Operationalization

Account Recon

S01E28: The Referral Engine: A Systematic Way to Turn Customers Into Advocates

Jul 14, 2026

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6 min read

S01E28: The Referral Engine: A Systematic Way to Turn Customers Into Advocates

A satisfied customer and an advocate are not the same person. How to build previous champions into present and future advocates.

Jay Campbell

Account Recon

S01E27: Your Closed-Won Accounts Already Wrote Your ICP.

Jul 7, 2026

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8 min read

S01E27: Your Closed-Won Accounts Already Wrote Your ICP.

Your next "best" customer is often most easily defined by mirroring who your happiest existing customers are.

Jay Campbell

Pipeline Discipline

S01E25: Champion Enablement: Give Your Internal Advocate the Tools to Win

Jun 28, 2026

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8 min read

S01E25: Champion Enablement: Give Your Internal Advocate the Tools to Win

Believing in your product doesn't make your champion a closer.

Jay Campbell

Pipeline Discipline

S01E24: Competitive Intelligence On Demand: Build a Real Brief in 10 Minutes

Jun 21, 2026

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7 min read

S01E24: Competitive Intelligence On Demand: Build a Real Brief in 10 Minutes

Static battle cards are outdated before you use them. Here's a 4-step, 10-minute workflow for building deal-specific competitive intelligence with AI. Prompts included.

Jay Campbell

Pre-Discovery

S01E23: Multi-Threading Is a Mindset Problem, Not a Tactics Problem

Jun 14, 2026

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7 min read

S01E23: Multi-Threading Is a Mindset Problem, Not a Tactics Problem

You have one contact in that deal. That's not a relationship. That's a risk.

Jay Campbell

Voice

S01E22: The Codebase Was Always Bigger Than You.

Jun 7, 2026

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6 min read

S01E22: The Codebase Was Always Bigger Than You.

The singularity is nearer...

Jay Campbell

Voice

S01E20: What makes every codebase unique? We will build that today.

May 24, 2026

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7 min read

S01E20: What makes every codebase unique? We will build that today.

This is the part that makes your AI, yours.... BYOC, Part 3

Jay Campbell

Operationalization

S01E17: Your AI Has No Memory. Fix That.Build Your Own Codebase, Part 0

May 3, 2026

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5 min read

S01E17: Your AI Has No Memory. Fix That.Build Your Own Codebase, Part 0

Yes. Part 0. It was going to be Part 1, but my went a little longer than anticipated.

Jay Campbell

Pipeline Discipline

S01E16: Your Pipeline Is a List. Signals Turn It Into a Priority Queue.

Apr 26, 2026

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9 min read

S01E16: Your Pipeline Is a List. Signals Turn It Into a Priority Queue.

How to triage 20 deals in 10 minutes and know exactly which 5 to work this week

Jay Campbell

Voice

+11

S01E15: Claude.... Code? But I Can't F#$&ing Code!

Apr 19, 2026

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7 min read

S01E15: Claude.... Code? But I Can't F#$&ing Code!

Claude Code changed how I work. Here's what that looks like in sales.

Jay Campbell

Account Recon

S01E13: You've Been Using the Wrong AI for Sales Work

Apr 5, 2026

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16 min read

S01E13: You've Been Using the Wrong AI for Sales Work

Why Claude beats ChatGPT for sales, how to get set up in 10 minutes, and what the difference is between Claude, Claude Cowork, and Claude Code

Jay Campbell

Pipeline Discipline

S01E06: Build a Deal Risk Score Before Your Buyer Goes Dark

Feb 15, 2026

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16 min read

S01E06: Build a Deal Risk Score Before Your Buyer Goes Dark

How to predict stalled deals using four signals after every interaction

Jay Campbell

Pre-Discovery

S01E04: Cold Calling Starts Before You Pick Up the Phone

Feb 1, 2026

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3 min read

S01E04: Cold Calling Starts Before You Pick Up the Phone

How agentic AI watches your accounts, surfaces the right moments, and tells you exactly who to call and why

Jay Campbell

Account Recon

Jan 25, 2026

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4 min read

S01E03: Operationalizing Discovery

Early Discovery Doesn’t Fail. It Just Tells the Truth Earlier.

Jay Campbell

Operationalization

S01E28: The Referral Engine: A Systematic Way to Turn Customers Into Advocates

S01E27: Your Closed-Won Accounts Already Wrote Your ICP.

S01E25: Champion Enablement: Give Your Internal Advocate the Tools to Win

S01E24: Competitive Intelligence On Demand: Build a Real Brief in 10 Minutes

S01E23: Multi-Threading Is a Mindset Problem, Not a Tactics Problem

S01E22: The Codebase Was Always Bigger Than You.

S01E20: What makes every codebase unique? We will build that today.

S01E17: Your AI Has No Memory. Fix That.Build Your Own Codebase, Part 0

S01E16: Your Pipeline Is a List. Signals Turn It Into a Priority Queue.

S01E15: Claude.... Code? But I Can't F#$&ing Code!

S01E13: You've Been Using the Wrong AI for Sales Work

S01E06: Build a Deal Risk Score Before Your Buyer Goes Dark

S01E04: Cold Calling Starts Before You Pick Up the Phone

S01E03: Operationalizing Discovery

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