One of the most important things happening in modern GTM right now is not actually AI. It is the rediscovery of account intelligence. What Collin Stewart @CollinYVR is describing here is far bigger than most people realize. sure to those that have become addicted to build and buy the shiny tools instead of doing the work, it sounds like a cheat code...but what he is really saying is reasserting what has been lost to the market. The sheer importance of market intelligence. For those that have been in the seat long enough remember the good old days of PitchBook, Crunchbase expensive research firms OR calling back to multiple departments, with different names to gather as much information as possible to map your market approach. The future GTM organization will not merely store contacts. It will catalogue markets dynamically. That distinction is enormous. Most CRMs today are still being used like digital spreadsheets. Name. Company. Stage. Next step. Close date. But elite revenue systems are evolving into something completely different Commercial memory systems. Systems that understand: market timing capital flows buyer maturity operational readiness product evolution hiring intent funding stages ecosystem relationships expansion probability category movement This is exactly what Closed Circuit Selling™ (CCS™) has been architecting toward for years. Because CCS™ fundamentally understands that revenue is not created by isolated sales conversations. Revenue is created through accumulated market intelligence over time. And this is where most organizations still think far too narrowly. When Collin maps: VC firms portfolio companies investment stages lead vs follow behavior ecosystem patterns …he is not simply building lists. He is building contextual account intelligence. better timing awareness better segmentation better relationship sequencing better strategic positioning better future state prediction He is increasing commercial coherence. This is why AI is going to massively reshape GTM. Not because AI replaces sellers. But because AI dramatically lowers the cost of cataloguing reality. And once reality becomes easier to catalogue: timing improves personalization improves category understanding improves market conditioning improves strategic relevance improves The companies that win in the next decade will not be the companies with the most outbound volume. They will be the companies with the deepest market memory. That is the shift. And this is where Closed Circuit Selling™ becomes category-defining. Because CCS™ was never fundamentally about SDR tactics outbound scripts meeting volume pipeline activity It was about building synchronized commercial intelligence systems capable of understanding: who to speak to when to speak to them why timing matters what conditions change buying behavior and how trust compounds longitudinally We had Collin Stewart on the The B2B Playbook Check out his book The Terrifying Art of Finding Customers

I didn’t grow my LinkedIn following by posting hot takes or selling frameworks. I grew it by doing book reviews. I broke down the ideas that actually shaped modern B2B sales — in plain English — and let the thinking travel. If you’re serious about learning how customers are really found (not just how deals are ‘closed’), you should read The Terrifying Art of Finding Customers by Collin Stewart, the CEO of Predictable Revenue. #sales #SalesTips #PredictableRevenue #ClosedCircuitSelling #RevenueAlignmentArchitecture™

Our first Lightfield event of the year brought together founders, GTM leaders, and builders for a masterclass with @CollinYVR the hardest part of early stage growth: finding your first customers. Packed room. Great energy. Even better conversations after. We're just getting started.

Next up in our event series: a founding sales masterclass with @CollinYVR, author of Predictable Revenue on 1/15. Register to join here: luma.com/ghi3b9bk

Building a Sales Development team is a 2 year journey MINIMUM. Far too often the first leader does all the work, gets fired, and the second leader looks like a hero reaping all the results. Patience is a virtue. Super deep dive with @CollinYVR, CEO at @PredRev on what's changing in B2B outbound sales and how to build a Sales Development team in 2025. Full conversation: youtu.be/PLo_xqqqaJk?si=u_n5…

BTW - my go-to sales podcasts: - The Sales Gravey Podcast by @SalesGravy - The Predictable Revenue Podcast by @CollinYVR - 30 Minutes to Presidents Club by @armandfarrokh and @NickCeg Welcome.

By deeply understanding the prospect’s business, identifying key challenges, and proposing tailored solutions, sales professionals can boost engagement and conversion rates. Thanks for having me, @CollinYVR!

How Salesforce scaled to $100M ARR If you're looking for help with Sales @motoceo & @CollinYVR from Predictable Revenue are experts!

Funnels, hiring, CRMs – in this #podcast we get into the nitty gritty of how to build a successful sales strategy so that you have the $ you need to sustain a long-term #healthmoonshot mission. @CollinYVR, @PredRev, shares wisdom w/ @jameyedwards. 🎙️ ➡️ ow.ly/GUg850MRgPE

This is gonna be a great event. @socoselling gonna be there?

Hopefully CACs will fall as a result: 2016 $0.92 buys $1 in ARR 2020 $1.67 buys $1 in ARR Source: forentrepreneurs.com/saas-su…

If you're not working harder in sales now than you did at the start of the year, You're doing it wrong

Great post / advice from Jason: "ultimately, to really grow, you have to add capacity. In fact, to double next year, you probably need to double your sales team right about … now."

Can't wait for part 3!

This story by @RMac18 and @JackEwingNYT is one of the best I've seen at explaining how Elon Musk works, for better and/or worse. nytimes.com/2022/11/21/techn…

Like most technological shifts, the best products of AI will not the AI based X. They will be net-new things that we didn't perceive were remotely possible. That’s why it’s important to not just be early but prepared to invent it.

9 uncomfortable truths about engineering and tech right now. How Twitter might play out, the ramifications, and what Elon’s calculus might be. Disclaimer: Don’t shoot the messenger. I’m relaying observations through a lens of engineering for over a decade & managing engineers.

Me, at the checkout of Costco looking at the total bill of $1,136, when our family came in to grab “two quick things”

100% agree