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Notes on sales automation.

Practical notes on automating sales work: what to automate first, what it costs, and how to build it in the tools you already use. Every number is sourced.

22 Oct 2026 Why we don't sell AI SDRsAutonomous outbound is the loudest part of the AI sales market. Here's why we build the boring plumbing instead. How we work · 3 min 22 Oct 2026 The "21x" speed-to-lead stat isn't from HBR. Here's what the HBR study found.The most quoted number in sales is usually credited to the wrong source. The real Harvard Business Review audit is more useful, and more uncomfortable. Speed to lead · 3 min 22 Oct 2026 Your dashboard says the lead was handled. Nobody replied.Automation can make a lead look worked when no person ever spoke to it. Here's how to spot the gap in an afternoon. Follow-up · 3 min