Blog
Notes from the execution layer
GTM strategy, sales challenges and market trends, written by the people running the motion.
GTM Strategy
Strategy is not your bottleneck. Execution is.
Most GTM plans fail in the weeks after the offsite. Here is how to close the gap between the deck and the pipeline.
October 6, 2026Read
GTM Strategy
Write your ICP on one page, then test it in two weeks
A practical template for an ICP your SDRs can actually use, and a fast way to prove it is right.
September 22, 2026Read
Sales Challenges
Why your meetings do not turn into opportunities
Plenty of booked calls, thin pipeline. The usual causes, and the fixes we apply first.
September 8, 2026Read
Sales Challenges
Building an SDR function without a six-month ramp
Hiring SDRs is slow and risky. Here is how to get outbound running while you decide what to build in house.
August 25, 2026Read
Market Trends
How B2B buyers behave in 2026, and what it means for outbound
Buyers research more on their own, respond to relevance, and ignore volume. Outbound still works if you adapt.
August 11, 2026Read
Market Trends
AI in GTM: where it helps and where it hurts
AI speeds up research and prep. It does not replace judgment, conversations or follow-through.
July 28, 2026Read