PayPal pointed Agentforce at 8,000 un-callable leads and lifted conversions 50 percent, while 53 percent of GTM leaders still report little to no impact from AI.
AI in GTM. Two operators showed at SaaStr AI 2026 exactly what is working now in AI sales agents: PayPal pointed Agentforce at the 8,000 monthly leads its reps were never going to touch, and conversions on that dead-tier segment rose 50 percent. The win was not replacing AEs, it was working the long tail of leads that unit economics never justified calling. (SaaStr)
Why it matters: This is the cleanest proof point yet that AI SDRs create net-new pipeline rather than cannibalize headcount. A sharp founder-operator take: AI does not shrink your sales team, it expands your addressable lead set, so the CRO question shifts from how many reps to how much of my lead base have I been throwing away.
Benchmarks. Poyar interviewed 30 top GTM leaders to catalog the top 40 AI workflows actually deployed and producing results, from tripling meeting-booking rates to automating work that used to need teams. The headline tension: 53 percent of leaders still report little to no impact from AI, so the gap is execution, not the tools. (Growth Unhinged)
Why it matters: The 53 percent stat is a perfect contrarian hook for a CRO brand. The story is not that AI is overhyped, it is that most teams deploy AI as a feature, not a workflow, which lets Spencer position himself with the operators who actually ship pipeline.
SaaS metrics. For four years the B2B playbook was automatic: raise prices every 12 to 18 months, bolt on a paid AI SKU, and customers paid because switching was hard. Adobe blinking on its annual increase signals that pricing power, the quiet engine of SaaS net revenue retention, may be softening as AI-native alternatives lower switching costs. (SaaStr)
Why it matters: NRR has been carried by price hikes more than expansion for years. If that lever weakens, CROs have to rebuild expansion from real usage and value, which is a meaty, quantifiable thread, gross retention versus price-driven NRR, for a finance-literate audience.
RevOps. Three go-to-market experts break down why pipeline numbers mislead: stage definitions drift, reps sandbag or inflate, and aging deals sit in-stage long after they are dead. The fix starts with exit criteria per stage that are observable and enforced, not vibes. (The Science of Scaling)
Why it matters: Forecast credibility is the CRO's currency with the board. A post on why your pipeline is lying to you, and here are the three tells, travels well and positions Spencer as an operator who runs on discipline, not hope.
Positioning. Dunford released a 2026 second edition of Obviously Awesome alongside a combined workbook with completed templates for both positioning and the sales pitch. Her five-component frame (competitive alternatives, differentiated capabilities, differentiated value, best-fit customers, market category) remains the default operating system for B2B positioning. (April Dunford)
Why it matters: As AI floods every category with lookalike messaging, positioning is the durable moat. A teardown applying Dunford's frame to a real homepage is high-signal content that shows craft, not just opinions.
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