By the time they call, the decision is usually made. What still counts appears nowhere on the internet. And your own AI does not know it either.
manager magazin on how RM Impact is being built, September 2026Read the article
Recently on stage
Keynote at the Transdev leadership meeting, September 2026.
Sales is in the middle of a shift, and it is not the one most people are discussing. Everyone has the information by now. The difference is made where information turns into knowledge no one else holds.
For decades the customer was the transparent one. That direction has reversed.
There is that feeling in the meeting. The questions are friendly, everyone nods, and still something is off.
They are asking a machine. It has read your website, your reviews, and your competitor's alongside them.
So we buy AI as well. Do that.
Think of the person in your sales team who has been there twenty years. Who reads an enquiry and says after thirty seconds: we are not bidding on that.
Your AI knows the internet. It does not know your business.
What is left has a name: The Unwritten. It is the one advantage a competitor cannot buy.
Read the full thesisAbout
More than 20 years of go-to-market in the software industry, most recently on the side that builds this technology rather than buying it. One question interests me: how do you take sales to a new level — and how does AI become the lever rather than the point?
Keynotes
By the time your buyer first calls, they are 61 percent through their journey and their shortlist is already ordered by preference. What happens when both sides buy the same AI, trained on the same internet, and what is left as an advantage. From someone who helped build the systems buyers now use to evaluate vendors.
What actually changes in go-to-market when AI is a superpower, not a tool. The new scoreboard is agents per human, not headcount. The motion follows deal signal instead of the org chart, and per-seat pricing gives way to outcomes. A concrete blueprint for rebuilding the revenue org, from someone who built three.
The tools have become interchangeable. The sales conversations have not. What vendors know about your position, which promises never hold up in practice, and why the most expensive model rarely solves the problem. An inside view from selling AI to industry and the public sector.
For keynotes, board sessions and advisory on AI-native go-to-market.
ramin@rm-impact.ai