GTM Club Newsletter
You close deals. The team hits targets. And still, revenue is not compounding the way it should. This newsletter explores what could be going on and how to fix it.
Develop a Sales-Led GTM Strategy
You're closing deals. The team is hitting targets. But your business still isn't growing as it should. AAR growth stays below expectations. Your issue is probably churn. Here's what to do about it.
Increase Sales
Free trial requests are rarely about the trials themselves. For GTM leadership, here is how to handle free trials and how to measure their success. For sales reps: when to say no, when to say yes, and how to win those opportunities.
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.
NRR tells whether your business compounds or just survives. It's the one metric that shows whether existing customers are growing or quietly leaving.
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.
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.
Unclear value leads to buying on price. Every time. Run these five workshops and give your GTM team the tools to win without discounting.
A guest blog from Samia Soussan details why intentional human interaction still drives and wins bigger deals, faster. Even in our AI-first World.
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.
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.
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.
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.
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.
