your product, your pricing and your competitors.
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Why sales-led growth looks expensive
The Economics of Sales-Led Growth
2026-08-20
Human selling has always carried a reputation for being expensive. Look closely, though, and that reputation traces back to a single number that says far more about how a rep's week is built than about the people doing the selling.
Read articleBuild for the User
2026-08-05
Why the people who actually use the product have to be the ones it gets designed around.
Watch on YouTubeThe Brutal Math Behind B2B Sales
2026-07-29
The numbers every revenue team runs on — ramp, attrition, cost per rep — and why they never seem to move.
Watch on YouTubeANALYSIS
Why memory is the hardest part of sales
The Hardest Part of Sales: Memory
2026-07-23
Twenty-five years, thousands of reps, and one problem that never got solved. The hardest part of sales isn't the deal. It's remembering everything the job requires you to hold.
Read articleThree Benefits, One System
2026-07-22
Three things revenue teams keep buying separately, and why they only work as one system.
Watch on YouTubeYosh Introduces the New Selling Economy
2026-07-16
What changed for buyers, what it means for sellers, and what it takes to win now.
Watch on YouTubeANALYSIS
Why DIY AI sales stacks fall apart
The Frankenstein Stack: why DIY AI for sales falls apart
2026-07-07
Most sales teams have 10+ disconnected AI tools that forget everything between tabs. Here's why the DIY AI sales stack fails — and what to build instead.
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Why your AI forgets everything
Why your AI keeps forgetting — and what a company brain does instead
2026-06-25
Every general-purpose AI is stateless — so you become the memory. Here's why your AI's output feels generic, and what a company brain does instead.
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