Insights
Practical notes on revenue leadership, AI in sales teams and growing a B2B tech company. Written by Daniel Rock from two decades of doing the job.
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October 27, 2026
Should you replace your SDRs with AI?
The teams furthest ahead on AI are hiring more SDRs. What that means for your outbound, and what to hand to AI first.
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October 21, 2026
What does a fractional CRO do in the first 90 days?
A fractional CRO's first 90 days, week by week: what to diagnose, what to fix first, where AI helps, and what you should see by day 90.
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September 2, 2026
Sales admin is being automated. What are reps for now?
Salesforce put 37 sales skills inside Claude. What reps are for once prep and pipeline reviews are automated, and what to do with the hours.
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August 26, 2026
Your buyers' AI agents are reading your website
B2B tech buyers are starting to hand vendor research to AI agents. A checklist of what your website needs to say to make their shortlist.
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July 16, 2026
Buyers still want a human. What should your sales team change?
Buyers research with AI but still want a person to check the answer. What a startup sales team should do differently, using Gartner's latest data.
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March 16, 2016
Coach in the moment: ad hoc coaching for sales managers
Why sales coaching works best the same day, how to run the GROW model in five minutes, and how call recordings let you coach calls you missed.
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February 17, 2015
How to run a loss review your team learns from
How I run loss reviews across a sales team: seven honest questions, asking the customer why, and where call recordings and AI help.
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February 10, 2015
Why more activity won't fix your pipeline
AI can send unlimited outreach and buyers filter harder than ever. What steady, high-quality pipeline generation looks like for a startup now.
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June 25, 2012
How to get founders and engineers selling without being pushy
How founders, engineers and customer success people can spot and pass on sales opportunities with three questions and a small reward, minus the pitch.
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April 18, 2012
How to prepare for a first sales meeting when everyone uses AI
What to hand to AI before a first sales meeting, what only you can prepare, and why the briefing alone won't set you apart anymore.
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January 16, 2012
Why honesty is the most commercial move in sales
Buyers expect to be misled by AI and by reps. Why plain answers, honest forecasts and turning down bad-fit deals now win more business.
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December 12, 2011
"We're happy with our current supplier." What now?
How to answer the most common first objection with curiosity, find the gaps the incumbent leaves, and beat the bigger risk: no decision.
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November 28, 2011
What does "adding value" mean when buyers ask AI first?
Buyers get product facts from AI before they meet a rep. Value now means understanding the goal, the people and the problem behind the request.
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November 21, 2011
Why you should walk away from "me too" quotes
AI makes answering RFPs almost free, so startups bid on everything. Why late, spec-led deals rarely pay off, and how to reshape or qualify out.