David Walker

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Jon Harper on the four traps that stall complex deals before the proposal

Jon Harper's PEO reps closed 35 to 45% of the deals they proposed, but only 9% of first meetings ever got that far. The BizBenchmark founder breaks down the four traps that stall complex deals, and what to do instead.

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How Clay Built a Partner Motion That Drives 20% of Revenue

Nancy Mottice joined Clay as it moved from product-led growth into enterprise. Since then, partner-sourced revenue is up 16x and drives 20% of the business. Here are the six steps she took to get there.

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Pendo's Kobi Stok on turning product usage into upsell pipeline

Teams automated inbound years ago, but upsell still depends on a rep hearing a customer bring it up. Kobi Stok, SVP of Product at Pendo, walks through six moves to turn product usage into pipeline.

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How Attention tripled positive reply rates in three weeks

Anis Bennaceur, co-founder and CEO of Attention, built an ABM machine for selling into large buying committees. Three weeks after he started sending, positive response rates had tripled. Here is the build: infrastructure, reasoning, and logistics.

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Your sales culture is the missing context for your team and your agents

Laura Bierbrauer has built revenue enablement at Adobe, Charles Schwab, Equinix, and Atlassian, and keeps finding the same gap: we hand people the ingredients and expect a recipe. Here is how she finds a company's sales culture, and where it has to show up, from hiring to coaching to what your agents work from.

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Databricks' Barry Dauber on why every project should start with impact, not AI

Barry Dauber runs Gen AI go-to-market at Databricks, talking companies down from AI hype every day. Here's his framework for scoping an AI project: name the metric, classify the initiative, and reserve the model for what actually needs one.