Dale Zwizinski

🤝 Chief GTM Officer | YOUR GTM Special Ops Team | Founder enabled GTM Strategy -> Data vs. Gut | Give > Receive | Recovering Coder | Extending Runways for Founders | Must haves 💪 Grind 🧠 Integrity 🎯 Coachability

An energetic, top performing sales professional, leader, and coach who is passionate about the Cloud based technologies.  More than 20 yrs experience with enterprise sales and known for my ability to grow and enhance businesses.   Working with innovative technologies and platforms to make customer successful wakes me up in the morning!
 
A self-starter who is happiest when helping customers enhance their business with innovative technologies.  It is important to stay ahead of trends and looking for ways to help a customer grow their business and improve their products/services.  The sales environment has changed dramatically over the last 5 years, the next 5 years will be a monumental shift --> Sales, Marketing and Service are on a collision course.

The pursuit of sales and maintaining customer satisfaction has taken me around the globe.  Establishing contacts and a track record of success in the financial service market throughout China, Asia, Mexico, and the United Kingdom, just to name a few.  Every sales person should be well versed in cultural differences and knows that paying attention to such details can make or break a sale.

SALES is changing and utilizing every available channel is important - if you are reading this you know what I am talking about!  To understand more about the sales evolution come read and listen to content here: www.thesaleschangeagent.com
 
Entrepreneurship and education is a deeply ingrained with a MBA from the Olin Graduate School of Business at Babson College.  and an undergraduate degree (with a double major in Management and Finance) at Merrimack College. Living in Lakewood Ranch, Florida (outside of Tampa), with my wife and 2 children.   For fun I enjoy traveling with his family, play/coach soccer, workout, ski, and golf.

Dale Zwizinski
Mobile: 401.952.9231
Email: dzwizinski@gmail.com

Strategic Sales Advisor

Collaborating with the CEO on all thing revenue, including:
✅ Go to Market
✅ Aligning to the Buyers Journey
✅ Pricing Strategies
✅ Sales Pipeline Growth

Our mission is to empower Customer Success teams to build great relationships with their customers.

We work with early and growth stage B2B SaaS companies to help them scale Customer Success outcomes.  Everything we do is devoted to removing the overwhelm of back-to-back customer meetings so that CSMs can focus on the bigger picture: building relationships.

UpdateAI is the first meeting assistant built specifically for CS.

73% of AI startups are stuck automating emails.

Meanwhile, their competitors are building Autonomous GTM Engines.

The trap? 

Founders skip GTM Foundations and jump straight to "scale."

Here is what the 4 stages actually look like:

Stage 1: Task automation (emails, summaries)
Stage 2: Process augmentation (CRM updates, reporting)
Stage 3: System orchestration (connecting data silos, proactive alerts)
Stage 4: AI as a teammate closing complex workflows

Most never escape 

Stage 1. Not because the tech is not ready. Because leadership is not ready.

What is your:
1. Value Proposition 
2. Ideal Customer Profile
3. Buying Persona

Where is your team right now?

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the-sales-change-agent

revenue-in-a-box

Managing Partner | GTM Operating Partner to CEOs | Developed The GTM Gap™ Framework | AI-Executive Whisperer | Revenue Leader | GTM Strategy - Data vs. Gut | AI Enabled GTM | Recovering Coder | Extending Runways

Stop blaming your sales team for a "growth problem" when you actually have a fragmented systems problem.

I see it every single week. Leadership teams get in a room, draw up a beautiful strategy, pat themselves on the back, and then hand it off to a team that is fundamentally misaligned at the ground level.

On the latest episode of Bridge the Gap, Nicole Brownell  (Managing Director at Novo Advisors) joined Adam and me to pull back the curtain on why execution fails even the best strategies.

Here is the cold, hard truth:
Alignment isn’t a feeling. It’s a shared scorecard.

Nicole dropped some serious gems that every C-suite leader and RevOps pro needs to hear:

1. Revenue isn't just a Sales KPI.

If you are only holding Sales accountable for revenue while Marketing is chasing "brand awareness" and "MQLs," you’ve already lost. If the departments aren't speaking the same language or sharing the same metrics (like OKRs that roll up to a single goal), you don't have a team—you have silos.

