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...
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,...
The Limitation of Calculator-Minded AI in GTM Here’s what I keep seeing: companies treat AI like a fancy calculator. They’re focused on speeding up tasks, automating the basics, and checking boxes on productivity gains. Sure, those wins matter. But...
What’s a framework for identifying high-impact AI use cases? 90% of executives identify lack of clarity on ROI-driving use cases as their top challenge Frameworks for identifying high-impact AI use cases Here are 3 frameworks to consider: Strategic initiative...
A Masters degree student pursuing a data science degree from Notre Dame recently asked me five questions about my knowledge of forecast measurement and the B2B SaaS industry. The answers take my experiences built over the years into account, they are not AI generated...
