Understand the job

What go-to-market actually is, the seats in a GTM team, and how people build a career in it.

What founders use for understand the job, ranked by how many answers lean on it.

  1. Video · ~30 min How to Get Your First Customers Gustaf Alstromer In 2 answers
  2. It makes the point most first-time founders miss, that early on you are selling the founders and the promise that you... Y Combinator Startup Library Video · Talk The Sales Playbook for Founders Tom Blomfield
  3. Video · ~30 min How to Talk to Users Eric Migicovsky
  4. A structured curriculum for engineers who have never thought about sales, covering channels, segmentation, quota, comp and... Andreessen Horowitz Video · 16 short videos All Things Sales! 16 Mini-Lessons for Startup Founders Peter Levine
  5. What changes in your story when a developer loved product has to be sold to a CIO who has never heard of you. Directly relevant... Heavybit Video · 35 min Moving into the Enterprise: Fireside with Postman's Founder and CEO Adam Gross with Abhinav Asthana
  6. Gross ran Heroku's self serve business and later led Duo and Vimeo, so this is someone describing the machine from the inside... Heavybit Video · 40 min watch Building Self-Serve Go-to-Market with Adam Gross Adam Gross
  7. Video · 15 min The Top 10 Mistakes Folks Make Hiring Their First Sales Team Jason Lemkin
  8. Video · 11 min The 6 Sales Positions in B2B & Tech Sales Sales Feed
  9. Video · 16 min How I Promoted from SDR to Enterprise AE (and Why Most Won't) Tech Sales With Higher Levels
  10. Video · 40 min Masterclass #7: Lessons from Myntra on how to build a long-lasting marketplace Mukesh Bansal
  11. Video · 14 min What is Sales Engineering? (EVERYTHING you need to know) Tech Sales With Higher Levels
  12. Video · 39 min Should You Work at a Small Startup or Large Tech Sales Company? Tech Sales With Higher Levels
  13. Video · 10 min Why every tech company is hiring for this job right now Clay Originals
  14. Video · 40 min SVPG Partner Martina Lauchengco: Product Marketing Advice from her Book LOVED at Lean Product Meetup Martina Lauchengco

The questions

What GTM actually is 16

The job behind the acronym: how a product finds, wins and keeps customers, and who does what.

What does 'go to market' actually mean? People say GTM constantly and I still cannot define it. 4 → I am a founder and I have never sold anything in my life. Where do I actually start? 5 → How do I tell whether our GTM is genuinely working or we just got lucky with a few deals? 4 → What is the real difference between product-led, sales-led and everything in between, and which one are we? 4 → When do I stop selling myself and hire the first person, and what kind of person should that be? 6 → All 16 questions in What GTM actually is →
GTM roles and career paths 16

SDR, AE, AM, growth, product marketing, RevOps, sales leadership: what each one really does and how people move between them.

SDR, AE, AM, growth, PMM, RevOps: what do these people actually do all day? 6 → I want to start a GTM career in India but I have zero sales experience. What is the realistic first job? 4 → I have been an SDR for about 18 months. How do I actually make the jump to AE? 5 → I am the first GTM hire at a startup. What is my job really, and how do I not get fired in 12 months? 4 → How do I decide which GTM roles to hire, and in what order? 5 → All 16 questions in GTM roles and career paths →
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