Manage Your Revenue
The era of cheap capital is over. Now the question is how long each customer takes to pay for themselves. CAC payback period is the metric that answers it, and sales velocity is the mechanism that moves it.
Develop a Sales-Led GTM Strategy
The rep wants to close. You approve the 20% discount. At renewal, your customer opens at the same number. Discounting is an easy decision to make, but you carry the consequences with you for a long time. The give/get framework and the approval matrix are tools for avoiding revenue self-sabotage.
Develop a Sales-Led GTM Strategy
Bookings, cARR, ARR, MRR, run rate. Used interchangeably, they distort the forecast and reporting. Here is how the KPIs map to seat-based, usage-based, and pay-per-results pricing, and where the misuse usually starts.
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.
GTM Club's Sales-Led GTM Playbook serves as an AI-powered knowledge hub. Our free playbook consolidates all blog posts, guides, and resources 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.
Discovery isn’t a checklist before the demo. It’s diagnosis: uncover what’s happening, why it matters now, and what success looks like, both to the business and for the individual. When done well, discovery earns you the right to close.
Sales leaders sitting in the ivory tower miss deal intelligence, velocity, and trust. Here are four underused growth levers in sales-led GTM that compound when leadership shows up.
For sales leadership, the management handshake too often shows up as a fire extinguisher. By then, the signal has flipped. Here is how to deploy senior weight as an accelerator across the sales cycle and ensure the exec delivers.
Customer events move the pipeline when sales owns the play. Here is how to design an event that drives expansion, strengthens relationships, and turns a room of 30 into a growth engine. For VPs of Sales and CROs ready to stop treating events as marketing's budget line.
Your reps are in customer conversations every day. You are reading CRM updates. That gap between the pipeline report and what actually happens on calls is where leadership loses touch. Here is why VPs and CROs belong in customer contact, and how to make it count.
You hired a local sales team. You pay for local presence. And then you run the same Zoom playbook as your competitor 3 000 km away. Face-to-face is a discovery, retention and expansion weapon most teams have forgotten how to use. Here is how to bring it back.
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.
You're closing deals. The team is hitting targets. But your business still isn't growing as it should. ARR growth stays below expectations. Your issue is probably churn. Here's what to do about it.
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.
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.
