I moderated an enterprise GTM panel a few weeks ago. Five operators on stage. Every one of them, independently and unprompted, described the same stall pattern. Pilot launches. Agent handles simple tasks. Summarize calls, draft follow-ups, enrich records. Six weeks...
A PE-backed CEO came to me last fall. He runs a logistics AI company on the side of his other gig running a regulatory firm for medical devices. Smart guy. Operator. He wanted help with ABM, and his team was on a legacy CRM. I walked away. Not because his business...
Sales intelligence and outbound tools are everywhere, but Clay and Apollo come up in conversations more than most. They both help you find and enrich leads—but they’re built for very different jobs. At a high level: Clay is a data and enrichment engine. Apollo is an...
Sales development in 2026 looks different than it did even two years ago. The line between marketing, SDR, and rev ops has thinned. Outreach is more contextual. Timing matters more than volume. The tools that work now are the ones that help teams understand intent,...
How do we optimize processes before implementing AI? Implementing AI tools in suboptimal processes won’t yield ROI. Your GTM (marketing/sales) process optimization must come first! implementing AI on broken or suboptimal processes is a recipe for...
What’s our AI content quality and brand safety strategy? Organizations pursued AI for perceived low-risk use cases in Sales & Marketing but often resulted in higher risks due to off-brand content. So how should we proceed? AI content quality and...
