New year. New planning cycles. Same AI mistake. Too many teams still treat AI like software you INSTALL. Not something you OPERATE. In this clip from Season 4 of the 10x GTM podcast Mollie B. said something that’s a helpful reminder to anyone implementing AI in 2026: “AI is not a set-it-and-forget-it thing. You have to think about it like a baby. You’re growing and nurturing it.” Because the real unlock with AI isn’t: ➡️turning it on ➡️adding another model ➡️ shipping a flashy feature It’s building the operational muscle around it. Ask yourself these questions to understand if you’re prepared 1. How are you feeding it new information as your product evolves? 2. What QA exists to catch hallucinations or inconsistencies? 3. What’s your risk tolerance for being wrong especially in any customer-facing workflows? AI learns. It drifts. It reflects the systems (and discipline) around it. If you’re doing annual planning right now, the question isn’t “What new AI tools should we launch?” It’s “What practices do we need to support AI over time?” Catch up on all of season 4 everywhere you listen (or watch) podcasts Youtube: https://lnkd.in/edaj9Tav Spotify: https://lnkd.in/eUizEAei

Workflow consolidation. Tool sprawl. Tech stack audits. We hear about it often from revops teams during Pocus evals. ... Tech bloat is real and often affects how reps do account research and prospecting. That's why our very own Cassie Chung just vibe-coded a free tool to help leaders ID redundancies and find gaps in their GTM stack. So go check it out at the link in comments - it takes less than a minute to fill out! 🧰

I’m excited to share that we’ve acquired Pocus Revenue teams today don’t have a signal problem. They have an action problem. There’s more data than ever. Intent. Product usage. Engagement. But it’s all fragmented and only the most sophisticated in GTM know what to do with it. Apollo has stayed focused on turning data into action and I know we’re right.  Too many companies have signals in one place, prioritization in another and execution somewhere else. That gap is where revenue gets lost. Pocus turns buying signals into clear priorities, and Apollo brings data and execution. Together, we not only close the loop, but we continue to democratize access to world class GTM. Detect opportunity. Prioritize what matters. Execute in the same system. This is where GTM is going and I’m excited to welcome Alexa Grabell, Isaac Pohl-Zaretsky, and the Pocus team where we can build together!

An event at a rage room feels fitting for the times, amiright? We thought we’d turn up the dial of our guests' rage by asking questions like "What will AI change most in sales?" Everyone’s favorite 😂 The vibe: Everyone's panicking about robots stealing their quota. The reality: AI is just handling the sh*t work nobody wanted to do anyway. If you want some practical examples and real guidance on how AI is ACTUALLY changing sales, check out a few of these helpful guides: 1/ AI use cases mapped 2/ How Pocus rebuilt cold outbound & 5x’d pipe gen 3/ placeholder for default guide  

My first day at Apollo.io, our LinkedIn profile was removed. From the outside, it probably looked like a bigger moment than it actually was. Like most things on the internet, it turned into speculation, assumptions, and a narrative that didn’t really match what was happening internally. Because internally, we were just focused on the work. Serving customers. Improving the product. Getting better at how we operate. And the business kept moving. If anything, it forced us to get more intentional and even more focused on building something that actually lasts. We tightened how we execute. We got sharper on where we spend time. And we doubled down on the things that actually drive outcomes. That mindset stuck. Now we’re back on LinkedIn. And we’re showing up with a lot more clarity (and a lot more to say). We’ve been building a lot behind the scenes. You’ll start to see more of it soon, get ready.

A few weeks ago we hosted 20 GTM leaders to smash their GTM frustrations at a rage room in NYC. In between smashing plates, we also asked them what GTM tactics they wanted to smash. The answers were spicy 🌶️ → Cold calls (don’t know about this one Matin Y.…cold calling still works if you’re using signals 😉) → Generic “bumping this up” emails…we all know this lazy slop → Hidden pricing → Overcomplicated inbound workflows The theme? Tactics we’ve continued to run with past their prime It used to be the way things were done, but not anymore! The old playbook is burning. 🔥

