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The conventional wisdom on what the best sales teams are doing differently this year broke this year, and most of us are still operating on the old playbook.
Skeptics will point out — correctly — that we've seen similar inflection-point claims fizzle. The honest answer is that you don't need certainty to act, just better expected value. The downside of moving too early in this category is…
The shift began quietly. A handful of teams, working in parallel and mostly unaware of each other, arrived at similar conclusions: the old approach optimized for a constraint that no longer binds. Hardware got cheaper. Models got smaller.…
If you talk to the practitioners actually shipping in this space, they sound notably less excited and notably more confident than the hype cycle suggests. That contrast — quieter, more grounded enthusiasm — is usually the signal you want.…
The biggest mistake will be treating this as a tooling question when it's actually a strategy question. Tools change. The underlying shift in customer expectations is what compounds.
The conventional wisdom on what the best sales teams are doing differently this year broke this year, and most of us are still operating on…