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How to Blackpill Your Sales Manager About Claude Code
If you've started using Claude Code or Cursor and can't unsee the manual work around you, you're not crazy. Treat institutional change like a sales cycle: multithread through peers, sell bottoms-up, and let adoption spread organically.
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GTM Engineers Should Have GitHub Repos
GTM Engineers should maintain GitHub repos as operational portfolios. Workflows, API integrations, and hard-won tool knowledge belong in version-controlled code, not scattered across local machines.
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Anyone Can Vibe Code Gong
SaaS is structurally threatened not by competitors, but by its own customers. The enterprise moat of security, compliance, and identity management is increasingly available as pluggable infrastructure.
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The Future of SaaS Is Headless
The future of SaaS is headless. API parity, machine-readable docs, and AI orchestration layers will eliminate UIs, onboarding wizards, and implementation fees entirely.
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Nobody Has GTM Engineering Figured Out (And That's the Point)
GTM Engineering is better understood as a set of principles than a defined role. The core principle: apply software solutions to sales problems. A conversation with a founder about hiring, tools, and building the AI brain of a sales organization.
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The Biggest Issues with the SDR Function in 2024
Why SDR functions fail: leadership experience gaps, impossible role expectations, metrics misalignment, and the fundamental disconnect between meeting booking and relationship building in enterprise B2B SaaS.
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Should Your Company Do Outbound?
A qualifying checklist before investing in SDR teams and cold calling: inbound lead follow-up, ICP clarity, product pricing thresholds, and when to optimize other channels instead.