“Not all recurring revenue is created equal.” Over the last two years, it has become almost impossible to scroll LinkedIn or read technology news without seeing another AI startup announce an incredible funding round or a breathtaking valuation. “$10M ARR in twelve months.” “Fastest-growing AI company ever.” “$100M valuation.” “$1B valuation.” The numbers are staggering. But as I listen to founders, investors, and podcasts discussing these companies, I often find myself askin

Sales methodologies come and go. MEDDPICC endures because it isn't a sales process—it is a framework for understanding buying risk." If you've spent time in enterprise sales, you've almost certainly heard of MEDDPICC. Some organizations swear by it. Others view it as another CRM exercise that creates more administrative work for sellers. After nearly two decades leading enterprise sales teams—and after inspecting thousands of opportunities—I can confidently say this: MEDDPICC

Six years ago, I wrote an article about what I consider one of the most important frameworks in sales: The Three Why’s. The framework was simple: Why do anything? Why buy from you? Why buy now? A lot has changed since I published that original article. Buyers have access to more information, more technology, more peer reviews, more self-service resources, and more competing points of view than ever before. They can research an entire market, compare vendors, read analyst repo

The AI Gold Rush: Before You Bet Your Career, Read the Fine Print

Lessons from Brian McCarthy on the Revenue Builders Podcast I’ve had the privilege of working for some great leaders in my career—but Brian McCarthy ("BMac" as we call him) is in a different category. I have a ton of respect for Brian—not just for what he accomplished as CRO here at Rubrik, but for how he operated day in and day out. I learned a tremendous amount under his leadership—around execution, accountability, focus, and what it really takes to build a high-performing

Step 1: Use AI for Deep Company Research Before Prospecting The biggest mistake sellers make is reaching out without a point of view. Prospects can instantly tell when outreach is generic. AI makes it possible to build a strong POV in minutes. For Google Workspace Sellers If your company uses Google Workspace, Gemini can become your research analyst. Use Gemini to: 1. Analyze the company’s strategy Prompt example: “Analyze this company’s latest earnings call and identify th

How AI is a Game-Changer for Modern Sales Teams Artificial Intelligence (AI) is no longer just a buzzword in sales—it’s a transformative force that’s reshaping the way sales professionals work. From automating time-consuming tasks to providing deep customer insights, AI is helping sales teams close deals faster, improve forecasting accuracy, and personalize outreach at scale. From predictive forecasting to intelligent chatbots, AI-powered tools ensure that sales reps can focu