Sales Automation

Twenty experiments a quarter and nobody can tell you which ones worked

Jul 27, 2026

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2 min read

Twenty experiments a quarter and nobody can tell you which ones worked

High test volume feels like rigor. Without a process for killing losers and scaling winners, it's just motion.

Alexander Shartsis

AI Outbound

+10

Consensus selling is the new reality and most sales teams aren't ready

Jul 24, 2026

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3 min read

Consensus selling is the new reality and most sales teams aren't ready

The average B2B buying group has grown to six or more stakeholders. A motion built around a single champion fails more often than it used to.

Alexander Shartsis

AI Outbound

You're measuring activity because outcomes are scary

Jul 20, 2026

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3 min read

You're measuring activity because outcomes are scary

Activity metrics feel safe because they're controllable. Outcome metrics expose whether the strategy is actually working. Most growth teams default to the former.

Alexander Shartsis

AI Outbound

Jul 17, 2026

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4 min read

Your B2B growth stack is out of control

The tech that's supposed to help growth might be slowing it down

Alexander Shartsis

Sales Automation

The category you're in is costing you deals you don't know you're losing

Jul 13, 2026

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5 min read

The category you're in is costing you deals you don't know you're losing

Buyers use category as a shortcut. If you're in the wrong one or straddling two you're being compared to competitors you can't beat on their terms.

Alexander Shartsis

AI Outbound

+10

Your best expansion opportunities are sitting in support tickets

Jul 10, 2026

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3 min read

Your best expansion opportunities are sitting in support tickets

Customers asking support for a workaround are often telling you exactly what they'd pay more for.

Alexander Shartsis

AI Outbound

+11

Product marketing reports to nobody and It's costing you deals

Jul 6, 2026

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2 min read

Product marketing reports to nobody and It's costing you deals

Stuck between product, marketing, and sales, PMM often has no clear owner — and your messaging drifts as a result.

Alexander Shartsis

AI Outbound

+10

The AI SDR replaced activity. It didn't replace judgment.

Jul 3, 2026

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3 min read

The AI SDR replaced activity. It didn't replace judgment.

AI agents can send the emails and book the meetings. They still can't decide which accounts deserve a human touch.

Alexander Shartsis

AI Outbound

The early warning signs of churn that sales teams miss

Jun 22, 2026

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4 min read

The early warning signs of churn that sales teams miss

By the time a customer tells you they're leaving, the decision was made three months ago.

Alexander Shartsis

AI Outbound

Net revenue retention is the only growth metric that matters

Jun 19, 2026

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3 min read

Net revenue retention is the only growth metric that matters

You can grow your way to failure. NRR is the metric that separates companies that are compounding from ones that are treading water.

Alexander Shartsis

AI Outbound

Dark social is where your buyers live. here's how to influence it.

Jun 15, 2026

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3 min read

Dark social is where your buyers live. here's how to influence it.

Your attribution model thinks it knows where deals come from. Your buyers know the real story.

Alexander Shartsis

AI Outbound

Jun 5, 2026

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4 min read

Growth owns the number–but do they have the tools?

And I don't mean AI tools, I am talking about something deeper.

Alexander Shartsis

AI Outbound

Personalization at scale is finally real: here's the growth playbook

Jun 1, 2026

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5 min read

Personalization at scale is finally real: here's the growth playbook

The gap between what personalization promised and what it delivered is finally closing. Here's what's actually working.

Alexander Shartsis

AI Outbound

May 29, 2026

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3 min read

How growth teams are using AI agents to run experiments faster

Three to five experiments a week instead of one to two a month. That's not efficiency. That's a different operating model.

Alexander Shartsis

Sales Automation

May 22, 2026

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5 min read

Why your pipeline is full and revenue is flat

Dashboards won't tell you why deals are stuck or how to unstuck them

Alexander Shartsis

AI Outbound

May 18, 2026

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4 min read

Win/Loss Programs Are Theater

Early-stage it's instinct. Later it's theater.

Alexander Shartsis

AI Outbound

The Sales and Marketing Alignment Problem Is a Data Problem

May 11, 2026

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3 min read

The Sales and Marketing Alignment Problem Is a Data Problem

Sales and marketing don't fight because they have different goals. They fight because they're looking at different numbers — and calling them the same thing.

Alexander Shartsis

AI Outbound

The Difference Between Objections and Disqualifiers

May 1, 2026

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4 min read

The Difference Between Objections and Disqualifiers

Not every pushback is something to overcome. Some objections are the deal telling you the truth — and chasing them costs you more than losing them.

Alexander Shartsis

AI Outbound

What AI Actually Changes About Enterprise Sales (And What It Doesn't)

Apr 27, 2026

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4 min read

What AI Actually Changes About Enterprise Sales (And What It Doesn't)

AI is winning the volume game. It isn't winning the trust game. Knowing the difference is the most important investment decision a sales leader can make right now.

Alexander Shartsis

AI Outbound

Your Sales Process Was Built for Last Year's Buyer

Apr 24, 2026

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4 min read

Your Sales Process Was Built for Last Year's Buyer

The buyer did their research. Did your sales process catch up?

Alexander Shartsis

AI Outbound

The "Founder Removes Themselves" Playbook

Apr 20, 2026

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6 min read

The "Founder Removes Themselves" Playbook

Every founder closes the first deals. The dangerous part is thinking that's how it's supposed to work.

Alexander Shartsis

AI Outbound

Apr 17, 2026

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6 min read

The Cost of a Confused SDR

When your messaging isn't clear, your SDR doesn't go off-script on purpose. They go off-script because they have no choice.

Alexander Shartsis

AI Outbound

Your ICP Isn't a Persona — It's a Moment

Apr 13, 2026

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5 min read

Your ICP Isn't a Persona — It's a Moment

Your best-fit buyer isn't a job title. It's a job title at a specific moment — and most outreach never finds it.

Alexander Shartsis

AI Outbound

Stop Blaming the Sequence — Blame the Hypothesis

Apr 10, 2026

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6 min read

Stop Blaming the Sequence — Blame the Hypothesis

Low reply rates aren't a sequencing problem. They're a thinking problem. And adding more steps won't fix bad assumptions.

Alexander Shartsis

AI Outbound

Apr 6, 2026

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8 min read

MCP: The Last Interface

For 70 years, humans have had to learn to talk to machines. No more.

Alexander Shartsis

Sales Automation

Twenty experiments a quarter and nobody can tell you which ones worked

Consensus selling is the new reality and most sales teams aren't ready

You're measuring activity because outcomes are scary

Your B2B growth stack is out of control

The category you're in is costing you deals you don't know you're losing

Your best expansion opportunities are sitting in support tickets

Product marketing reports to nobody and It's costing you deals

The AI SDR replaced activity. It didn't replace judgment.

The early warning signs of churn that sales teams miss

Net revenue retention is the only growth metric that matters

Dark social is where your buyers live. here's how to influence it.

Growth owns the number–but do they have the tools?

Personalization at scale is finally real: here's the growth playbook

How growth teams are using AI agents to run experiments faster

Why your pipeline is full and revenue is flat

Win/Loss Programs Are Theater

The Sales and Marketing Alignment Problem Is a Data Problem

The Difference Between Objections and Disqualifiers

What AI Actually Changes About Enterprise Sales (And What It Doesn't)

Your Sales Process Was Built for Last Year's Buyer

The "Founder Removes Themselves" Playbook

The Cost of a Confused SDR

Your ICP Isn't a Persona — It's a Moment

Stop Blaming the Sequence — Blame the Hypothesis

MCP: The Last Interface

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