The GTM & SDR Diary
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11

📁 Go to Market

Go-to-market strategy, positioning and revenue motions for B2B SaaS.

Go to MarketAccount ExecutiveBusiness DeveloperSDREmailsMarket Insights

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  1. Your Sales Forecast Is a Wishlist, Not a Plan
    Stop treating your forecast like a hopeful guess. We'll show you why your current model is broken and how to turn it into a predictable revenue engine.
  2. The 3x Pipeline Coverage Rule Is a Dangerous Lie
    You've been told you need 3x pipeline to hit your number. That's a lazy rule of thumb that's setting you up to fail. Here's the real math.
  3. "Just Send Me an Email" Is a Polite 'No'
    That classic brush-off isn't an invitation to send your PDF. It's a test of your value, and you're about to fail it by hitting 'send'.
  4. Your Outbound 'Strategy' Is Just a Noisy To-Do List
    You have a list of accounts and a generic sequence. That's not a strategy. It's a recipe for getting ignored at scale.
  5. Your Conversion Rates Are Lying To You
    You obsess over conversion rates at each stage of the funnel. But what if that obsession is making you slower, not faster? It's time to focus on the one metric that actually predicts revenue.
  6. Your Funnel Isn't Leaking. It's Hemorrhaging.
    You're obsessed with calls made and emails sent, but the real story is in the conversion gaps between each stage. Here's where your deals are actually dying and how to stop the bleeding.
  7. You're Chasing Activity, Not Outcomes
    Your boss loves your call stats and email volume. But those numbers are a smokescreen for an empty pipeline and a missed quota.
  8. Your 14-Touch Sequence Is Annoying, Not Persistent
    Stop thinking more touches equals more meetings. Your automated cadence is just spam with a schedule, and buyers are ignoring it. Here's how to build one that actually works.
  9. Your Demo Is a Product Tour, Not a Sales Tool
    You're showing off features, thinking you're selling value. Your prospect is just waiting for it to end so they can get back to their real work.
  10. Inbound and Outbound SDRs Are Not the Same Job
    Stop blending your lead generation teams and wondering why they fail. The skills that make a great inbound SDR will kill an outbound prospector, and vice-versa.