GTM Club Newsletter
🚀 GTM Club Newsletter #21: Aim Small, Win Big
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.
GTM Club Newsletter
GTM Club Newsletter provides monthly advice on how to increase B2B tech sales and scale SaaS businesses. The newsletter archive is free for GTM Club members to read.
GTM Club Newsletter
🚀 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.
GTM Club Newsletter
🚀 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.
GTM Club Newsletter
🚀 GTM Club Newsletter #18: The Treasure Trove Is Found!
Unlock your next wins. Discover the real value in asking about customer pain. This issue reveals expert tips, helpful frameworks, and questioning styles to make your discovery session hit harder.
GTM Club Newsletter
🚀 GTM Club Newsletter #17: Accelerate Through Q4!
As we enter the final quarter of 2025, it's time to take the last sprint towards sales targets while simultaneously laying groundwork for 2026. We provide actionable strategies to close Q4 strong.
GTM Club Newsletter
🚀 GTM Club Newsletter #16: To Find Gold, Dig Deeper
We're diving deep into the world of discovery. We explore how qualification and discovery work together to drive successful deals. You'll learn why pain points are central to both processes and why the most valuable discoveries in sales come from digging deeper than surface level.
GTM Club Newsletter
🚀 GTM Club Newsletter #15: In Search of Treasure
Ever been on a treasure hunt? The thrill of discovery, the excitement of uncovering secrets, and the satisfaction of finding what you're looking for are all elements similar to what makes a great sales discovery process. In this edition, we start our deep dive into discovery in tech sales.
GTM Club Newsletter
🚀 GTM Club Newsletter #14: How to Kill Your Biggest Time Sink (Sales Qualification, Part 3/3)
Laser-focused sales qualification accelerates your sales-led GTM. Sales teams can double their output by ruthlessly qualifying prospects. We explore selecting a qualification framework, AI-based solutions, and expert insights to eliminate your biggest time sink - working with unqualified leads.
Qualification and Discovery
🚀 GTM Club Newsletter #13: The Bigger the Fish, the Deeper the Qualification
We introduce enterprise-level qualification frameworks MEDDIC, GPCTBA/C&I, and SCOTSMAN. Building on our previous discussion of more straightforward frameworks, we explore how these complex approaches help sales teams win more prominent deals.
Qualification and Discovery
🚀 GTM Club Newsletter #12: Introducing Talent Pool and Qualification Frameworks
Today, we are excited to introduce the GTM Club Talent Pool. After that, we will discuss lead qualification and how related frameworks have evolved from traditional budget-driven methods to modern customer-centric approaches.
GTM Club Newsletter
🚀 GTM Club Newsletter #11: Ignore Cross-Selling at Your Own Peril
Don’t miss the opportunity right in front of you! Failing to utilise cross-selling can result in missed revenue, weaker customer relationships, and falling behind competitors who do invest in it.
GTM Club Newsletter
🚀 GTM Club Newsletter #10: 3… 2… 1… SKO!
Ready to kick off 2025 with impact? In this newsletter, we dive into planning successful Sales Kick-Offs. Learn practical tips for aligning your team, building momentum, and setting the stage for a successful year.