Everyone's asking "how do we use AI for outbound?" Most teams are still scratching the surface with “write better emails.” That's the wrong answer. Here are the top 3 opportunities teams NEED to adopt in 2026 (or get left behind) #1 Use AI to define and back test your ICP Point AI at your CRMs opportunity data for the last 6 months, including closed/won and lost reasons. Pair that with all other context on deals (emails, call recordings, activities) to build a picture of your accounts. Let AI find the patterns and reason its way to your ICP definitions. Stress test the definition against a new list of accounts, do these look like good accounts for your team to chase? #2 Use AI to prioritize accounts Old school scoring and prioritization models failed because they were looking only at quantitative data. Often, that data looked backwards at what had happened with an account versus forward outlook. For outbound success, you need to get to accounts at or before they begin their evaluations. AI can help! Layer in custom AI signals that look at specific news events happening in the account (10K released, new product launched, execs joined) and pair it with your typical engagement and intent data. #3 AI research > Business case Not the most novel, but a shocking number of teams still aren’t using AI research to it’s fullest potential. Give every rep the power to be an expert on their accounts. Give AI access to all of your internal data about an account (CRM, call recordings, emails, product usage etc.) and ask AI to do additional research on topics relevant to your value prop for the account. Prep for conversations and create content like business cases to help your champions sell internally. Looking for more advice on building an AI native prospecting motion for your GTM? Check out our guide specifically for enterprise teams

We just dropped season 5 of the podcast. 11 new episodes featuring 11 incredible guests Curious what this season was all about? Here are some of our favorite learnings: 1. Pipeline is the wrong metric for post-sales teams. Retention is a win. Churn prevention is a win. Flat renewals are a win. If you're measuring client sales teams purely on pipeline generation, you're missing what success actually looks like in the customer base. 2. Attribution helps us sleep at night, but it's not the truth. What actually matters: Are you creating champions who talk about you positively behind your back? Are customers using your words in sales calls? That's the real measure of marketing impact. 3. IRL events are back in a big way. Multiple guests talked about the power of in-person experiences to break through the noise and build real relationships. The digital fatigue is real, and face-to-face matters more than ever. 4. Generic communication is dead. Everything is becoming more visual and more personalized. If you're not breaking through the noise with high-impact, relevant content, you're getting ignored. 5. Stop the AI slop. Just tell people what your product actually does. Leading with "AI-powered" or "agentic" doesn't help anyone understand the value. Huge thanks to our incredible guests this season: Melanie Fellay 🐙, CEO at Spekit 🐙  Alison Silver, Head of Client Sales at Brex  Rob Giglio, Chief Revenue Officer at Canva  Megan Boone, Head of Marketing at Redis  Patrick Lavergne, Enterprise AE at Coveo Caitlin Nelson, Head of Sales and CX at Superhuman Mail  Flora Felisberto, SVP Global Revenue Marketing & Ops at SecurityScorecard Ben Pollack, Head of Marketing at Rippling IT  Andy Varshneya, VP Marketing Ops & Chief of Staff at Redis Stephen Rickli, Senior Director of GTM Strategy & Ops at Zip Victoria Loewenstern Lowenstern, Head of Sales Development AMER at Contentsquare Links to the pod in comments below

Apollo acquired Pocus today and honestly — this one hits different for me. I work in post-sales as a GTM Engineer at Apollo. Every week I'm in the weeds with revenue teams building scoring models, fixing email auth, standing up outbound motions from scratch. The pattern I see over and over: teams are drowning in tools but starving for signal. Pocus is the answer to that problem. Enterprise-grade revenue intelligence — AI-powered signal detection, account prioritization, smart workflows — trusted by companies like Canva, Asana, and Monday.com. Now it's part of Apollo.io One platform. Data, orchestration, execution, optimization. No more duct-taping five tools together and hoping they talk to each other. This is what it looks like when a company doesn't just talk about the future of GTM — it builds it.

Most GTM inefficiency doesn’t come from bad reps or bad strategy. It comes from stack sprawl: ❌Two intent tools answering the same question ❌Three data sources feeding slightly different fields ❌No one confident which signal should actually drive action We built a free GTM Tech Stack Analyzer to help teams get a fast, honest snapshot of where their stack falls short today. We’ve already had HUNDREDS of you try the tool and here’s what we’ve learned so far: 1/ Where tools overlap - So far the biggest areas of overlap have been intent + data providers. Aggregating signals in one tool could save you $$$. 2/ Identify gaps - smaller teams are missing revenue forecasting (i.e. Gong, Clari). Most are missing a signal aggregation and orchestration tool (i.e. Pocus). 3/ Biggest savings - Reducing the number of data and intent tools If you’re responsible for keeping the stack sane, try our tool to see your grade 👉 https://lnkd.in/eXXK8-Fp Note: GTM Tech Stack Analyzer is built with the help of our pals at Lovable and is best used as a starting point for analysis. We’re constantly iterating, so if you have feedback, send us your thoughts!