Notes
Shorter pieces
Points of view, talk write-ups and field notes. Each one links back to the framework that carries the full argument.
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Asymmetric sales: strategy and culture will differentiate, not the latest tool
AI is the loudest topic in go-to-market right now, but the tool was never the strategy. The teams that win will be the ones whose strategy and sales culture can carry an asymmetric motion, with AI as the accelerant rather than the answer.