Opinions from operators.
And the data behind them.
Essays, interviews, and data analysis on how AI is changing the way go-to-market teams work.
Build, buy or integrate: where your GTM AI should come from
Teams can build almost any GTM AI now, and most pilots still stall. Here is the filter for what to build, what to buy, and where to integrate.
Read article ->
AI-Native Conversation Intelligence: Beyond Keyword Trackers
Keyword trackers only find what you thought to look for. AI-native conversation intelligence lets you ask your call library anything, including the questions you did not plan for.
Read article ->
Voice of the Customer Analysis: How to Do It at Scale
Pick list values and rep anecdotes are not the voice of the customer. Here is how AI call analysis turns every conversation your team runs into insight you can act on.
Read article ->
Why Conversation Intelligence Software Misses Sales Insights
A perfect transcript can still miss what the deal turns on. Here are the six places the insight goes missing, and how revenue teams close each gap.
Read article ->
Insight is cheap, action is everything: Devang Agrawal in Authority Magazine
Airspeed CTO Devang Agrawal in Authority Magazine, from a DeepMind Christmas quiz to a company. Knowing what is happening in a deal is not the same as acting.
Read article ->
Building the Agent-Native Revenue Org: The Hard Part Isn't Building Agents, It's Owning Them
Chris Reisig, Cliff Simon, and Devang Agrawal on the agent-native revenue organization. Foundations before ambitions, and the real cost of building your own.
Read article ->
What 133,068 closed deals say about winning
Eleven findings from 133,068 closed deals and the 2.4 million calls behind them. Plus four popular claims the numbers refuse to support.
Read article ->
How Conversation Signals Become Your GTM Moat
Rented signals decay the moment your competitors buy the same feed. Conversation signals compound, and three RevOps workflows turn them into an advantage.
Read article ->
AI forecasting doesn't replace your reps. It makes their forecast accountable.
Every call, email, and ticket already holds the evidence. Airspeed puts it next to the number your rep committed to, and shows what changed.
Read article ->
Your Sales Forecast Is Lying to You
Doug May, a 30-year go-to-market leader, joined our LinkedIn Live on broken forecasts. Why they fail inside revenue teams, and what it takes to fix them.
Read article ->
Own your data, or rent someone else's architecture: Adam Liska on the real foundation of GTM execution
Adam Liska and Sam Jacobs on why revenue execution is a category, not another tool that logs calls. From DeepMind to a system a whole team can run.
Read article ->
What an AI-native AE actually does all day
AI native selling does not mean fewer humans in the deal. It means better prepared ones, and here is what their day actually looks like.
Read article ->
Why agent harnesses built for individuals break at enterprise scale.
Individual-first AI tools leave leaders with a black box. Why we built Airspeed around one command center with visibility across the team.
Read article ->
From DeepMind to 200 Customers: Building the Execution Layer for Sales | Adam Liska x GTMFund
The most expensive sentence in sales is a promise to follow up. Adam Liska on GTMnow on the execution gap, and why most pipeline quietly dies inside it.
Read article ->
The Sales Team of 2026 Looks Nothing Like the Sales Team of 2023
Fewer reps, higher caliber, each one managing a stack of agents instead of drowning in admin. Here is what that team looks like up close.
Read article ->
You could build AI sales infrastructure. But should you?
You could build your own AI sales infrastructure. Here is the honest case for buying it instead, and the costs that show up after launch.
Read article ->
Why GTM Needs a Native Agent Harness
An agent that acts on your pipeline is not a chatbot with a CRM plugin. What a GTM-native harness needs: guardrails, a commercial brain, conversation data.
Read article ->When sales teams are flying blind, the answer isn’t more process; it’s more visibility
Your GTM foundation does not have to be finished before you start learning. Start by capturing what is actually happening in your customer conversations.
Read article ->
Why Sales Reps Hate Updating the CRM (and How AI Finally Fixes It)
Your reps are not lazy, they are rational: data entry is punishment dressed up as process. Why enforcement fails, and how AI removes the chore entirely.
Read article ->
Why Memory Is the Missing Ingredient in Sales AI Copilots
Memory is not a feature of a sales copilot, it is the foundation. What changed for reps once ours had it: personalization, workflow, and deal velocity.
Read article ->
The Importance of Looking Beyond Demographics When Defining Your Ideal Customer Profile (ICP)
Demographics alone will not hold your ICP together. Behavioral and intent signals surface better-fit prospects and lift conversion for B2B teams.
Read article ->
The Human Element of Sales: A Conversation with Todd Jenkins
Automation can run the busywork, but it cannot build trust with a buyer. Todd Jenkins, Head of Sales at Airspeed, on what still decides deals.
Read article ->
From Keywords to Context: How LLMs Unlock Complete Deal Visibility
Keyword trackers flag the word and miss the meaning. Why context beats keywords, and how LLM-powered tools read what your buyer actually meant.
Read article ->
Why AI Will Make CRMs Obsolete
The CRM was built to store data, not use it. Why AI flips that, and what changes once the CRM becomes the database running in the background.
Read article ->
True Customer Centricity: How AI Is Transforming the Voice of the Customer
Your customers' most honest feedback sits in conversations nobody reads. How AI surfaces the voice of the customer for sales, product, and support.
Read article -> Sales Superpowers: How AI Can Unleash a 60% Productivity Boost for Your Team
Most AI sales pitches are noise, this one has a number behind it. Our webinar with Vouris on a 60% productivity lift, and the three moves to make now.
Read article ->Turn every conversation into action.
Airspeed is the commercial brain for revenue teams. See it on your pipeline in 30 minutes.