91 people

The people who actually do this

GTM leaders and practitioners worth learning from, with what each one is known for and where they publish. Some of them have spoken at eChai events, so you can meet them in a room rather than only read them.

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Pete Kazanjy Atrium · San Francisco

Author of Founding Sales, the handbook that popularised founder led sales Founding Sales is the most concrete text available on the exact stretch most founders get wrong: your first 10 customers, your first rep, and the handoff between the two. He is unusually specific about call structure, discovery questions, and what a founder should measure before hiring anyone into sales. Sales processOutboundGTM hiringEnterprise sales

Jason Lemkin SaaStr · San Francisco

Founder of SaaStr, the largest body of public writing on scaling B2B SaaS revenue He answers the operational questions almost nobody publishes numbers for: when to hire your first VP of Sales, what a rep should actually close, how long ramp really takes, and why most VP hires fail in the first 90 days. Read him for benchmarks and hiring sequencing rather than for strategy. GTM hiringEnterprise salesSales processPricing

Krish Subramanian Chargebee · Amsterdam

Co-founder and CEO of Chargebee, built from a Chennai apartment into global subscription billing infrastructure Because he sells pricing and monetisation software, he thinks out loud about the part of GTM most founders under-engineer: how a pricing model shapes the sales motion, expansion revenue and who you can afford to sell to. He is also candid about selling from India into Western markets from day one. PricingEnterprise salesICPRetention & expansion

Nick Cegelski 30 Minutes to President's Club · San Francisco

Co-founder of 30 Minutes to President's Club and co-author of Cold Calling Sucks (And That's Why It Works) He is the clearest teacher of the phone call itself: the opener, the pattern interrupt, the pause, and the exact words to use when a prospect says they are not interested. Watch how he refuses to let a guest leave an answer at the level of advice, which is a good habit to copy when you are learning from anyone. OutboundSales processEnterprise sales

Chris Orlob Caliber (formerly pclub.io)

Built Gong's sales content engine on call data, now teaches enterprise sales craft full time His material is grounded in what call recordings actually showed at Gong: talk ratios, question counts, when pricing comes up in a winning call. That makes his advice testable rather than folkloric, and his discovery frameworks are some of the most copied in B2B sales. Enterprise salesSales processOutbound

Jen Allen-Knuth DemandJen · Chicago

Former Chief Evangelist at Challenger, now teaches teams how to sell against buyer inertia She reframes the real competitor as the buyer doing nothing, and gives concrete language for surfacing the cost of the status quo instead of pitching harder. Her cold outreach and discovery examples are written out in full on LinkedIn, so you can see the exact wording rather than the theory. Enterprise salesSales processOutbound

Nate Nasralla Fluint · Denver

Author of Selling With, on winning the internal buying conversations that happen when the rep is not in the room He is the clearest writer on the document your champion forwards: how to draft a business case in the buyer's own language, what an executive summary must contain, and how to test whether a champion is real. If your deals die at the internal approval step rather than in the demo, this is the material that names why. Enterprise salesSales process

John McMahon

Five time public company CRO, author of The Qualified Sales Leader, and one of the people behind MEDDIC This is the source material for how enterprise deals get qualified and inspected: metrics, economic buyer, decision criteria, decision process, pain, champion. The podcast is the best available long form record of how experienced CROs think about forecast calls, deal reviews, and the moment a quarter is already lost. Enterprise salesSales processGTM hiring

How this list works

Everyone here has a public body of work on go-to-market: talks, posts, podcasts, newsletters, books. We link to those public profiles, and we say what you'd learn from each person. That's the whole list.

We don't publish anyone's email or phone number, and being listed here doesn't mean someone has offered to answer messages. Read their work first. If you do write to someone, their public profiles are the place.

Listed here and would rather not be, or something is wrong? Email [email protected] and we'll fix or remove it.

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