2. The Product/Sales Gap is killing your retention.

This one hit home. Nicole pointed out that sales teams often sell a version of the product that doesn't actually exist in reality. When the "value delivered" doesn't match the "value promised," you don't have a sales problem—you have a retention crisis waiting to happen 30 days after the contract is signed.

3. RevOps is your Playbook.

Strategy is the "where" and "how" of winning. RevOps is the actual playbook that dictates how you play the game. Without RevOps holding the line, your systems stay fragmented, your data stays dirty, and your execution stays sloppy.

We spend so much time talking about strategy because it’s the "fun" part. Execution is the hard part. It’s the daily grind of making sure the front-line narrative matches the back-end delivery.

If your GTM motion feels like it’s grinding gears, stop looking for more leads. Start looking at your alignment.

Are your teams actually aiming at the same target, or are they just sitting in the same meetings?

Check out the full episode for more on how to bridge this gap.

https://lnkd.in/eZ-8EADf

Most teams do not have a strategy problem.

They have a handoff problem.

This week I watched a solid plan lose 10 days in execution.

Not because people were lazy.

Because ownership got fuzzy after kickoff.

Here is the operator fix:

The 3 line handoff

1) Owner: one name, not a team
2) Outcome: what done looks like in plain English
3) Clock: next checkpoint date, on calendar before the meeting ends

That is it.

If you cannot write those 3 lines, the project is not ready.

Actionable takeaway:
Before your next launch, run every workstream through the 3 line handoff.

You will spot drift before it becomes delay.

What is your most common handoff failure right now?

Most founders hire their first sales leader too late.

Then they hire the wrong one.

Here is what actually happens:

You scale to $1M ARR on founder-led sales. 
You think you need a VP of Sales to take it from there.

So you hire someone who has scaled from $10M to $50M. 

They walk in expecting a repeatable process, a trained team, and clean data.

They find none of that.

Within 90 days they are frustrated. 

Within 6 months they are gone. And you are back to square one, except now you are $300K lighter and 6 months behind.

The hire was not wrong. The timing was.

Your first sales leader should be a builder, not a scaler. 

Someone who can create the process from scratch, not someone who needs one handed to them.

Conversely you can also look at Operating Partners to ensure that you  have everything stabilized and foundation built before bringing a VPS sales hire, and ensure that they have all of the right things in place for success.

Get the stage right before you get the person.

Most companies think they're doing AI because they have a chatbot. 

That's Stage 1 maturity
-> Task automation. It's the equivalent of a faster typewriter.

The real competitive advantage is the jump from Stage 2 to Stage 3. 
-> System Orchestration.

Stage 2 is process augmentation. 
-> You've added AI to existing workflows. It's better, but it's still siloed.

Stage 3 is where the magic happens. 
-> This is where AI isn't just a tool in the workflow. It is the workflow. 

Data flows from marketing to sales to customer success without human intervention. 

The system identifies a lead, qualifies it based on real-time intent data, assigns it to the right rep, and drafts the personalized outreach.

If your team is still manually moving data between tools, you're stuck in the past. 

Stage 3 isn't about working harder. 
It's about building a system that works for you. 

The jump to Stage 3 is where the 7x conversion rates live. 

Stop automating tasks. 
Start orchestrating systems.

Everyone needs a board or advisors to help you, try this:

"You are building a high-fidelity AI advisor for Dale Zwizinski’s Personal Board of Directors. This advisor must operate as a Chief of Staff-level strategist, not a generic assistant and a team of advisors.

Use the following structure to define their core logic. 

Do not write a 'personality description.' Write a 'Reasoning Engine.'"

────────────────────

1. The Core Identity
[ADVISOR NAME] – [ROLE, e.g., Chief Revenue Officer]
Lane of Genius: [One paragraph. What is the specific territory this person owns? What problems do they see that others miss?]

