Blog
On finding champions, reading buying signals, and building a go-to-market motion that scales.
An ICP describes the type of company that gets the most value from what you sell and is cheapest for you to win. Here is how to build one from your existing customers, what to do with no customers yet, and how to test it.
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A buying signal is an observable change that makes your problem urgent for a specific person. Here are the signal types that actually predict a deal, where to find each one, and how to turn a signal into an outbound angle.
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Apollo, ZoomInfo, Clay, and more, compared for SDRs and small teams: pricing, free plans, and the blind spots each one leaves behind. Plus why the best 30 champions a day beats a list of thousands.
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Cursor's internal sales AI, ChatGTM, tripled qualified meetings across a 400-person org. It marks the third era of prospecting, and the good news is you don't have to be Cursor to get there.
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Autonomous AI SDRs 10x'd outbound volume, and buyers tuned all of it out. The counter-move isn't more automation. It's using AI for the research and keeping the human on the relationship.
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Clay created the GTM Engineer. As tooling collapses the infrastructure layer, the value shifts back to the GTM Builder. Here's what comes next.
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GTM Builder vs. GTM Engineer: what each role does, how they're measured, and which one your team actually needs.
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The skills, career path, and mindset shift that turn an SDR or AE into a GTM Builder: the revenue person who hunts, closes, scales, and builds.
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How to hire a GTM Builder: what to look for, where they come from, the interview questions that reveal one, and the red flags to avoid.
Read articleWhat belongs in a GTM Builder's tech stack: tools for hunting, closing, scaling, and building, and why the modern stack is collapsing into one product.
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An internal champion is the person inside an account who advocates for you when you are not in the room. Here is how to identify one before your first meeting, using signals instead of job titles.
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Sales Engineer, then GTM Engineer, now GTM Builder: the revenue person who hunts, closes, scales, and builds. Why the role is emerging now.
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