19 posts
Most founders build GTM the same way: manually at first, then hire, then realise the team can't sustain itself without them. This guide covers every stage of building GTM from zero — and how to avoid being the bottleneck at each one.
B2B cold outbound works when it's done consistently, with the right ICP, the right message, and a sequence that follows through. This guide covers every component — from ICP to metrics — and how AI makes the whole motion run without you.
Professional services firms — law, consulting, financial advisory, accounting — do BD the same way they've always done it: partners doing it personally, in bursts, between client work. GTM automation changes this without disrupting the relationship-led model.
B2B SaaS outbound has specific characteristics: technical buyers, longer sales cycles, and multiple stakeholders. Here's how to build an AI outbound motion that fits the SaaS buying process and compounds over time.
Most sales automation tools were built for teams that already have sales infrastructure. Startups have a different problem: they need the whole motion to run, not just parts of it automated. Here's what actually works at each stage.
Measuring outbound effectiveness comes down to tracking five numbers: prospects added, open rate, reply rate, meetings booked, and pipeline created. Here's what each one tells you and what to fix when they're off.
Building an ICP from scratch takes 30 minutes if you approach it correctly. Start with your best customers or your strongest hypothesis, then sharpen it with outbound data. Here's the exact process.
Lead qualification is the process of determining whether a prospect has the need, budget, authority, and timing to buy your product. Qualified leads are worth pursuing; unqualified ones waste sales capacity.
A sales playbook is the documented set of processes, messaging, objection responses, and best practices a sales team uses to close deals consistently. It captures what works so the team doesn't re-learn it from scratch with every hire.
A GTM (go-to-market) strategy is the plan a company uses to bring a product to customers and generate revenue. It defines who you sell to, how you reach them, and how you convert and retain them.
An ICP (Ideal Customer Profile) is a detailed description of the company and contact most likely to buy your product and succeed with it. It defines who you should target in outbound, paid acquisition, and content — and who you shouldn't.
Definitions for the key terms used in AI-powered go-to-market: agents, heartbeats, memory, closed-loop execution, ICP, and more. A reference for anyone building or evaluating AI GTM systems.