The Compass Substack
John Stopper, Anuj M. KachapatiEnterprise Sales Strategy
| Platform |  | Pricing | Only free issues | Publishes | Weekly |
|---|---|---|---|---|---|
| Issues | 51 | Founded | 2 years ago | Last Issue | 20 days ago |
| Active | |||||
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Sales Strategy: Selling to the Manager
The Advantage Has Moved
AI has changed the game for both sides.
The Seller arrives at the first meeting fully briefed. The Buyer arrives equally briefed on the Seller. Both ran the same research, read the same coverage, found the same rev...
Enterprise Class AI
Trust
New technology usually outruns the operating discipline required to trust it.
AI is no exception.
AI does not have a capability problem. It has three others.
A trust problem. A performance problem. An ROI problem.
The questi...
Sales Strategy: Bridging to the User
Interest is not power. Access is not position.
The User Persona
Users are often the Seller’s natural point of entry.
They perform the work the Seller’s offering is designed to support, improve, or enable. They know where their work pr...
Bridging Strategy
Individuals can change a game. Teams win championships.
Sales Is a Team Sport
Traditionally, a deal is called single-threaded when the salesperson is connected to only one person inside the Buyer. In practice, the same problem often exi...
Ukraine and Sales Strategy
On July 20, 2026, The Economist published “Inside Defence: Has the Tide Really Turned in the Ukraine War?” by defence editor Shashank Joshi. The article draws on Joshi’s conversation with Jack Watling of the Royal United Services Institute,...
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| Subscribers | Engagement | 61 | Monthly Web Visits | ||
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Authors
The writers behind this newsletter.
Creating and developing the next generation of sales & marketing systems leveraging the power of AI.
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