The 6Sense Buyer Experience Report surveyed over 2500 buyers and will make you rethink how you approach your go to market strategy.

In this post I pull out some of the key stats and suggest ways to revisit your top of funnel activities.

AI is like the incoming tide, advancing on the SaaS sandcastle you’ve built on the beach.

Now’s the time, if you haven’t already, to consider what a post-SaaS business looks like, removing the UI and just giving your customers the answers to their questions.

Glean provides a horizontal AI platform for your employees - providing centralised access to knowledge, data and processes across all of your enterprise systems.

In this article I take a look at the platform and when how you can determine if its valuable for your organisation.

The finance team is one of the slowest adopters of AI in many organisations.

In a recent webinar the Financial Controller at OpenAI walked through specific examples of how their team are using AI to accelerate and improve their work.

ICONIQ Capital's State of AI 2024 report has just dropped with insights around AI budgets, ROI, key use cases, model adoption and function use cases.

Read my summary and get access to the full report here.

Google's NotebookLM is opening up new UI/UX ideas for AI and makes a fantastic tool for B2B sales teams looking to bring execs, SDRs, CSMs quickly up to speed with an account and their strategy.

Gartner prisms show AI use cases across two dimensions - business value and feasibility.

In this prism they look at AI use cases in B2B sales including sales forecasting, territory optimisation and guided conversations.

NBCUniversal developed an AI powered Olympic Daily Recap featuring personalised clips and an AI synthesised commentary.

It provides a great example of using the knowledge and data you have access to to create new and improved value propositions for your customers.

Join this free 15 day email course helping non-technical CxOs understand the implications of AI for their businesses.

You'll learn about AI without getting bogged down in technical jargon - focusing on what to do, how to hire, and how to set your business up for the AI future.

AI is a multi-model world where companies will use multiple models across different use cases.

This differs from SaaS where you picked one platform for each use case.

Here's a simple image I use to differentiate the two concepts.

Buyer personas help your marketers and sellers to understand the world your buyers live in and the challenges they face.

In this article I suggest five ways you can bring these personas to life so that your teams truly internalise the work you've created and can use it in their outreach and messaging.

Once at scale, too few companies spend time really listening to their customers and understanding their world, their pain and how they make decisions on where to spend their hard won money.

In this article I'll walk you through the Switch Interview process and provide you with an easy template to make your own.

As CEOs seek to define their AI strategy they are increasingly looking to outside help to support them.

In this article I explore the role of a Chief AI Officer, why a fractional CAIO can bring diverse perspectives an internal hire would miss, and how to start measuring the success of your AI strategy.

As more of use rely on LLMs to complement our daily work - do we risk becoming 'average' as the results we receive all rely on the same few foundation models?

In this article I suggest that while AI is a helpful tool to level all of us up, it is human creativity that will be required to push into knowing what we don't know and providing solutions.

As the summer break comes to a close, here's a look at who I work with and how the pipeline pyramid provides the foundation for helping your sellers hit their targets in the second half of the year.

Too much enablement is digital today - relying on sellers to actively seek out content about personas, industries and customer stories.

In this post I walk through some analogue enablement ideas to help bring your offices to life and support your sellers in their work.

AI will change the structure of a business from the typical bottom heavy pyramid, to a more middle-heavy diamond.

CxO's then have a choice about whether to claim those efficiencies as higher margin, or redeploy them to grow faster.

Claude Projects help accelerate and expand your seller's ability to research an account and craft a unique perspective for their outreach.

In this post I'll walk you through the prompts step by step.

AI is only valuable when you connect it to your core business processes. In four images I’ll walk you through how to think about creating business value with AI in your organisation.

Here’s the framework I used to map out the ICP, buyer persona and value proposition for RevOpsCharlie when starting out - a useful framework to borrow for your own process.