The AI outbound wave crashed. Inboxes flooded. Response rates collapsed. And yet most sales teams are still running the same motion. Andrew Ferguson walked into Wordsmith when there was no sales function, no playbook, and a product being undercharged by a factor of 20. What he built in the first year, across three market segments, through a 10x growth period, and into a US expansion, is the most honest account of what early-stage LegalTech selling actually looks like. No inspiration. No platitudes. Just what worked, what didn't, and where the market is going next.