Last Sunrise before the long weekend. Let’s make it a good one.

Today, we’re focusing on what you sell. And how you sell it.

And if you’re selling services or solutions, or as I've heard it referred to, “selling the invisible," this one’s for you.

Here’s a hard truth: if you click through B2B websites, a good percentage of firms treat their offerings like a buffet. A little of this, a little of that. Different styles, different flavors. Constantly changing the menu.

AI comes out? It gets added. Now you’ve got legacy solutions clashing with the latest innovations. We’re here to reframe that.

Instead of a buffet, think Michelin menu.

Close your eyes.

Picture Northern California wine country at dawn. Fog draped across rolling vineyards. A garden still damp from the night’s mist.

And in the heart of Healdsburg, a small team is quietly preparing one of the most remarkable dining experiences in the world.

This is SingleThread. 

A Japanese-influenced, farm-to-table powerhouse in Sonoma wine country. Three Michelin stars. Eleven courses. A meal that begins with a personal welcome and ends with a hand-scribed thank you note.

That’s all I need to tell you. No more. You’ve got it. You’re hooked. You’re presold.

That’s the energy your solutions should carry. A carefully curated experience, crafted with intention, precision, and pride.

This week’s episode is about elevating how you design, deliver, and differentiate what you sell. And how you sell it.

It’s about designing with clarity. Selling with conviction. And showing up with distinction.

You'll hear a lot of strong convictions from our team at JumpSeat, among them:

• Almost every revenue team would benefit from running at least one demand pod
• We vastly underutilize the idea of high-value offers to close more deals.

Picture a $100,000 deal with a 40% margin. Or a $1M deal with a 30% margin. You’re telling me it’s not worth carving out $2K–$5K to win that?

In this environment, where scrutiny is high and buying cycles are long, a "penny-wise and pound-foolish" mindset leaves revenue on the table.

High-Value Offers shift the energy of a deal. They show conviction. They build momentum. They give buyers the confidence to act. And often, to act faster.

Think about the biggest deal in your pipeline right now. What could you do with $2,000 to close it?

If nothing else, let this Sunrise be your permission slip to play bigger.

**Note: This episode and framework are for the ENTIRE demand team. Anyone can suggest one, and it takes a village to pull them off. These efforts do not simply fall to sales.

They call the Kentucky Derby “the greatest two minutes in sports.”

It’s a moment packed with stakes, speed, and strategy. A year’s worth of training and generations of breeding all ride on what unfolds in the blink of an eye.

In B2B revenue, there’s an equivalent moment. It’s not race day. It’s discovery.

Far too many demand teams still treat discovery as a standard sales step or motion.

In truth, discovery is the greatest 30 minutes in all of Demand. Done right, it becomes a catalytic force. It shapes your positioning, messaging, ICP clarity, outbound sequences, rapid experimentation, and ultimately, your pipeline.

It’s Monday morning. We’re up and at it early.

Here's a fun fact to kick off your Friday: 95% of your thinking happens without you even knowing it. It happens at the subconscious level.

And yet…

We still pretend that B2B buyers make decisions based on spreadsheets. (BTW, want more of the science behind it? Predictably Irrational is a fantastic read.)

What the world’s best airport teaches us about systems thinking and predictable revenue.

Good morning and Happy Wednesday!

Today on The Sunrise, we’re diving into systems thinking.

Why?

• Because in B2B revenue, predictability is the holy grail.
• How do you get there? → Consistency.
• How do you build consistency? → Systematic thinking.

It’s how the world’s most efficient, elegant revenue teams run. 

For inspiration today, we're traveling all the way to Singapore’s Changi Airport. (FYI, It's pronounced CHAN-ghee).

For years, the “boiler room” defined how people thought about sales. 

Loud. Aggressive. Rows of reps hammering the phones with scripts and quotas taped above their desks. Movies like Boiler Room and The Wolf of Wall Street etched it into culture.

That era is over. But phone-first teams are anything but dead. In fact, the best ones today are thriving. The difference is that they aren’t fueled by pressure and noise; they’re powered by belief, strategy, and science.

If you take one thing away from today's episode, it's committing to being a more phone-centric sales organization. Let's dive in.

Happy Friday Risers,

Last Wednesday, we discussed how better questions help build stronger beliefs at the end of the Sunrise. 

