15 essays, reverse-chronological.
One essay a week, give or take. Each piece is operator-honest about what I am actually seeing inside the role: pricing decisions that compound, AI deployments that look right on paper and fail at the seams, hires that quietly determine the next four years, and the small recurring SaaS mistakes that survive a platform shift. The voice is first-person on purpose because the lessons are specific and lived, not analytical and second-hand.
If you prefer to read by thread, the topics page groups essays by AI in B2B sales, founder lessons, and video as the B2B default. To know who is writing, the about page has the long version.
Half of B2B software buyers now start research inside an AI chatbot, not Google. One in three buys from a vendor they had never heard of, recommended entirely by AI. The buyer who visits your website is becoming the minority. Here is what changes when the AI makes the shortlist.
The median free-to-paid conversion rate is 8 percent, and a one-point improvement is worth 15 percent more revenue per trial. Most operators never ask who on their team owns the gap between activation and conversion.
AI Overviews now appear on over 80 percent of B2B commercial queries and cut organic click-through rates by roughly 61 percent. Here is the distribution shift I made once I accepted that the SEO channel had permanently changed.
AI didn't eliminate the SDR role — it split it into two distinct jobs. That same bifurcation is now arriving for Account Executives and Customer Success managers. Here is how to see it before it reorganises your team around you.
In April 2026, an AI coding agent deleted a startup's entire production database in 9 seconds, then produced a written confession listing every safety rule it had violated. Here is what that incident reveals about vendor safety claims and the no-list every operator must own.
AI tools made competent B2B prose the floor in 2026. Every cold email sequence sounds identical because it is. Here is why video has become the differentiator AI cannot replicate, and what default video looks like in a real sales motion.
Most B2B founders spend the first two years perfecting their product before asking how it reliably reaches customers. By then, the distribution problem has already compounded. Here is what building the loop earlier actually looks like.
AI commoditized the production of personalized-looking cold outreach. The pipeline that still works is the one your existing customers create for you. In 2026, your customers' outbound is your best inbound channel, and most founders are not measuring it.
Most B2B pipeline leakage is not at the top of the funnel. It is at every internal handoff between roles, and the dashboard cannot see it. The cheapest fix is a recorded video briefing, and the same discipline applies to AI agents.
Most founders treat pricing as a launch decision and never revisit it. Five years in, the pricing page is the most untouched artifact in the company. That instinct is the most expensive single mistake B2B founders quietly make, and the audit is cheaper than you expect.
Most B2B sales AI tools target the outreach layer. But research shows sales forces spend one-third of their time on non-selling activities: prospect identification, CRM logging, service escalations. The teams pulling ahead fixed the overhead layer first.
AI tools have made personalized-looking text free to produce at scale. When every email sounds human-researched, the signal value of text personalization collapses. The formats requiring real per-prospect effort become the proof of genuine intent. In 2026, video is that format.
Most AI deployments launch with a clear yes-list and no formal no-list. A founder's agent deleted his production database in 9 seconds and then confessed in writing. Here is what to build before something like this happens to your business.
Most operators are still asking whether AI is reliable enough to deploy. That is the wrong milestone. The right question is who on your team is good at managing scatterbrained employees who happen to be machines.
Most B2B sales leaders are asking how many roles AI will replace. That is the wrong question. AI does not eliminate sales roles. It splits them into a volume half that AI runs and a human half that grows more valuable as the AI side becomes commodity. Here is the redesign.