Alex Abbott
Weekly briefing on buyer behaviour, social selling, and digital signals for GTM teams.
Forrester's 2026 State of Business Buying puts the buying group at 13 internal stakeholders and nine external influencers. That's 22 people shaping the outcome, and most sellers are talking to two of them. The committee isn't a monolith. It's a constellation.
LinkedIn's biggest algorithm overhaul in years has fundamentally shifted from network-driven to interest-driven distribution. It no longer matters who you know. It matters what you know, and whether you can prove it.
81% of B2B buyers have already chosen a winner before they talk to sales. The buying committee has quietly doubled to 22 people. And 73% of the buying journey now happens somewhere you cannot see. The corridors moved. Did you?
AI agents are now outnumbering human sellers in some organisations. LinkedIn's algorithm is actively penalising AI-generated content. And buyers are making 80% of their decision before a seller even gets a look-in. The volume game has been automated. The question is what you're building instead.
AI is saving time and accelerating GTM execution. Yet conversations are getting harder to start. The tools are faster. The outreach is higher volume. The response rates are lower. Signal without sense-making is just noise at scale.
Walking Digital Corridors is a weekly briefing for GTM teams on buyer behaviour, AI, and digital signals. Free to read. New edition every week.
Cumai Aboul Housn
Perspectives on enterprise AI, operational intelligence, and the systems layer that determines whether transformation lands.
Cumai's writing on enterprise AI, operational intelligence, and the systems decisions that determine whether AI actually changes behaviour or just generates reports.
Follow on LinkedInPerspectives on AI maturity in production — what separates organisations that use AI as decoration from those using it as infrastructure.
The data quality and governance questions that most AI strategies never address — and why that's where most AI programmes quietly fail.
We'll tell you where revenue is leaking, what it's costing, and what to do about it.
One conversation. That's where it starts.