How the best do it

How great operators think

The mental models, the judgment calls, and the non-obvious moves behind good go-to-market.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

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When should you add a sales team on top of a self serve product, and how do you avoid breaking it? Elena Verna's rule is that most companies do this too soon and for the wrong reasons. The signals that sales will actually help are an average orde... Leading a GTM team 4 resources → When does a founder stop selling personally, and why do the best ones hire two reps instead of one? Jason Lemkin's marker is that the founder closes the first batch themselves, roughly the first ten customers, because if you have not done it you w... Leading a GTM team 4 resources → How does Mark Roberge turn sales hiring into a data problem instead of a gut call? Mark Roberge was an MIT engineer who became HubSpot's CRO, and he treats hiring as the one input that determines everything downstream. His screen ... Leading a GTM team 4 resources → Why does Manav Garg say an India based company should be more profitable than a US one? Manav Garg built Eka Software selling commodity trading software to global enterprises, then co-founded SaaSBoomi and Together Fund, and he refuses... Leading a GTM team 3 resources →
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