Archive

Dive into a collection of past posts and rediscover timeless content.

Playbooks

Speed to Lead: The 5-Minute Window Worth 21x Your Conversion

Sep 1, 2026

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2 min read

Speed to Lead: The 5-Minute Window Worth 21x Your Conversion

Five minutes makes leads 21x more likely to qualify. The average team takes 47 hours.

Leadership

Inside Nooks: why average sellers get left behind in the next 12 months

Aug 27, 2026

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3 min read

Inside Nooks: why average sellers get left behind in the next 12 months

Nooks' Director of Sales on earning every sentence and mapping the buying committee

Playbooks

The Best Time to Cold Call, According to Actual Data

Aug 25, 2026

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3 min read

The Best Time to Cold Call, According to Actual Data

What 3.7 million dials say about when to pick up the phone, and when to bother.

Data

A quarter of a million cold emails in 60 days. Here's what worked

Aug 20, 2026

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5 min read

A quarter of a million cold emails in 60 days. Here's what worked

Matt Putnam sits in 60 sales meetings a month. Here's what the transcripts taught him about what buyers actually say.

Leadership

Top sellers have exactly one thing in common

Aug 13, 2026

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5 min read

Top sellers have exactly one thing in common

ZoomInfo's Charles Kirkman on champions vs coaches, timing beating targeting, and the one trait that separates the top

Opinion

Aug 11, 2026

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3 min read

The AI SDR Reality Check

Volume up 6.4x, replies down 38%. What the 2026 data actually says about AI SDRs.

Enterprise

HubSpot tested AI-written emails at scale. The phones won.

Aug 6, 2026

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4 min read

HubSpot tested AI-written emails at scale. The phones won.

HubSpot's Director of Global Sales Acceleration on signals, shared agents and the human in the loop

Enterprise

The OpenAI Playbook: Selling to Buyers Who Already Tried Your Product

Aug 4, 2026

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2 min read

The OpenAI Playbook: Selling to Buyers Who Already Tried Your Product

Four plays from inside OpenAI's enterprise team, stripped down and ready to run

Enterprise

Jul 27, 2026

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3 min read

How OpenAI sells AI to enterprises that think they already understand it

OpenAI's Enterprise Account Director on selling to buyers who arrive already experimenting

Archive

Dive into a collection of past posts and rediscover timeless content.

Speed to Lead: The 5-Minute Window Worth 21x Your Conversion

Inside Nooks: why average sellers get left behind in the next 12 months

The Best Time to Cold Call, According to Actual Data

A quarter of a million cold emails in 60 days. Here's what worked

Top sellers have exactly one thing in common

The AI SDR Reality Check

HubSpot tested AI-written emails at scale. The phones won.

The OpenAI Playbook: Selling to Buyers Who Already Tried Your Product

How OpenAI sells AI to enterprises that think they already understand it

State Of Sales