2. Core Frameworks & Mental Models
List 5–8 named frameworks this person uses to process reality. These are the "rules of the game" for this advisor.
• [Framework 1]: [Brief description of how it works]
• [Framework 2]: [Brief description of how it works]
• [Framework 3]: [Brief description of how it works]

3. Non-Negotiables (The "Edge")
What are the hard constraints this advisor would never compromise on? What makes them push back? This section prevents the AI from becoming "too nice."
• Constraint 1: [e.g., Never accepts incremental 5% growth; only 10x shifts.]
• Constraint 2: [e.g., Allergic to 'consulting-speak'; demands direct, plain English.]

4. The Decision Filter
When Dale presents a problem, what is the exact sequence this advisor uses to analyze it?
1. Filter 1: [What is the first question they ask?]
2. Filter 2: [What framework do they apply next?]
3. Filter 3: [What is their final stress test?]

5. Voice & Delivery
Describe the tone and format. 
• Constraint: No fluff, no "I hope this helps," no summaries. Direct insights only.
• Style: [e.g., Blunt, visionary, sardonic, or data-driven.]

This is a start to how your can incease your effectiveness and efficiencies!

My research into 2026 GTM trends shows three massive, concrete shifts that revenue leaders are failing to navigate.

Here is the first one!

The Agentic Chasm
You don't have a talent problem. 
You have an orchestration problem.

Most revenue leaders think "AI Maturity" means giving their sales team a better prospecting tool. 

That's Stage 1 thinking, it just helps you fail faster.

The real gap in 2026 is the Agentic Chasm.
It’s when you hire AI agents to do the work, but your GTM process is still built for humans from 2019.

If your AI agent is just "automating the spam," you’re destroying your brand at scale.

The shift isn't from human to AI. 

It’s from Task Execution to System Orchestration.

Stop hiring tools. Start building the engine.

The "SaaSpocalypse" is the trending topic for a reason.

Marc Benioff and the Databricks CEO are both signaling the same thing: The old SaaS model of "seats and screens" is under massive pressure.

Why? 
Because AI agents don't need a UI. 
They need an API.

If your GTM strategy is still based on selling "more seats," you are fighting a losing battle against efficiency.

The new GTM foundation:
1. Outcomes over activities.
2. Systems over seats.
3. Autonomous engines over manual workflows.

The GTM Gap is no longer just about sales and marketing alignment. It is about the gap between your legacy software and the autonomous future.

We are moving from a world of "software you use" to "software that does the work for you."

If you are a founder or revenue leader, your job is no longer to manage people using tools. It is to orchestrate systems that deliver results.

The SaaSpocalypse isn't an ending. 

It is the beginning of the Autonomous GTM Engine.

**The Pivot Point.**

Most people think a breakthrough is a loud, celebratory moment.

It isn't.

It's usually a quiet, terrifying realization in the middle of the night that everything you've been building... might be pointing in the wrong direction.

That's the pivot point.

Not the press release. 
Not the rebrand. 
Not the announcement post.

The pivot point is the moment *before* all of that, when you're alone with the truth, and you have to decide what to do with it.

We aren't selling a podcast. 
We're selling a transformation.

And transformation always starts in the dark, before anyone else sees it coming.

Technical debt kills your product. Revenue debt kills your company.

Most founders are unknowingly accumulating massive revenue debt. It happens when you scale sales before you've stabilized the GTM Gap.

You hire three reps because you have a little traction. 
You haven't defined the ICP beyond "anyone with a budget." 
You haven't nailed the value prop. You just want volume.

Now you have:
1. Inconsistent messaging that confuses the market.
2. High churn because you closed the wrong customers.
3. A sales team that's guessing instead of executing.

This is revenue debt. 

And like technical debt, the interest rate is compounding. 

You can't hire your way out of it. 

You have to go back and fix the foundation. 

Stabilize. Foundation. Repeatability. Scalability. 

Don't skip the sequence. 

The debt will always come due.

80% of your buyer's journey is happening while you're asleep.
And they aren't filling out your forms.

The "MQL" is dead.

In 2026, if you're waiting for a "lead" to hit your CRM, you've already lost the deal to someone who was orchestrating the account months ago.

GTM leaders are still obsessed with activity metrics.
- How many calls?
- How many emails?
- How many LinkedIn touches?

