We hear this all the time:
Sellers know their accounts.
But they don’t really know their buyers.
Firmographics won’t tell you how someone makes decisions.
Account notes won’t tell you how they respond to pressure.
And deal stages won’t tell you why conversations stall.
Now imagine this instead:
Before you ever reach out, you know your communication compatibility with the buyer.
How direct they are.
How fast they move.
What they need to feel confident saying yes.
What if you prioritized outreach to the buyers with the highest compatibility first?
Not because they’re easier.
But because conversations move faster, objections surface earlier, and trust forms sooner.
That’s the shift.
From “Who’s in my account?”
To “Who am I most likely to move forward with right now?”
Accounts don’t buy.
People do.
📢First Deal Clinic of 2026
Solution Engineers are pulled in late, expected to save deals, and judged on results without ever being coached on selling. That’s the gap we’re fixing.
This month's deal clinic is a calm, confidential space for SEs to work through real deals with experienced GTM leaders that provide practical guidance on turning technical depth into buyer outcomes and influencing earlier in the deal.
Featured expert: Bill L. Brown. SaaS founder, five exits, 20+ years building and scaling revenue teams.
Limited spots to keep it high trust and high value. Register here.
Vibe Space Interview
Join me in this interview with Venture Miner Academy
What to Expect
Real-world insights on building a startup in the AI and/or tech industries.
Founder perspectives on using AI tools to drive innovation.
Practical strategies for ideation and go-to-market for early‑stage startups.
Lessons learned from building real products from zero and launching them to market.
A forward look at the trends shaping the future of entrepreneurship in the age of AI.
Dextego on social media
AI Will Not Fix Sales Until We Fix How Humans Communicate Read the blog here.
Jensen Huang recently said something that hit home.
We used to define “smart” as high IQ and technical mastery.
Today, and even more in the long term, what’s actually smart is EQ.
Human empathy.
“Understanding what is not being said.
Reading between the lines.
Inferring around corners.
The person who excels at this might have bombed the SATs.”
And frankly, they might outperform the PhD in astrophysics who cannot communicate, negotiate, collaborate, or persuade.
See my post on this here.
Download our FREE Chrome Extension here.