Articles

Former FBI hostage negotiator Chris Voss on why B2B sales teams pitch too much, qualify too little, and keep the wrong clients for too long.

Founder's Letter - April 8, 2026

Founder's Letter - April 5, 2026

Founder's Letter - April 1, 2026

Founder's Letter - March 30, 2026

Global expansion only works if you deeply tune into each region’s culture, language, and hierarchy instead of copy‑pasting one playbook. Align incentives and build real cross-region relationships so local teams trust each other, share deals, and close faster.

Challenger Sale co-author Brent Adamson on why thought leadership is now commoditised and how frame making is the new window of B2B sales differentiation.

Sales interviews predict the right hire 57% of the time. JR Butler built a company around a better thesis: athletes and veterans already have the traits that matter

After 15 years of high performance, growth hit zero. Daniel Wikberg on what professional manager mode cost him, and the chance meeting that pulled him out of it.

Generic USPs are not real differentiation; here is how to uncover your true competitive advantage.

AI tends to make the best reps better and leaves average reps behind, widening the performance gap. This draft is scraped from the Google Doc source.

Enterprise AI investments are failing at scale - 95% lack impact - while small teams can move faster with lightweight AI.

John McMahon lays out a winning sales culture: hire for character over experience, let reps who gravitate to big deals lead the charge and share learnings, and don’t mistake helpful coaches for true champions who influence decisions.