Insights
What's actually happening in B2B revenue teams right now.
Writing on AI adoption, sales motion, and pipeline — from people who read deal data for a living.
FeaturedRevenue AI5 min
The Judgment Gap
A sales manager with five reps, each running six active deals, is holding ninety reads at once — all of it outside the system, reconstructed every week from memory and Tuesday's 1:1 notes.
Read the pieceRevenue AIJune 20264 min
The Deletion Test
When AI enters a workflow and nothing comes off the list, the team has accelerated — but the bottleneck sits somewhere else, and 90 days of adoption data won't show it.
ReadRevenue AIJune 20265 min
The Judgment Gap
CRM holds what was done; the rep holds what it meant — and every week, the distance between those two things grows by one deal review at a time.
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