Build a Team for Sales-Led GTM
Recovery Is Part of the Job
For CROs and Heads of Sales who treat "still reachable" as a virtue: why stepping away properly is part of the job, not a pause from it.
Ilkka Vertanen - GTM Club Founder
Drawing on sales-led GTM experience, GTM Club's founder Ilkka advises on increasing B2B tech sales and scaling SaaS businesses.
Increase Sales
Selling in the Summer Time
Summer slows buyers down. It does not have to slow you down. This is for sales leaders who want to keep the pipeline moving through July and August and not just survive until September.
GTM Club Newsletter
🚀 GTM Club Newsletter #25: Your Revenue Command
If you cannot align on what ARR, bookings, and run rate mean in your business, you are not running revenue; you are narrating it after the fact. Build a shared revenue dictionary, and you will see where revenue compounds and where it leaks.
Increase Sales
Avoid September Chaos By Acting in June
For sales leaders and founders about to head out for summer: the three things worth doing in June so H2 doesn't start with a month lost.
Develop a Sales-Led GTM Strategy
Fix Revenue Leaks Before They Become a Drag on Your Growth
Revenue leaks don't show up on your standard metrics. They compound quietly across contracts, billing, and follow-up. Here is where sales leadership finds them and what to fix first.
Develop a Sales-Led GTM Strategy
CAC Payback Period is the Metric Sales Leaders Need to Control
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
Discounting Discipline: Protect Your Revenue from Self-Sabotage
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
Revenue Metrics for Sales Leaders
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.
Increase Sales
Sales Discovery: Close More By Asking Better Questions
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.
GTM Club Newsletter
🚀 GTM Club Newsletter #24: Four Ways to Deploy Executive Presence
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.
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Management Handshake Is for Winning Deals, Not Saving Them
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.
Increase Sales
How to Run a Customer Event That Drives Growth
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.