What B2B Sales Really Means for New Leaders in 2026
You just landed the VP Sales role. Or inherited a sales org as the new CRO. Perhaps you’re the founder who finally admitted you need help building this machine. Here’s what nobody tells you: Every resource about B2B sales assumes you’re a rep trying...
SaaS Sales in 2026 Looks Nothing Like 2020
In late 2020, a Series B SaaS company hit $10M ARR with 30 SDRs hammering out cold email sequences, measuring success by meetings booked per week. Fast-forward to today. That same growth-stage company runs 8 reps backed by AI agents, scores accounts using product...
Quota Management in 2026 Isn’t About Quotas Anymore
The most sophisticated quota management system in the world isn’t built on Salesforce. It’s not a SaaS platform at all. It’s in New Zealand’s ocean. Fisheries New Zealand has been running a governed quota system since 1986 across 642 fish...
Michelle Pietsch: Revenue Strategy: What Startups Get Wrong
If you’ve ever tried to scale a revenue team without a roadmap, Michelle Pietsch knows exactly how that feels—because she’s helped build the blueprint. From growing Datadog’s sales team from 3 to over 100, to leading go-to-market teams at Drift and...
