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.

Start 2026 with an Impactful Sales Kick-Off

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.

🚀 GTM Club Newsletter #19: Frictionless GTM in 2026

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.

With Personal Sales Plans, Your Sales Team Crushes Quota in 2026

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.

Create a Winning Sales Plan 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.

What Adds and What Removes Friction in Your GTM Motion?

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.

Measure Sales Velocity to Fire Up Sales-Led Growth

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.

Challenge: How to Close in Three Days?

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.