Elite B2B sales technique for the age of AI — only what the top 2% actually do.https://twopointonesales.com/en-ushttps://twopointonesales.com/signals/dynamics-365-outreach-optimization-agent/https://twopointonesales.com/signals/dynamics-365-outreach-optimization-agent/Microsoft's July 15 Customer Insights update puts a Journey Creation Agent and Outreach Optimization Agent into public preview inside Dynamics 365 Sales, automating send-timing and follow-up sequencing for reps.Thu, 16 Jul 2026 00:00:00 GMTSignalhttps://twopointonesales.com/signals/gpt-5-6-copilot-table-stakes/https://twopointonesales.com/signals/gpt-5-6-copilot-table-stakes/GPT-5.6 became the preferred model in Microsoft 365 Copilot on July 9, the same week OpenAI shipped ChatGPT Work with CRM integration — putting frontier AI by default in the tools sellers already use, not as a differentiator.Wed, 15 Jul 2026 00:00:00 GMTSignalhttps://twopointonesales.com/signals/muse-spark-sales-ai-tooling-cost/https://twopointonesales.com/signals/muse-spark-sales-ai-tooling-cost/Meta's Muse Spark 1.1 API undercuts every frontier model on price and swaps in as a drop-in replacement for existing agents — changing the margin, not the pitch, behind every sales AI vendor selling agentic capability.Wed, 15 Jul 2026 00:00:00 GMTSignalhttps://twopointonesales.com/signals/cowork-work-around-the-work/https://twopointonesales.com/signals/cowork-work-around-the-work/Anthropic's usage breakdown of 1.2 million Claude Cowork sessions shows sales and revenue operations account for just 4% of activity — business process work and content creation dominate instead.Thu, 09 Jul 2026 00:00:00 GMTSignalhttps://twopointonesales.com/signals/gpt-live-voice-sales/https://twopointonesales.com/signals/gpt-live-voice-sales/OpenAI's full-duplex GPT-Live handles interruptions and backchanneling like a real conversation — the same real-time voice capability a16z-backed Prosper AI and xAI's Voice Agent Builder are already selling into live sales and admin calls.Thu, 09 Jul 2026 00:00:00 GMTSignalhttps://twopointonesales.com/signals/alberta-code-security-scale/https://twopointonesales.com/signals/alberta-code-security-scale/The Government of Alberta used Claude Code and roughly 50 parallel agents to scan its entire software estate for vulnerabilities in about 20 hours — then rebuilt a 25-year-old subsidy portal in four to five days.Tue, 07 Jul 2026 00:00:00 GMTSignalhttps://twopointonesales.com/writing/ai-raises-the-floor/https://twopointonesales.com/writing/ai-raises-the-floor/The hype says AI will replace salespeople. The data says something stranger and more useful: AI is automating the floor of the profession while making the ceiling more valuable than ever. Here is the whole thesis — and the five moves it resolves into.Mon, 22 Jun 2026 00:00:00 GMTEssayhttps://twopointonesales.com/writing/two-standard-deviations/https://twopointonesales.com/writing/two-standard-deviations/Almost all sales advice is written about the average salesperson. That's the problem — and the reason most of it quietly fails the people who follow it. A short manifesto for studying the right tail instead.Wed, 10 Jun 2026 00:00:00 GMTEssayhttps://twopointonesales.com/writing/the-relationship-builder-trap/https://twopointonesales.com/writing/the-relationship-builder-trap/The profile almost every company hires for is the lowest performer in complex deals. The data behind that uncomfortable finding — and what the top performers do instead of building rapport.Thu, 04 Jun 2026 00:00:00 GMTEssayhttps://twopointonesales.com/writing/the-11-14-rule/https://twopointonesales.com/writing/the-11-14-rule/Gong analyzed hundreds of thousands of sales calls and found that elite discovery has a number. Ask too few questions and you stay shallow; ask too many and it becomes an interrogation. The architecture of a great discovery call.Thu, 21 May 2026 00:00:00 GMTEssayhttps://twopointonesales.com/writing/the-eleven-person-sale/https://twopointonesales.com/writing/the-eleven-person-sale/The modern B2B deal is decided by a committee of six to eleven people in quiet conflict with each other. Single-threading is the most common way good reps lose winnable deals — and the one skill AI genuinely can't do for you.Fri, 08 May 2026 00:00:00 GMTEssayhttps://twopointonesales.com/writing/talk-pl-not-product/https://twopointonesales.com/writing/talk-pl-not-product/The higher you sell, the less anyone wants a demo. Executives buy outcomes framed in their own numbers — and the rep who can carry a quantified business case into the boardroom is the one AI can't replace.Fri, 24 Apr 2026 00:00:00 GMTEssayhttps://twopointonesales.com/writing/hunt-for-no/https://twopointonesales.com/writing/hunt-for-no/Average closers chase yes and split the difference to feel momentum. The top 2% borrow from hostage negotiators: they go looking for no, label the resistance before the buyer voices it, and refuse to buy agreement with margin.Thu, 09 Apr 2026 00:00:00 GMTEssayhttps://twopointonesales.com/writing/what-to-automate/https://twopointonesales.com/writing/what-to-automate/The AI-SDR dream collapsed in 2025 for a reason worth understanding. A clear-eyed, hype-free dividing line for where AI belongs in the sales motion — and the work you should never hand to a model, no matter how good it gets.Thu, 26 Mar 2026 00:00:00 GMTEssay