Archive
All articles from Sky Lobby.
March 2026
Deal Reality
Your CRM shows you what reps type. Your revenue intelligence tool shows you what reps say. Neither shows you what's actually happening in the deal. This is the gap that kills quarters.
The Revenue Bottleneck
Elon Musk treats every company like a production line and hunts the single constraint limiting throughput. Your revenue engine is a production line too. Here's how to find and fix the one bottleneck capping your growth.
The 10 Levels of CRO Data Excellence
Most revenue organizations operate at Level 2. The best in the world are at Level 6. Here's the complete maturity model — from basic CRM hygiene to predictive orchestration — and the specific results each level unlocks.
Will We Start Selling to AI Buyers?
Procurement AI is already evaluating your product. Here's what it sees.
Leonardo da Vinci
History's first sales pitch. Cross-domain pattern recognition. Vision without shipping is a clay horse.
The Man Who Invented Management
Pierre du Pont invented ROI, created the multidivisional corporation, and rescued General Motors. Five principles for revenue leaders.
The Refrigerator
Chamath said AI is the refrigerator. No one has built the Coca-Cola yet. He's wrong. We did.
Narrow Superintelligence
You don't need artificial general intelligence. You need a system that is better than every human alive at one specific thing.
Value Engineering
Bill McDermott didn't sell software. He engineered outcomes. The discipline that took him from a Long Island deli to the CEO suite — and what it means for every enterprise seller alive today.
February 2026
OpenAI Pays Zero Commission
The most valuable AI company on earth built a 500-person sales team with zero commission. No accelerators, no spiffs, no President's Club. Here's what they did instead.
The Centaur Seller
In chess, a human with AI beats AI alone. The same is true in sales. Here's the data — and what comes next.
Selling to Agents
A framework for the CRO preparing for the agent-mediated buying journey.
Demand-Side Agents
Everyone is building outbound AI agents. Nobody is preparing for inbound ones.
The Buyer Group Thesis
Network effects drove 70% of tech value creation. We believe buyer group intelligence will drive the next era of B2B.
Go To Market vs. Go To Buyer
Everyone says "go to market." Nobody asks "go to whom?"
The Consensus Tax
The hidden cost that kills 60% of enterprise deals.
The Authority Gap
The single largest source of preventable revenue loss in enterprise B2B.
What Are AI Agents?
A clear explanation of what AI agents are, how they work, and why they matter for sales teams.
Build Your First AI Agent
A practical step-by-step guide to building your first AI agent for sales. From concept to production in one day.
AI Agent Use Cases
25 practical AI agent use cases for sales teams, with implementation complexity and ROI estimates.
Make Your Own Autonomous Agent
How to build autonomous AI agents that work independently, make decisions, and complete complex multi-step tasks.
The Decision Constraint
When execution is 100x faster, the bottleneck shifts to decisions. Six frameworks for the AI-era CRO.
The Invisible Blocker
The stakeholder who kills your deal without ever joining a meeting.
The Champion's Paradox
Your best champion might be your biggest risk.