Ytechnology

09/11/2026

09/10/2026

One of the biggest myths in sales is that the first conversation closes the deal.

It usually doesn't.

People get interrupted.

Budgets change.

Projects get delayed.

Decision-makers leave.

None of those things mean the opportunity disappeared.

They mean life happened.

Too many salespeople interpret silence as rejection.

Then they hand the opportunity to the competitor who kept showing up.

Follow-up isn't about nagging.

It's about staying relevant.

Every follow-up should add value.

Share an insight.

Answer a question.

Offer a different perspective.

Make it easier to say yes.

The gold isn't in making contact.

The gold is in staying in contact.

09/05/2026

Sales becomes predictable when the process becomes predictable.

Too many people look for shortcuts.

There aren't any.

Every stage exists because it solves a different problem.

Research improves targeting.

Prospecting creates first conversations.

Follow-up keeps good opportunities from being forgotten.

Meetings create movement.

Miss one step and the entire system slows down.

Most empty pipelines aren't caused by bad salespeople.

They're caused by inconsistent ex*****on.

The professionals don't wonder what to do next.

They already know.

They simply repeat the process with discipline.

Research.

Prospect.

Follow up.

Get the meeting.

Repeat.

09/04/2026

AI-generated music reaching the Billboard charts tells me we've entered a more interesting stage of AI adoption.

The important part isn't that AI can generate music.

Technical capability alone doesn't create a market.

What matters is that people are interacting with the output.

According to the examples in this carousel, Xania Monet reached No. 3 on Hot Gospel Songs, entered Hot R&B Songs, and appeared on Adult R&B Airplay.

Breaking Rust topped Country Digital Song Sales.

ChildPetsGalore debuted on Christian Digital Song Sales.

Unbound Music appeared on Emerging Artists while "You Got This" reached No. 10 on Rock Digital Song Sales.

Enlly Blue and Juno Sky also secured positions on the Emerging Artists chart.

I think that's where the business conversation gets more useful.

We spend a lot of time debating what AI can and can't do.

Markets eventually make some of those debates irrelevant.

If people are willing to consume something, pay for something, share something, or spend time with something, that behavior starts affecting the economics around it.

That's what I'm watching.

Every industry has areas we assume technology can't meaningfully enter.

Sometimes that's because specialized knowledge is required.

Sometimes it's creativity.

Sometimes it's judgment.

Sometimes it's personality or taste.

Those assumptions may be correct for a long time.

But I don't think they should be treated as permanent.

When technology lowers the cost of producing something, increases production speed, or allows more people to participate, the market around that activity can change quickly.

That doesn't mean the existing profession disappears.

It means the economics surrounding it may change.

That's a much more useful distinction.

I'm not interested in adopting AI just because AI exists.

I'm interested in understanding when a technology changes what customers will accept, what competitors can produce, and what it costs to participate in a market.

AI-generated artists appearing on Billboard charts gives us another data point.

A category many people considered fundamentally human now has synthetic participants competing inside the same measurement systems.

We don't know exactly where that leads.

But pretending the boundary hasn't moved doesn't tell us anything useful.

I'd rather understand why it moved and what happens next.

09/03/2026

One misconception I see all the time is that a CRM is a tool for sales teams.

In reality, it's one of the most important pieces of business infrastructure.

When implemented well, it connects your website, marketing, sales process, customer communication, automation, and reporting into one system.

Without that connection, every department creates its own version of the customer journey.

Marketing measures leads.

Sales tracks conversations.

Operations manages delivery.

Leadership tries to piece everything together afterward.

With a well-designed CRM, everyone works from the same information.

That changes more than organization.

It changes how decisions are made.

Instead of asking, "Who has the latest spreadsheet?" you start asking, "What's the next best action?"

That's the difference between owning software and building a revenue system.

08/30/2026

One of the biggest lies salespeople tell themselves is, "I don't want to bother anyone."

That sounds respectful.

Often, it's self-protection.

If your service saves money...

Reduces risk...

Creates revenue...

Or eliminates unnecessary work...

Then reaching out isn't automatically an inconvenience.

It's an opportunity.

The mistake is believing every interruption is equal.

A spam call interrupts.

A solution to a costly business problem interrupts too.

Those aren't the same thing.

The difference is relevance.

Research your prospect.

Understand the problem.

Lead with insight instead of a pitch.

Then let them make the decision.

If you truly believe your work improves someone's business, act like it.