Insights
Notes from the ops room
Practical writing on lead lifecycle, data trust, and AI in revenue operations. Everything here comes from systems I’ve actually run — no thought leadership about tools I’ve never logged into.
Articles
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Do AI SDRs Actually Work?
Do AI SDRs work? They book 6.4x more meetings but AE win rates drop 9-12 points. The leak isn’t the AI — it’s the handoff to the AE nobody redesigned.
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The MQL Is Dead — But the Handoff That Killed It Isn’t Fixed
The MQL is dead because the MQL-to-SQL handoff was never governed. Forrester says under 1% of leads close. A propensity model won’t fix an ungoverned handoff.
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The Dark Funnel and the Invisible Handoff
The dark funnel in B2B: buyers spend 73% of the journey researching anonymously. By form-fill they’re shortlisted — and the handoff to sales is late or never.
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Buying Groups, Not Leads: The Handoff Shift B2B RevOps Has to Make
Buying groups not leads: with 6-13 stakeholders per deal, the new pipeline leak is marketing handing off an account the AE treats as a single contact.
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Signal-Based Selling vs Lead Scoring: Why the Signal Dies at Handoff
Signal-based selling vs lead scoring: why 47% better conversion stalls when the signal reaches the AE as a score with no prescribed next action at handoff.
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AI Doesn’t Fix Broken RevOps — It Scales It
AI doesn’t fix broken RevOps — it scales it. LeanData’s 2026 report says AI won’t fix bad data or unclear ownership. Garbage in, garbage out, 6.4x faster.
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Signs you need RevOps (before you hire)
Ten concrete signs your B2B SaaS company needs RevOps — a self-diagnostic checklist to run before you hire, so you fix the right problem in the right order.
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HubSpot Breeze AI: What’s Useful and What to Skip
HubSpot Breeze AI has 100+ features. The useful ones sit at handoff boundaries — predictive scoring, conversation intelligence, routing. Skip the rest.
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Why Your AI Forecasting Tool Analyses the Wrong Data
AI pipeline forecasting analyses post-opportunity data. If pipeline leaks at the handoff, your forecast is built on an already-filtered set — missing real loss.
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