Been thinking about sales lately - probably because i've had to do…

Been thinking about sales lately - probably because i've had to do more of it myself this year, no fancy sdr team, just me and a spreadsheet of accounts and AI to help on reaserch and scraping.

And the thing i keep noticing is how most b2b buyers today have done the bulk of their homework before they ever talk to a seller, they know the pricing, they've read the reviews, they've probably poked at the competitor already.

So the old pitch - here's what we do, here's why we're different - just falls flat.

What actually works now is showing up with something they haven't found on their own, an angle on their problem, a pattern you've seen across other customers.

Second thing - stop blasting lists. Spray and pray emails are basically dead, the people doing well are watching for actual signals.

And the last one, which took me way too long to learn - it's rarely one person deciding anymore, the average b2b deal has a dozen plus people touching it. If you're only talking to your one champion you're one internal meeting away from losing the whole thing.

P.S. in my image attached: The ❌ "doesn't work" ones are everywhere now in your spam emails :) because they're easy to write and require zero thinking about the actual prospect. The ✅ "works" ones take five minutes of actually looking at what the person is doing before you hit send, which is why almost nobody does them, even though they're the ones that get replies.