7 posts found
Most B2B deals your reps mark 'lost to a competitor' were never in a competitive fight. In a study of 2.5 million recorded sales calls, 40 to 60 perce...
The first reader of your positioning isn't a person anymore. It's a language model. When a buyer asks AI to explain your category, the model compresse...
If you are spending on a GTM agency while your pipeline stays flat, the agency is rarely the problem. The problem is upstream. You have not made the p...
AI content wins the Discovery phase of B2B buying and loses the Evaluation phase, and they are the same event: the AI fluency that helps buyers find y...
Internal sign-off does not predict whether B2B SaaS messaging will work in market. The only reliable pre-launch signal is structured qualitative feedb...
When B2B SaaS deals stall at committee review, the cause isn't usually a cold champion. It's messaging written for one person in a room of five. The m...
Most B2B demos are product tours. They show features in the order engineers built them, not in the order buyers care about them. The core PMM job: Tur...