The Blog

Essays on Decision Confidence, Value Discovery, and the systems that build predictable revenue.

Frameworks, perspectives, and the practitioner detail behind what I teach inside engagements. Written for CROs, VPs of Sales and Solutions Engineering, and forward-thinking practitioners.

PerspectiveFeatured

AI Adoption in Presales Is a Design Problem.

AI adoption in presales fails when it automates broken workflows rather than redesigns the role itself. The highest-leverage question is not what to automate, but what to stop. And the answer has to be built with the team, not communicated to them.

Saurabh Guru & Nikhil SarmaJune 30, 2026·8 min read