GTM Club Newsletter
Positioning is not a marketing exercise. It's the foundation of every commercial decision. Without it, you're just another vendor in a price war. With it, you're the obvious choice.
Develop a Sales-Led GTM Strategy
If you lose deals despite having the better product, differentiated value is the missing piece. It shifts conversations from comparing features to quantifying outcomes, transforming win rates and eliminating discount pressure.
Develop a Sales-Led GTM Strategy
Trying to be everything to everyone means you're nothing to anyone. Strong positioning and a sharp USP turn you from a generic vendor into the obvious choice for your ideal customer. The companies that own a specific corner of the market win decisively with their ideal customers.
We have identified five trends that reshape sales-led GTM in 2026. Given ongoing economic conditions and the massive impact AI has on GTM teams, we believe CROs must learn data management, that AI will both hinder and help sales reps, and that NRR will triumph over new logo acquisition.
A good sales plan is aligned with market trends, tightly integrating sales and marketing, and clearly states roles and responsibilities. Key objectives include driving growth, retention, and managing high-value accounts. Here are our guidelines for creating one for 2026.
Choosing the right sales qualification and discovery framework helps your team focus on the right opportunities. This guide compares BANT, MEDDIC, CHAMP, and five other frameworks so you can pick the best one for you based on how you sell, your product's complexity, and your sales team's experience.
Today marks the launch of GTM Club's Sales-Led GTM Playbook. Serving as an AI-powered knowledge hub, the Playbook consolidates every blog post, guide, and resource produced by the GTM Club to help operators drive sales-led growth.
A sales-led go-to-market strategy drives growth when selling complex and high-value products in the B2B tech sector. GTM Club's guide will help you understand sales-led GTM.
A great sales demo is critical to winning new customers. We provide guidelines on how to master sales demos in F2F or online meetings when selling SaaS products.
GTM Club is the operator's guide to sales-led growth. Practical. Grounded. Repeatable.
A pipeline review is one of the most impactful tools sales leadership has to drive action, improve sales forecasting, and, most importantly, support their sales teams. We offer a guideline on structuring the discussion for conducting an impactful pipeline review.
We reflect on 2025 and dare to forecast on sales-led trends of 2026. Read this one to learn how to win big in the year to come.
We have identified five trends that reshape sales-led GTM in 2026. Given ongoing economic conditions and the massive impact AI has on GTM teams, we believe CROs must learn data management, that AI will both hinder and help sales reps, and that NRR will triumph over new logo acquisition.
A trust crisis is emerging at the intersection of AI, content saturation, and shifting buyer behaviour. As AI-generated messages flood every channel, buyers struggle to tell what’s real, slowing deals and forcing GTM teams to prove authenticity at every step.
Sales kick-offs are more than tradition. They align your team on strategy, develop critical skills, and build the momentum needed to achieve ambitious goals. Learn how to execute an SKO that drives results.
Friction in the revenue engine can kill your growth. In this newsletter, we discuss how friction can manifest in the GTM motion and how to spot and remove it. In addition, we highlight some recent resources to help you hit the ground running in January.
Personal sales plans are vital to successful annual sales planning and reaching set targets. By increasing ownership of personal sales budgets, they ensure consistent effort and better performance. GTM Club provides a free template for creating personal sales plans for 2026.
A good sales plan is aligned with market trends, tightly integrating sales and marketing, and clearly states roles and responsibilities. Key objectives include driving growth, retention, and managing high-value accounts. Here are our guidelines for creating one for 2026.
GTM is the answer to how to grow the fastest with the least friction. Like physical friction, it's the resistance that slows momentum, drains energy, and turns what should be straightforward progress into an exhausting slog. Here is how to avoid it.
We explain the sales velocity formula. By examining its four components —pipeline strength, win rate, sales cycle, and average deal size —you can identify ways to accelerate sales-led growth.
Your sales cycle is too long. You know it, your board knows it, and your team feels it every single day. The question is not whether you need to shorten it but how.
Unlock your next wins. Discover the real value in asking about customer pain. This issue reveals expert tips, helpful frameworks, and questioning styles to make your discovery session hit harder.
