GTM and AI Insights
The First Thing We Build for a New Client Isn't a Workflow
Before the automation, before the agent, we spend a couple of hours building a voice profile. It feels like a detour when the client wants the shiny thing. It's the foundation every AI system after it sits on top of.
Matt Edwards · 7/14/2026
The Second Coach, Installed: Turn Your Deal-Coaching Prompt Into a Skill Your Whole Team Runs
The pressure-test prompt works. But if every rep on your team is pasting their own version, you are coaching eight different coaches. Here is how a sales manager packages the prompt as a skill — full skill file included.
Matt Edwards · 7/7/2026
Everyone Bought the Signal. Almost Nobody Built the Response.
A pricing-page visit converts to a meeting about 22% of the time. The same pitch sent cold converts at under 1%. Signal-based selling is now table stakes — but the signal is the easy part. The teams winning are the ones who built the half that acts.
Matt Edwards · 6/23/2026
The GTM Engineer Debate Is Skipping the Only Question That Matters
GTM engineering roles pay up to $250K and RevOps leaders are asking whether the job already existed. Both camps are skipping the question that decides whether either hire works: what problem are you actually hiring for?
Matt Edwards · 6/11/2026
Stop Using AI to Agree With You
Most people use AI like a yes-man. The version that actually sharpens you is the one you tell to push back. Here's a deal-review prompt that interrogates your pipeline the way a real VP of Sales would.
Matt Edwards · 5/26/2026
AI is the Second Coach in the Room — Not the First
Most reps prompt AI for confirmation on a stuck deal. The version that actually moves deals is the prompt that pushes back — and it only works after the human room has put the context in.
Matt Edwards · 5/19/2026
The Room Most Reps Don't Have — and How to Find One Anyway
The fastest way to unstick a deal is to put it in front of a few sharp peers and let them tear it apart. Most sellers never get that room.
Matt Edwards · 5/12/2026
Reps Still Spend 30% of Their Time Selling. AI Didn't Move That Number.
Most AI rollouts didn't take admin work off the rep — they layered new surfaces on top of the old ones. Until you cut what's underneath, every tool you add is a productivity story for the vendor, not for the seller.
Matt Edwards · 5/7/2026
When Your Team Can Build Faster Than You Can Plan
AI is collapsing the time between idea and working version. When building gets faster than planning, the quarterly cycle stops being a strategy tool and starts being the slowest part of the company.
Matt Edwards · 5/4/2026
The Hidden Cost of Not Adopting GenAI in Your GTM Team
Delaying genAI in your GTM organization raises cost-to-grow, slows personalization and learning, and wastes top talent. Small and mid-sized SaaS companies gain outsized leverage by adopting focused, practical genAI workflows.
Matt Edwards · 3/30/2026
Stop Guessing: Use AI to Evaluate Pipeline Quality at Scale
Stop relying on gut—use AI to score pipeline quality at scale. Define what 'good' looks like, generate AI deal health scores, make reviews action-oriented, and retrain the model with wins and losses.
Matt Edwards · 3/23/2026
What's Broken in Today's Sales Model
The traditional sales model—manual outreach, gut-feel forecasting, and generic messaging—is failing. AI-assisted selling scales personalization, learns in real time, and frees reps to focus on closing.
Matt Edwards · 3/16/2026
The Viability of OpenClaw for Business Applications: Promising Future, Present-Day Cautions
OpenClaw offers an exciting AI-native approach to orchestrating workflows, but today it still has security, compliance, and operational gaps that make it better suited for experimentation than mission-critical production deployments.
Matt Edwards · 3/9/2026
Keeping Rep Quotas Simple: Designing 2026 Plans Your Reps Can Calculate in Their Heads
Design comp plans your reps can do the napkin math on: one-line rules that boost clarity, trust, and faster decision-making. This framework and playbook show how to build simple, effective 2026 sales plans without losing control.
Matt Edwards · 3/9/2026
How SaaS CEOs Should Use GenAI to Supercharge Sales Team Efficiency
Generative AI can be a disciplined enabler for SaaS sales teams when used as an assistant to remove admin friction, improve outbound relevance, and sharpen forecasting. Start with focused 90-day pilots, clear guardrails, and measurable workflows to see fast ROI.
Matt Edwards · 3/1/2026
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