The AI GTM Glossary
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.
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#GTM Strategy
32 posts
How does coaching an AI agent work?
Coaching an AI agent works like coaching a new employee — except the agent never forgets. You write a plain-English instruction, it becomes a memory block, and it shapes every relevant future cycle automatically.
What is closed-loop GTM?
Closed-loop GTM is a sales and marketing execution model where every action produces an outcome, every outcome produces a signal, and every signal feeds back into the team's memory before the next cycle.
How marketing agencies scale delivery without scaling headcount
Every new client should be pure margin. In practice, it means another hire, another onboarding, another set of playbooks. Here's how agencies break the headcount-per-client trap.
The solo founder's guide to outbound
Most solo founders do outbound in bursts, feel guilty when they stop, and watch pipeline stay flat. Here's a practical framework for running outbound that actually compounds — without it consuming your week.
CRMs only work when someone maintains them. Nobody does.
Everyone has a CRM. Almost nobody maintains it properly. Here's why bad CRM data is worse than no CRM — and why the solution isn't better discipline.
Why GTM teams fail to sustain themselves
Most small B2B companies hit the same wall. They build a GTM team, but the team can't sustain itself without the founder holding the full context. Here's why that happens — and what it actually takes to fix it.
Building is solved. Distribution is the new bottleneck.
AI tools collapsed the time it takes to ship a product. What used to take a team of four and six months now takes one founder and six weeks. But distribution didn't get easier. And that gap is where most products die.