The Compass Substack
John Stopper, Anuj M. KachapatiEnterprise Sales Strategy
| Platform |  | Pricing | Only free issues | Publishes | Weekly |
|---|---|---|---|---|---|
| Issues | 49 | Founded | 2 years ago | Last Issue | 8 days ago |
| Active | |||||
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johnstopper.substack.comLatest Issues
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,...
Who Can Say No!
THE COMPASS · VALUE STACK SERIES
Value Stack, Level 7 of 7
Every Seller looks for the person who can say yes.
• Economic Buyer
• Executive Sponsor
• Champion
• Signer
That work matters. But in enterprise sales, it is only half the jo...
Why AI Won’t Replace Sales Professionals
THE COMPASS · VALUE STRATEGY SERIES
Value Stack, Level 6 of 7
Does AI make the Seller obsolete?
The answer sits in the Value Stack.
AI can contribute across the levels where value belongs to the Buyer’s organization. It can help Sellers...
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Subscribers, engagement, traffic and sponsorship for The Compass Substack.
| Subscribers | Engagement | 61 | Monthly Web Visits | ||
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| Accepts Sponsors | Estimated Cost per Ad | ||||
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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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