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. 'Check Back Next Quarter' Is a Slow No. Here's How to Fight It.
    Stop accepting 'timing' as a real objection. Learn to diagnose the real issue behind the stall and turn a 'maybe later' into a real conversation now.
  2. Your SDR:AE Ratio Is Why You're Drowning (or Starving)
    That feeling of a packed calendar or a barren pipeline desert? It's not luck. It's a single number your leadership team obsesses over, and it explains everything about your job.
  3. Your Biggest Deals Are Already Customers
    We're all addicted to the thrill of landing a new logo. But the fastest, most profitable deals are hiding in plain sight: your existing customer list.
  4. The Only 3 Sales Metrics You Actually Control
    Your dashboard is a mess of vanity metrics. Focus on these three numbers to diagnose your pipeline, predict your commission, and own your quarter.
  5. Your Price Is a Weapon, Not an Apology
    You stammer when the prospect asks for the price. You offer a discount before they even ask. It's time to stop treating your price like a weakness and start using it to close.
  6. Your ICP Is a Lie. Here's How to Find the Truth.
    That ICP slide marketing gave you is a fantasy. It's time to build a real one based on your actual wins and losses, and use it to crush your quarter.
  7. Your Comp Plan Is a Secret Memo from Your CRO
    You think your comp plan is about your paycheck. It's not. It's the company's GTM strategy disguised as a spreadsheet, and if you can't read it, you're leaving money on the table.
  8. Your SDR-to-AE Handoff Is Broken. Here's How to Fix It.
    That 'qualified' meeting just wasted an hour of your AE's time. Stop the blame game and fix the leaky bucket where real revenue goes to die: the handoff.
  9. SDR vs BDR: Your Title Is More Than Just a Letter
    Stop blaming your reps for missing quota. The real problem might be the confusing role you've put them in. Let's fix your development team's structure.
  10. The Brutal Truth About Your Sales Forecast
    Your forecast isn't a wish list. It's a promise. Here's how to stop lying to yourself and your manager about which deals will actually close this quarter.