Your Churn Problem Started in the Comp Plan

Why logo churn often starts with comp and territory design, and how to fix it so AEs close customers who stay.

Oct 10 • Liz Christo

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September 2026

Two Priorities at a Time: How GitHub's Sales Dev Leader Focuses

How to narrow a long list of priorities down to the two that actually deserve attention, so real progress finally happens.

Sep 26 • Liz Christo

7

How Should Founders Negotiate With Procurement?

Here's how to negotiate the last mile of an enterprise deal without discounting your way into a bad contract.

Sep 12 • Liz Christo

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August 2026

How Is AI Changing the Way We Hire?

The traits that make someone great at the job haven't changed, here's how to define them and hire for them at scale.

Aug 29 • Liz Christo

3

1

How to Layer Enterprise Sales into a PLG Company

Your bottoms-up motion is working. Here's how to add enterprise contracts without smothering it.

Aug 22 • Liz Christo

6

Do You Need a GTM Engineer?

Before you post the job, know what you're actually hiring for. Here's how to scope it, and how to hire right.

Aug 15 • Liz Christo

6

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How to Use Claude to Define Your Ideal Customer Profile

A step-by-step way to use Claude to turn vague ICP guesses into rules your reps can actually apply

Aug 8 • Mandy Cole

7

How to Measure AI Impact

You can't connect AI to revenue until you know who's using it. Here's a framework for how to think about adoption and impact.

Aug 1 • Liz Christo

7

July 2026

Human SDR or AI SDR?

Where AI SDRs help, where they don't, and who to hire first. A guide for early-stage founders.

Jul 18 • Liz Christo

5

How to Build a Lead Gen AI Agent That Books Meetings While You Sleep

A step-by-step guide to capturing the traffic you already have and converting it into qualified meetings

Jul 11 • Mandy Cole

8

June 2026

Buying AI for Customer Success? Start by Asking Where Your Team Spends Its Time

If your team is buried in low-value work, AI just does the wrong work faster. Here's how to find the real leverage before you buy.

Jun 27 • Liz Christo

6

Use AI to Prioritize Your Account List with Signals

Stop collecting noise. Start running plays.

Jun 20 • Mandy Cole

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