I’ve read recently, the narrative-first framing is the right approach and something most teams are missing entirely.
The Revenue Flywheel adds one layer to this: once the narrative lands, the job isn’t just to keep the rep talking. It’s to keep the customer engaged in solving their own problem. The best flywheel conversations I’ve seen aren’t feature pitches or even narrative pitches. They’re diagnosis sessions. The rep’s job is to help the buyer articulate the problem more clearly than they could before the call. When AI takes over the feature explanation, that actually frees up the human for the only thing AI can’t replicate. Genuine problem solving with another human.
The question I’d add to Adrian’s framework: is your rep spending more time helping customers understand their problem or explaining your product? Those are very different conversations, and only one compounds.
Feel there's a fuzzy and sometimes tricky-to-know-in-advance line between the AI efficiency trap and creating actual AI efficiencies.
For example, finding context engineering is to a large extent just building systems to measure and manage the quality of the systems that measure and manage the quality of the work (except some days it can feel like turtles all the way down)
How do you navigate this within the context of the efficiency trap?
Especially curious about your personal AI stuff where you might not have an engineer to delegate the build work, bug fixes, and ongoing context management and maintenance too?
Kyle - the growth of agentic purchasing is an interest we share. Gartner research suggests 90% of B2B buying will be agentic by 2028 representing $15 trillion value. It's coming faster than many appreciate. I suspect the doubters are focused on large scale enterprise deals and miss that the majority of purchases are low value. The long tail collectively is worth more than the low volume, high value segment. Pareto rules inversely!
It's a topic I explored in "Anybody There? Making your website credible in an AI world." That led to a vibe coded app that tests two related website design issues: how well the site reflects the measurable results that matter to your chosen customers and how the technical infrastructure enable AEO and agentic access.
Thess are some great insights for any GTM leader.
I’ve read recently, the narrative-first framing is the right approach and something most teams are missing entirely.
The Revenue Flywheel adds one layer to this: once the narrative lands, the job isn’t just to keep the rep talking. It’s to keep the customer engaged in solving their own problem. The best flywheel conversations I’ve seen aren’t feature pitches or even narrative pitches. They’re diagnosis sessions. The rep’s job is to help the buyer articulate the problem more clearly than they could before the call. When AI takes over the feature explanation, that actually frees up the human for the only thing AI can’t replicate. Genuine problem solving with another human.
The question I’d add to Adrian’s framework: is your rep spending more time helping customers understand their problem or explaining your product? Those are very different conversations, and only one compounds.
Love this conversation, thanks for sharing!
Hey Kyle!
Feel there's a fuzzy and sometimes tricky-to-know-in-advance line between the AI efficiency trap and creating actual AI efficiencies.
For example, finding context engineering is to a large extent just building systems to measure and manage the quality of the systems that measure and manage the quality of the work (except some days it can feel like turtles all the way down)
How do you navigate this within the context of the efficiency trap?
Especially curious about your personal AI stuff where you might not have an engineer to delegate the build work, bug fixes, and ongoing context management and maintenance too?
Kyle - the growth of agentic purchasing is an interest we share. Gartner research suggests 90% of B2B buying will be agentic by 2028 representing $15 trillion value. It's coming faster than many appreciate. I suspect the doubters are focused on large scale enterprise deals and miss that the majority of purchases are low value. The long tail collectively is worth more than the low volume, high value segment. Pareto rules inversely!
It's a topic I explored in "Anybody There? Making your website credible in an AI world." That led to a vibe coded app that tests two related website design issues: how well the site reflects the measurable results that matter to your chosen customers and how the technical infrastructure enable AEO and agentic access.
Article at : https://clgguy.substack.com/p/anybody-there?r=wjpis
Assessment (free!) at www.clgforum.com