6 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.
A junior SDR costs $55,000–$80,000 per year all-in when you include base salary, benefits, recruiting fees, tools, and management overhead. In higher cost-of-living markets, expect $80,000–$100,000.
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.
Setting up B2B outbound from zero has five steps: define your ICP, build your messaging, set up your sending infrastructure, source your first prospect list, and run a test batch. Here's the complete process.
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.
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.