GTM
Mar 2026 · 8 min
The end of the 12‑person SDR floor.
How AI‑augmented pods of 3–5 SDRs are outperforming legacy outbound orgs — and what that means for hiring, comp and career paths.
Field notes
Writing from the floor.
Essays on GTM, RevOps, enterprise sales and the SDR craft — written between deals, not from an ivory tower.
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RevOps
Feb 2026 · 6 min
Forecast accuracy is a culture problem, not a tools problem.
You don't have a Salesforce problem. You have a truth‑telling problem. Here's the operating rhythm that fixes it.
Enterprise Sales
Jan 2026 · 5 min
MEDDPICC is not a checklist. It's a discovery muscle.
Why treating MEDDPICC as a form kills your deals — and how to make it a live coaching artifact instead.
SDR
Dec 2025 · 4 min
A letter to the SDR I was fifteen years ago.
What I wish someone had told me my first six months on the floor. Read this before your next block of cold calls.
More essays coming soon. Follow along on LinkedIn.