Land-and-Expand Motions are Now Winning

Land-and-expand is no longer just one growth strategy among others. It's gaining in popularity among B2B tech companies that want predictable, compounding revenue. Here's what it is, how it works, and whether it fits your business.

🚀 GTM Club Newsletter #22: Claim Your Competitive Advantage

Building on the earlier positioning discussion, we now take the necessary steps to dominate your chosen market segment. This newsletter provides you with the tools to find and utilise your unique value and selling propositions.

Find Your Competitive Advantage Through "Why Us" Workshops

Unclear value leads to buying on price. Every time. Run these five workshops and give your GTM team the tools to win without discounting.

Human-Led Sales In an AI-first World

A guest blog from Samia Soussan details why intentional human interaction still drives and wins bigger deals, faster. Even in our AI-first World.

Structuring Your Unique Value Proposition

Understanding your value makes winning easier and more predictable. Your unique value proposition should combine functional, economic, and emotional value into one sharp competitive advantage that shows prospects exactly why you're the obvious choice.

🚀 GTM Club Newsletter #21: Aim Small, Win Big

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.

Leverage Differentiated Value to Win Customers

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.

Choose Your Place and Plant Your Flag: Positioning & USPs

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.

How to Run a Sales Pipeline Review

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.

🚀 GTM Club Newsletter #20: Crystal Balling 2026

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.

Sales-Led GTM Trends in 2026

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 About to Hit GTM Organisations

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.