The feedback was really positive: Belief is critical. We all know it is, and yet, it's hard to prioritize, we don't talk about it enough, and it's really hard to gauge overtly. 

Today, we're digging into building belief on revenue teams: arguably, the most important thing you'll ever do in your role as a courageous revenue leader. 

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In a world of inbox overload, AI hype, and collapsing go-to-market playbooks, Sunrise is your five-minute daily reset for B2B GTM leaders. If you own a number — MQLs, pipeline, quota, or top-line revenue — this podcast is built for you.

Every weekday, we deliver one clear, actionable idea to help you lead with more focus and less chaos.

Inspired by the calm clarity of The Daily, Sunrise is powered by JumpSeat’s Agile Growth Operating System — a practical lens for navigating today’s fast-changing B2B GTM landscape. We cut through the noise with GTM fundamentals, reframed for the now: strategy, systems, signals, not fluff.

This isn’t theory. It’s a live experiment.

And if you’re in the arena? We’re building it for you.

If you do only one thing this week to accelerate your firm's growth, make it this: audit the questions you’re asking your revenue team.

Here’s the truth: the speed of your growth is directly tied to the quality of those questions.

 In the Theory of Constraints, the fastest way to build momentum is this: find the constraint, follow the constraint, and fix the constraint.

And the only way to find it? Ask better questions. Let’s dive in.

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In a world of inbox overload, AI hype, and collapsing go-to-market playbooks, Sunrise is your five-minute daily reset for B2B GTM leaders. If you own a number — MQLs, pipeline, quota, or top-line revenue — this podcast is built for you.

Every weekday, we deliver one clear, actionable idea to help you lead with more focus and less chaos.

Inspired by the calm clarity of The Daily, Sunrise is powered by JumpSeat’s Agile Growth Operating System — a practical lens for navigating today’s fast-changing B2B GTM landscape. We cut through the noise with GTM fundamentals, reframed for the now: strategy, systems, signals, not fluff.

This isn’t theory. It’s a live experiment.

And if you’re in the arena? We’re building it for you.

We’re now approaching 400 listeners, and the feedback from week one has been overwhelmingly positive. The highlight was by far and away the Ptak Family Ravoli story. 

Thank you for tuning in, sharing episodes, and for the ongoing feedback. It’s fuel for keeping this going.

Today, we're talking Handoffs. A topic that doesn't get nearly enough airtime. 

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In a world of inbox overload, AI hype, and collapsing go-to-market playbooks, Sunrise is your five-minute daily reset for B2B GTM leaders. If you own a number — MQLs, pipeline, quota, or top-line revenue — this podcast is built for you.

Every weekday, we deliver one clear, actionable idea to help you lead with more focus and less chaos.

Inspired by the calm clarity of The Daily, Sunrise is powered by JumpSeat’s Agile Growth Operating System — a practical lens for navigating today’s fast-changing B2B GTM landscape. We cut through the noise with GTM fundamentals, reframed for the now: strategy, systems, signals, not fluff.

This isn’t theory. It’s a live experiment.

And if you’re in the arena? We’re building it for you.

The headline from this week?

On Wednesday, Clay raised $100M at a $3.1B valuation. But the raise isn’t the full story.

Just before this news broke on Wednesday, we broke down the complex, bloated B2B funnel. The necessary 2,878 impressions, on average, need to close a deal. The 266 touchpoints. The labyrinth that the pipeline generation has become.

Today, we’re talking about the antidote and where GTM and outbound are heading next.

Let’s dive in.

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In a world of inbox overload, AI hype, and collapsing go-to-market playbooks, Sunrise is your five-minute daily reset for B2B GTM leaders. If you own a number — MQLs, pipeline, quota, or top-line revenue — this podcast is built for you.

Every weekday, we deliver one clear, actionable idea to help you lead with more focus and less chaos.

Inspired by the calm clarity of The Daily, Sunrise is powered by JumpSeat’s Agile Growth Operating System — a practical lens for navigating today’s fast-changing B2B GTM landscape. We cut through the noise with GTM fundamentals, reframed for the now: strategy, systems, signals, not fluff.

This isn’t theory. It’s a live experiment.

And if you’re in the arena? We’re building it for you.