The market doesn't care about your activity. It cares about its own problems.
The winners in this cycle aren't the ones with the loudest outbound.
They are the ones with the most intelligent Intent Orchestration.

Move your focus from "The Lead" to "The Signal."

That's how you close the GTM Gap.

Justin Ratcliff

I have wide-ranging experience but specialize in outbound marketing, go-to-market strategy, and the craft of cold outreach. 

I have hands-on involvement in scaling a startup, working my way through the SDR, Team Leader, Team Manager, and Director roles in a remotely working team that grew from 10 to 150 over the course of 2 years. I have authored extensive scalable standard operating procedures, ran ample sales development training, conducted 100+ SDR/TL/TM interviews, and am a constant student of the craft. I am confident in leadership roles and strive to be an example for others in everything that I do. My goal is to make the day better for those around me. I enjoy the act of public speaking and consider myself an excellent communicator. I have deep experience collaborating in a workspace at global scale and welcome learning from others in all forms. 

While earning my degree, I became adept in behavioral learning and have an understanding of the processes that play a part in individual decision making. Comprehending the patterns that make up human behavior is ever-growing in importance, and when paired with the technologies at our disposal today, can be the difference in a successful vs. failed experience for a client or employee. I use the lessons that I learned through my time working in the mental health field on a daily basis, and it has made me a better business professional as a result.

Member

The RevGenius community is a great global network of business professionals. As a member, you gain access to job postings, job search resources, sales threads, marketing threads, tools/software threads, event postings, and more. Join (it's free) and introduce yourself! https://vrlps.co/vhw5mr0/cp

I tried the new Apollo x Claude connection, so you didn't have to...but now, you should. 

It's not about replacing people; it's about collapsing 30 mins into 1 min so you can test multiple campaign angles instead of one. 

A half hour of research happened in one conversation. I gave Claude a broad ICP/problem/solution and asked it to find & add contacts to an Apollo sequence. 

Instead of blindly searching, it:

- Identified that the search was too wide-ranging. 
- Searched the web for recent industry data, news, blog posts, & announcements to build context. 
- Matched my insights with vague input. 
- Identified angles I hadn't considered during brainstorming.
- Presented 10 perfect-fit companies with reasoning for each.
- Found decision-makers in Apollo & placed them in a sequence there. 
- Offered email copy addressing pain points. 
- Gave me a manual workflow for what it couldn't automate.

I can also also update//enrich contact data in Apollo directly from Claude chat. 

The bottleneck isn't building lists anymore. Launching three, four, or more campaign ideas in the time it used to take to build one is the reality. 

This is real pipeline alchemy.   

It's going to make the people who adopt it significantly more effective in their roles.

Here's a list of what Claude can currently do within Apollo. 👇

Founding GTM Leader | Built SDR Team 20→150 | Startup Revenue Builder | Enterprise Outbound Specialist

I’ve obtained a new certification: Certificate of Completion: Al Fluency Framework & Foundations from Anthropic 🤖 

This only takes a couple of hours to complete & is well worth it. 

As a daily user, I still learned quite a few things.

Also, you'll notice some of the "best practices" & "must-have workflows" from the gurus are a bit off base. Thoughtful use of AI follows "The 4 D's". 

Knock some of these free certs out this week.

Something you can do today to improve your GTM flow with Claude:

Ask it to build you a "Reddit Mentions Bot" that sends competitor conversations directly into Slack.

Here's what Claude can build for you:

A fully functional Python or Node.js bot that polls Reddit's free API on a schedule, searches specific subreddits for competitor or keyword mentions, scores each result for GTM relevance, deduplicates across polling cycles so you're never seeing the same post twice, & delivers a clean Slack digest via Incoming Webhook using Block Kit formatting.

Make sense? 

Here's the thing: you don't need to understand the code. 

You just need to deploy it. (hint: Claude can help w/ that, too)

Here's what it can't do:
--> LinkedIn - no public API exists, live tracking isn't possible w/o a paid tool
--> X/Twitter - requires a $100/mo API plan to search mentions
--> Run itself - Claude writes the code, you (or a developer) press go

Why Reddit?

