Brett Jansen

Human led growth for the AI- Era.

[Brett Jansen @thebrettjansen]

A pilot without pre-agreed success criteria is a delay mechanism wearing a pilot's clothes. Define the metric and the decision at the end before anyone runs the test.

[Brett Jansen @thebrettjansen]

Claude just became the default model inside Slack. Not a plugin you turn on. Already there, in the tool where the actual work happens.

[Brett Jansen @thebrettjansen]

Headcount is not productive capacity on day one. Model ramp time, manager load, and pipeline availability before you count a new hire as quota capacity.

[Brett Jansen @thebrettjansen]

Rank AI opportunities by workflow economics before you buy the tool: frequency times time saved times review cost. An impressive use case can still save too little time to be worth the setup.

[Brett Jansen @thebrettjansen]

implementation burden, and delivery margin are still doing the real work underneath the number.

[Brett Jansen @thebrettjansen]

The first 90 days after an investment should produce a trustworthy baseline, not a wishlist of initiatives. ICP, pipeline quality, conversion, pricing, retention. Know what's actually true before you build on it.

[Brett Jansen @thebrettjansen]

ChatGPT now lets a free user schedule a recurring task with no plan required. The excuse that automation is expensive or technical got a little weaker this week.

[Brett Jansen @thebrettjansen]

One buyer says implementation is easy. Another says it's the biggest risk. Don't average that into a clean number for the board. Both are deal information.

[Brett Jansen @thebrettjansen]

Anthropic and Salesforce just built Claude into the CRM to run actions, not summarize them. The gap between "AI that answers questions" and "AI that does the task" is closing faster than most sales teams are adjusting their process.

[Brett Jansen @thebrettjansen]

Audit your CRM fields the same way you'd audit a subscription. If a field doesn't change coaching, routing, forecasting, or the next action, it's not data. It's clutter with a column header.

[Brett Jansen @thebrettjansen]

OpenAI folded its standalone browser into ChatGPT and Codex directly. The tool that used to need a separate app to act on the web now just acts. Fewer steps between asking and doing, every quarter.

[Brett Jansen @thebrettjansen]

Your buyer does not experience your five internal meetings about their question. They experience the wait. Measure speed to usable answer, not internal activity.

[Brett Jansen @thebrettjansen]

Build the objection map before you build the pitch deck. Every objection ties to a risk underneath it. Messaging built from what you want to say skips that step entirely.

[Brett Jansen @thebrettjansen]

Anthropic's Claude Security now scans a codebase, finds the vulnerability, and drafts the patch for a human to approve. That's a job description in one sentence, not a feature list.

[Brett Jansen @thebrettjansen]

Run the four-label test on your demo: symptom, consequence, cause, mechanism. If you start at mechanism, the buyer is still trying to locate the problem you're solving.

[Brett Jansen @thebrettjansen]

Listing every credential in one post is trying to win trust through volume. One relevant number, stated plainly, does more work than five.

[Brett Jansen @thebrettjansen]

Using AI's answer because it sounds smarter than yours is outsourcing your judgment, not improving it. Your read on the room still matters more.

[Brett Jansen @thebrettjansen]

A short, direct apology when you got something wrong builds more trust than a long explanation defending why you were technically right.

[Brett Jansen @thebrettjansen]

The person on the call rarely has the final say. Ask early who else needs to agree, or you'll pitch the wrong room the whole time.

[Brett Jansen @thebrettjansen]

Every strong GTM story names what it's fighting against, a status quo, an old way of doing things. No enemy, no tension, no reason to switch.