Read Time = 3 minutes

Signals you're at the right company:

- top reps share what's working
- promotions don't surprise anyone
- comp plan fits on a napkin
- people refer friends without being asked
- you attend the "optional" happy hours

With that said, let’s dive in…

Stories you should know

AI made it too easy to fake a perfect application — so employers stopped trusting them. 70% of employers now use skill-based hiring

In a 90-day test, an AI-only pipeline booked 847 meetings with 11% opportunity conversion. A human-AI hybrid booked 312 meetings with 38% conversion - and generated 2.3x more revenue from fewer meetings

Attio is the AI CRM with conversational AI built directly into your workspace. Every morning, Ask Attio handles my prep:

All in seconds. No searching, no switching tabs, no manual updates.

Ready to scale faster?

Start now →

Every day on Twitter there’s a new AI automated workflow, agent stack or tool (most of it’s noise).

Claude has become my daily driver - and none of what I'm about to share requires a single automation, integration, or fancy setup. Simple is better.

The Scenario: a prospect asks you to create a one page comparison doc showing how you stack up against a competitor.

What to ask AI: "Research [company] — their product, who they sell to, how they position themselves, and where their real gaps are. Then build me a single-page battle card for a partner rep who's never sold this product before. Cover a 30-second pitch, an ICP filter showing good fit vs. poor fit, discovery questions organized by category, positioning language to use and avoid, the top 3 objections with responses, and a 4-step handoff process. Design it as a professional sales asset — not a doc, not a slide — that a rep can pull up before a call and export as a PDF."

What you get back: A formatted, send-ready comparison sheet or positioning one-pager - specific to the situation.

The Scenario: You've been running back to back all day and have a call with a huge opportunity in 10 minutes. You need a quick and detailed summary.

What to ask AI: "I'm about to walk into a conversation with [Company]. Research where they are heading from a business standpoint — who their competitors are, what challenges they're facing, how they're differentiating. Then overlay that on top of [our product] to understand how we could help them grow revenue or differentiate in a crowded market. I'm talking to [name/role] who has been at the company [X months]. My goal is to frame up a potential partnership where they would add us into their offering as a differentiator, a revenue play, and potentially a retention tool. Use deep research."

What you get back: A 5-part brief with positioning angles, prospect research, problems to solve and questions to ask.

The Scenario: You have a list of 50 accounts and no idea where to start.

What to ask AI: "Here is my ideal customer profile: [paste ICP — industry, company size, revenue range, org structure, tech stack, buying triggers, common pain points]. Here is my account list: [paste list with whatever context you have — company name, size, industry, any notes].

What you get back: a ranked account list with grades, reasoning, and pre-call briefs on the top targets.

Always ask for the referral - here’s how:

This speech was originally delivered at the McCombs School at the University of Texas by Bill Gurley, a venture capitalist at Benchmark Capital.

How to Succeed and Thrive in a Career You Love:

Until next week,

TG

P.S. I reply to all emails