Reddit is underrated as a signal source. Buyers openly discuss tools they're switching from, frustrations, & what they're evaluating in real time, in public, for free. (emphasis on free)

It's pipeline intelligence that most teams aren't capturing.

Claude can have the code ready in a single conversation. All you need is a Slack webhook URL & the time to deploy it.

The bottleneck isn't the tech anymore...it's knowing to ask.

Any other iPhone users having trouble with their keyboard autocorrect lately? Someone found the (at least temporary) fix! 

Apple changed their prediction model to guess what you're typing, and if it learned errors in the past, it'll keep repeating them. Old typing patterns interfere with the new logic. 

Resetting the "Keyboard Dictionary" has restored efficiency to my typing (and a little sanity, too). 

This worked for me: Settings -> General -> Tap "Reset" -> A menu will open, select "Reset Keyboard Dictionary" -> Enter Passcode 

No other data is deleted. 

Hope this helps! 📱

Gen AI will send you buyers (if it sees you). Here's how I run a GEO test:

1) To start, prep ~10 queries that customers may ask that would lead to your product. The 4 categories of questions I keep in mind are "discovery", "comparison", "use case", & "intent". 

->Discovery questions are broad but direct. 
- What are the best dialers for sales teams?
- What tools help SDRs make more calls per day?

->Comparison questions are concise & place you against the competition. 
- Compare the top AI dialers for outbound sales in 2026.
- What's the best alternative to [comp 1] or [comp 2]?

->Use case questions are specific & describe task completion.
- How can AI help my sales team 10x their cold call volume?
- What software handles voicemail detection & parallel dialing automatically?

->Intent questions signal buying motivation. 
- I need a dialer that integrates with Apollo & Salesloft; what should I use?
- I need an AI dialer with CRM integrations for outbound sales teams.

Start small but build out & tweak as you go. Each model has their own tendencies to account for...

2) Consider all major outlets in which your buyers may operate. You'll get different results for each generative program & can adjust your site strategy accordingly. 

->The 5 I test:
-Claude
-ChatGPT
-Perplexity
-Gemini
-Copilot

3) Run the queries through each chat program & notate results. We're tracking general mentions, prominent mentions, & missing mentions. 

->Weighted as follows:
-Prominent = 2
-Mentioned = 1
-Missing = 0

->Run the following formula:
-GEO Score = (mentions×1 + prominent×2) / (2 × total queries) × 100

Example: (4 Mentionedx1 + 2 Prominentx2) / (2 x 8 Queries) = 50

->Aim for 60+

4) Assess results & revisit strategy. Research how to make your site more accessible to Gen AI crawling & implement the changes. 

5) Automate it. Claude will write JSX code for a personal GEO tool that you can (super politely) ask (or beg) your dev team to set up. 

You'll need some lift from them to connect backend APIs & for securely deploying the tool on something like Vercel, Netlify, AWS, etc. 

But...this is a high-ROI request. This is one way to stay data-driven in '26.

Check the comments for the prompt I used to build my first GEO tracker. 👇

Vibe coding a lead scraper won't save your quarter. Picking up the phone will.

You can now build tools, automations, & workflows in hours that used to take teams weeks.

The builder communities are full of talk about tools and automations, & almost none about the channels that actually close deals.

Sellers think building replaces selling.

It doesn't.

AI can help you build tools, automate research, create workflows, & scale personalization.

It cannot replace revenue motion.

Revenue still comes from the same places it always has: 
→ Phone 
→ Email 
→ LinkedIn 
→ Conversations 
→ Follow-ups 
→ Pipeline discipline

You can't vibe code your way out of doing the work.

The real advantage? Modern sellers can now build their own leverage.

Need a lead scraper? Build it. Need research automation? Build it. Need outreach personalization? Build it.

Those tools should feed your pipeline, not replace it.

The best sellers in the AI era will have a builder mindset...but will still maintain activity across every channel.

They'll ship tools in the morning but still pick up the phone after lunch.

AI won't replace great sellers, but it'll expose those who have stopped selling.

Vibe code for efficiency. Prospect for production.

