The GTM & SDR Diary
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11

📁 Go to Market

Estrategia go-to-market, posicionamiento y motores de ingresos para SaaS B2B.

Go to MarketAccount ExecutiveBusiness DeveloperSDREmailsMarket Insights

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  1. Your SDR to AE Ratio Is Why You're Missing Quota
    You're blaming your reps for a faulty machine. The wrong ratio of SDRs to AEs creates toxic incentives, burns out your team, and guarantees you'll miss your number.
  2. Your Easiest Deals Are Already Your Customers
    You're addicted to the thrill of hunting new logos. Meanwhile, your existing customers are a gold mine you're too busy to excavate.
  3. That Early Price Question Is a Test. You're Failing It.
    When a prospect asks for your price on the first call, it's not a buying signal. It's a test to see if you're a commodity or a consultant. Here's how to pass.
  4. Your SDR-to-AE Handoff Is Leaking Money. Here's How to Plug It.
    SDRs are measured on meetings set. AEs are measured on deals closed. This mismatch creates a 'zone of death' where qualified opportunities go to die.
  5. Your ICP Is a Useless Work of Fiction
    That perfect customer profile your marketing team built? It's costing you deals. Here's how to find the customers who actually buy, not the ones who just look good on paper.
  6. Stop Asking 'What Keeps You Up at Night?'
    That classic discovery question is a waste of breath. Here's a framework that uncovers the real pain your prospect actually wants to solve, and is willing to pay for.
  7. Your AE's Calendar Is a Graveyard for Unqualified Meetings
    You're hitting your 'meetings booked' number but your pipeline is anemic. The problem isn't your AE's closing skills, it's the junk leads you're sending them.
  8. Your Call Log Is Not Your Scorecard
    You're hitting your activity KPIs but your pipeline is dry. It's because you're measuring motion, not progress. Here's how to fix it.
  9. The 'Maybe' Pipeline Is Killing Your Forecast
    Your pipeline is full of deals that feel good but will never close. It's time to kill the 'maybes' and get real about your number.
  10. Your Stalled Deals Aren't Sleeping. They're Dead.
    That promising deal from last quarter went silent. It's not 'on hold'. It's dead. Here's the defibrillator to bring it back or the shovel to bury it.