4 min read Free

Enterprise Sales in the AI Era Series #5: Mutual Action Plans Become Operating Contracts

The mutual action plan should be the operating contract for the buying process, not a spreadsheet the rep updates for management. A plan only matters when the buyer recognizes it as their path to a decision. The decision is whether both sides agree on the sequence of work required to
3 min read Free

Enterprise Sales in the AI Era Series #4: Champion Building Needs Evidence, Not Hope

A champion is not a person who likes the product; a champion is someone who can sell the change internally. Champion work is proved by customer-side motion when the vendor is absent. The decision is whether the contact has power, urgency, credibility, and a reason to spend internal capital. Champion
4 min read Free

Enterprise Sales in the AI Era Series #3: The Buying Committee Is the Real Customer

Enterprise sales breaks when the seller treats one friendly contact as the whole deal. The buying committee is usually wider than the seller's calendar invites. The decision is whether the team understands how the buying committee will absorb risk, cost, political tradeoffs, and implementation work. Committee work has
4 min read Free

Enterprise Sales in the AI Era Series #2: Account Research Is the New Sales Preparation Layer

Research becomes more valuable when it is turned into a point of view the customer can react to. Research should earn its place by changing the conversation, not by adding pages. The decision is what the seller should believe about the account before asking for time, not how many facts
4 min read Free

Enterprise Sales in the AI Era Series #1: Enterprise Sales Becomes a Decision System

Enterprise sales in the AI era starts by treating the deal as a decision system, not a personality contest. The customer decision has to become visible before the internal sales narrative hardens. The core decision is whether the account has a real business problem, a reachable buying path, and enough
1 min read Free

Agentic Back Office — Series Index

Agentic Back Office is a 10 part series. Use this index as the table of contents and read the posts in order. Read the series in order The Back Office...
3 min read Free

Agentic Back Office Series #10: The Agentic Back Office Audit

The final question is not whether a company should "use agents in the back office." That is too vague to guide action. The better question is which internal workflow is ready to become a governed loop. The answer should come from an audit, not a brainstorm. Start with
3 min read Free

Agentic Back Office Series #9: Auditability, Control, and Reversibility

Auditability is not a feature added after the agent works. In back-office operations, auditability is part of the work. Finance, legal, HR, procurement, compliance, and admin functions all need to explain what happened, who approved it, which evidence was used, and how the company can correct the record if something
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