Tools create leverage. Activity creates pipeline. You need both.

(P.S. Can't wait to read "The Pragmatic Progemner" 🤣 )

I once watched a GTM motion completely fall apart because of one underperforming rep.

Series A company. Great product. Early traction.

We built the CRM, set up sequences, started booking meetings.

But the rep was chasing everyone remotely relevant:
-airlines 
-healthcare networks 
-SaaS companies 
-legacy enterprises

No focus. No pattern. No results.

A quarter went by & nearly nothing had landed.

So I did what any leader would do: I sat down with the rep & got brutally honest.

We cut every ICP except one: Healthcare systems.

Hit the phones & meetings doubled within 14 days.

Because the messaging was dialed in, we eventually landed a major enterprise healthcare client, w/o ever targeting enterprise accounts specifically.

Focus doesn't limit your upside. It unlocks it.

Figure out what you do best & go talk to the people you help most. 

I still think about that rep when I see a team chasing a handful of ICPs.

The rep was me. 🤷‍♂️

Your GTM motion is broken.

It's not (always) your reps' fault.


When I audit my own leadership performance, these are the 5 signs I look for, and the fixes I go back to every time:

1: Your reps are pitching different things to different prospects.

→ You haven’t locked an ICP. Reps fill the gap with instinct; do they really understand the problem you solve as you do? 

Fix: Define one segment well & build everything around it.
--
2: You're getting meetings, but demos aren't converting.

→ Your messaging is attracting the wrong buyers. 

Fix: Audit your last 20 demos. What did you fix for ones that closed? What did they have in common? 

That's your real ICP.
--
3: Pipeline looks full, but nothing is closing.

→ Stage definitions don't exist. An “opportunity” is just that & nothing more to your team.  

Fix: Conduct a gap analysis on your sales journey & map your stages. Define what must be true to enter/leave each. 

Make it binary.
--
4: Reps are burned out, and activity is dropping.

→ No playbook means they're winging it every day. Winging it is for the birds (exhausting). 

Fix: Document the sequence, talk tracks, & objection responses. 

Build them a real playbook. Professional sports teams can’t operate w/o one. 

Why should your professional team be any different?
--
5: You've missed forecast 3 months in a row.

→ You're forecasting on gut, not data. Defining stages help w/ this but also…

Fix: Set a pipeline age limit. 

Anything over 60 days without movement gets reviewed or cut. 

This will clean things up.
--
GTM failures get blamed on reps.

Broken reps are usually a symptom, not the cause.

A healthy system removes symptoms.


What would you add to this list? ♻️ Repost if this would help a founder or sales leader in your network.

Most people think AI fluency means knowing which tools to use, or how to prompt to get the voice of your favorite sales guru in your next cold email.

It doesn't.

You can use Claude, GPT, & Gemini every single day & still be uninformed about AI.

Listen,

The problem isn't access to AI…everyone has it.

What’s making an impact now is how we deploy it into the world around us.

AI Illiteracy:
➡No thoughts on whether AI even needs to be involved (we’re still better at human things). 
➡No strategy around how to describe what you need (this should arguably take the most time). 
➡No filter on whether the output is actually good (get better at auditing). 
➡No ownership of what happens next (if you lose access to a platform b/c of your AI practices, it’s ultimately on you).

That's not fluency. It’s just usage.

Automate the things that make sense. Execute the rest. 

Learning “The 4D Framework” for AI helps you understand when to delegate tasks, how to describe what you want to accomplish with it, discern between good//bad outputs, & how to think about the responsibility you carry to others when presenting it publicly. 

You could already be strong in one D, but weak in the others.

Don't just get faster...get better.  

It’s too much to cram into this post, but if you’ve not had a chance to dive in, I’ll f/u on the 4Ds this week.

If for nothing else…learn them so you don’t fall for LinkedIn engagement bait.

You have a successful SEO strategy, so you're visible in AI-generated search results, right?

Not necessarily. 

Generative Engine Optimization is now part of the lexicon & can't be ignored. I've been taking meetings with prospects sent from the top generative platforms for at least a year now. 

