Reverse engineer it: matching sales reps to buyers

Nico Lafakis · Tuesday, October 6, 2026

How do you decide which sales rep gets which buyer? Round robin, a schedule, a pile on someone's desk? Is that really the best way to close? Here's one I really like: start at the end of the chain. A sale closes because of a relationship between the rep and the person. So look at that rep's personality, every contact they've interacted with and all their deals, drop the closed lost, and look at the closed won. What are the through lines? Do they work at similar places, hold a similar position, maybe even drive a certain car? "You won't be able to know unless you reverse engineer that data." The 2:43 walkthrough. Replay: https://www.hubsessed.io/office-hours/ai-native/2026-10-05

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