AI sales

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The CMO’s 2027 Decision: Lead the Commercial Intelligence System, or Risk Losing Ground on the ELT

The CMO’s 2027 Decision: Lead the Commercial Intelligence System, or Risk Losing Ground on the ELT

The CMO’s 2027 Decision: Lead the Commercial Intelligence System, or Risk Losing Ground on the ELT

Brian Shea

Sep 46 min read

You're Not Hiring the Wrong CRO. You're Hiring for the Wrong Commercial Era.

You're Not Hiring the Wrong CRO. You're Hiring for the Wrong Commercial Era.

You're Not Hiring the Wrong CRO. You're Hiring for the Wrong Commercial Era.

Brian Shea

Jul 195 min read

From Account Planning to Account Sensing: What the 2026 SAMA Conference Revealed About the Future of Strategic Account Management

From Account Planning to Account Sensing: What the 2026 SAMA Conference Revealed About the Future of Strategic Account Management

From Account Planning to Account Sensing: What the 2026 SAMA Conference Revealed About the Future of Strategic Account Management

Brian Shea

Jun 55 min read

AI Won't Make Sellers Obsolete. Bad Sellers Will.

AI Won't Make Sellers Obsolete. Bad Sellers Will.

AI Won't Make Sellers Obsolete. Bad Sellers Will.

Brian Shea

Jun 23 min read

Executive boardroom graphic illustrating Signal-Led GTM™ connecting CFO strategic visibility and CMO commercial visibility through signal governance, enabling earlier identification of growth opportunities, buying signals, and revenue risks before they appear in pipeline.

Executive boardroom graphic illustrating Signal-Led GTM™ connecting CFO strategic visibility and CMO commercial visibility through signal governance, enabling earlier identification of growth opportunities, buying signals, and revenue risks before they appear in pipeline.

Signal-Led GTM™: Why CFOs and CMOs Are Converging Around the Same Growth Problem

Brian Shea

May 294 min read

Split-screen comparison of outdated MEDDPICC sales process versus modern Signal-Led GTM™ system, showing late-stage pipeline struggle on the left and early signal-driven engagement with executive buyers on the right.

Split-screen comparison of outdated MEDDPICC sales process versus modern Signal-Led GTM™ system, showing late-stage pipeline struggle on the left and early signal-driven engagement with executive buyers on the right.

Why MEDDPICC Fails in a Day 1 World, And What Leaders Must Do Instead

Brian Shea

Apr 242 min read

Understanding Q1 as Your Essential First Signal Rather Than a Test Run

Understanding Q1 as Your Essential First Signal Rather Than a Test Run

Understanding Q1 as Your Essential First Signal Rather Than a Test Run

Brian Shea

Apr 103 min read

Leaders, Laggards, and the End of Incremental GTM

Leaders, Laggards, and the End of Incremental GTM

Leaders, Laggards, and the End of Incremental GTM

Brian Shea

Mar 314 min read

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