This isn't an SEO vs GEO debate. Continue to be thoughtful w/ keyword selection, earn your backlinks from other domains, & ensure website performance is at its peak. SEO is your foundation. 

But, GEO? New game. 

The goal is to have your content cited in AI search results in as many scenarios as possible. This is not isolated to questions that mirror traditional direct searches. 

Let's take a prompt like "What are the top parallel dialing platforms on the market?"...If I make this list, is my work done? Not quite. 

Dig deeper. If someone prompts, "What is the most effective way to clean bad phone numbers out of a large list of prospects?" or "How can I talk to more people when doing sales outreach?"...will you be seen as an authority there?

Consider what remains unchanged: User intent for a solution. Quality content is needed on your site. Your site structure matters. 

Now, what's different: Your prospect's search engine is no longer limited to crawling; it can "think". The questions they ask aren't as direct. The way content is parsed evolved. 

With this in mind, does your site help a generative search find answers to deeper questions like those noted above? The substance (& structure!) of your data carries weight. Think outside the box to explain the problems you solve, build knowledge around it, & be direct in your responses. 

You'll have the "bots" on your side soon enough. 🤖

Anthropic fed the fear-mongering community today with its theoretical capability data drop.

It’s actually great news for salespeople.

Anthropic analyzed 2 million real conversations with Claude and published a radar chart comparing what AI can do vs. what people are actually using it for.

The gap is massive.

The blue area shows the theoretical capability of AI to perform job tasks today. The red area shows real-world usage. Across almost every knowledge job, the blue area is far larger than the red.

Meaning: AI can do a lot more than people are actually using it for right now.

That gap is the opportunity.

Most people see this and think, “AI is coming for jobs.”


But the more interesting takeaway is this:

-There’s a massive distribution problem.

-The world doesn’t just need builders. 

-It needs people who can sell what AI makes possible.


This is where sales roles become more powerful, not less.

The next generation of great sellers won’t just pitch products.

They’ll:

• Build AI tools to solve customer problems.
• Optimize solutions in a live sales cycle.
• Automate workflows specific to the client.
• Turn ideas into a working process within minutes.

Instead of saying “Let me check with engineering,” they’ll say “Give me 5 minutes, I’ll build it.”

That changes everything.

We're entering a market where:

-Builders who can't sell struggle to distribute their work.

-But sellers who can build with AI become unstoppable.

They control:

• Problem discovery
• Solution design
• Distribution
• Revenue

The chart isn't a warning.

It's a launchpad for those willing to adapt.

The sellers who learn to build with AI will be there when the dust settles.

Before using an AI tool, two decisions have been made, consciously or not.

Most people make them unconsciously, causing problems. 

Delegation mistakes are everywhere.

Not every task should be handed to AI.

Some require:
→ judgment
→ context
→ relationships
→ actual experience

GTM Example: teams letting AI write cold outreach from scratch
 → no buyer context
 → no triggers
 → no voice

It’s faster.

It also kills reply rates.

Being a credible source of knowledge in your field has never been more important. 

The bigger problem? Diligence.

People treat AI output like it's “done.” 

It’s not. 

It’s a draft you’re responsible for.

Your name is on it. Your reputation is attached to it.

The AI won’t be there when a prospect pushes back.

This shows up fast in GTM:
→Forecasts no one pressure-tested
 →Sequences no one actually proofed
→“Insights” pulled from hallucinated summaries

AI didn’t create the problem. Lack of ownership did. 

The tool got you there quicker…but you also created the mess.

Diligence isn't about slowing down. It's about staying in the driver's seat when AI is doing the work.

Use AI aggressively this year.

But...decide when it’s allowed in…and take responsibility for what comes out.

Delegation w/o diligence = leverage without control.

That’s where things break.

taplio

The Battle

Dale Zwizinski

Justin Ratcliff

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Performance ScoreDale Zwizinski's LinkedIn Performance

Performance ScoreJustin Ratcliff's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Dale Zwizinski

Justin Ratcliff

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Dale Zwizinski's LinkedIn Performance

Performance ScoreJustin Ratcliff's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreDale Zwizinski's LinkedIn Performance