Blog
On finding champions, reading buying signals, and building a go-to-market motion that scales.
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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What 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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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.
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A practical guide to champion-based selling: what an internal champion is, the signals that reveal one, and how to find and equip them.
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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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