News, notes, and signals from INTELLaMiNER
Dispatches from the team building the vertical-deep B2B sales AIntelligence platform — essays, product news, and company milestones as they happen.
Field Notes
Essays from the founder — on selling, building, and the work that never scaled.It wasn't the tools. It was the trade we made.
My first two notes were about the rep: the prospecting that stopped getting taught, the buyer who doesn't have time to teach you. But step back far enough and the rep isn't the cause. The cause is a trade the whole industry made decades ago, and we're about to make the same one again with a new name on the box.
By Shane Gallagher · June 1, 2026 Read →The buyer doesn't have time to teach you.
Last time I wrote that the tools moved the work but never did it for you. A year of "AI sales agents" later, I'm watching the industry automate the wrong half all over again — louder, and with a better vocabulary. Here's the part the new wave keeps missing, and it's sitting on the buyer's side of the table.
By Shane Gallagher · May 29, 2026 Read →I sold before the internet. The part that mattered never changed.
I'm not a sales guru, and I don't have a system to sell you. I just came up when prospecting meant doing your own homework — and after watching the tools take over, I'm more convinced than ever that the one thing that actually moves a deal is the one thing none of them can do for you.
By Shane Gallagher · May 28, 2026 Read →