Understand the job

What GTM actually is

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

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

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When do I stop selling myself and hire the first person, and what kind of person should that be? Hire when you have closed roughly ten to twenty deals yourself, can describe who buys and why in one paragraph, and are spending more than a fifth ... Leading a GTM team 5 resources → How do I turn the thing that worked when I did it into an engine someone else can run? Write down what you actually do, not what you think you do. Record your own calls, listen back, and pull out the four or five moves that keep showi... Leading a GTM team 4 resources → What do the very best GTM teams do that everyone else does not? They treat GTM as a system they design rather than a set of tactics they copy. The best teams pick one narrow group of buyers and go absurdly deep,... How the best do it 4 resources → How do the best companies decide to change their GTM motion instead of just grinding the current one harder? They watch for the signal that effort and outcome have decoupled: same activity, worse conversion, longer cycles, more discounting. That is a motio... How the best do it 4 resources →
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