Blog — page 5
Notes on
agentic GTM.
Short arguments about how revenue work is changing — and what it takes to run agents responsibly once it has.
Posts, page 5
Turn buyer objections into a better campaign brief
Which sales-conversation feedback should change the campaign message?
Read
Keep campaign claims inside the evidence
How do we reuse one proof point without making a broader claim in every asset?
Read
Ask for a customer reference without spending their trust
When is a reference request appropriate and what exactly is the customer agreeing to?
Read
When the customer declines your success plan
How should a CSM respond when the customer declines a proposed adoption plan?
Read
Sales capacity planning: turn hiring dates into usable selling time
An approved headcount is not a full year of productive selling capacity.
Read
Review forecast accuracy at the same distance from quarter end
A last-day forecast and a six-week forecast did not face the same uncertainty.
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Keep presales promises separate from product plans
A roadmap conversation should not quietly become a promise in the handoff.
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An account hierarchy is not a buying-authority map
The parent company on the record may not be the organization making the purchase.
Read
An old opportunity needs a disposition, not another close date
Moving the date can keep a record open without keeping a buying project alive.
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