GTM

The resources go-to-market people actually use.

Every article, video, podcast and book behind 359 answered go-to-market questions, from breaking in to running the team, in one place, each with a note on why it is here.

What founders use most, ranked by how many answers lean on it.

  1. The mechanical walkthrough: search filters, what Sales Navigator adds over the free version, how to read a profile before you... HubSpot Article · 18 min read LinkedIn for Social Selling: How to Research, Prospect, & Sell on Platform Justina Thompson
  2. The readable version of the report above, with the 55 percent phone, 30 percent LinkedIn, 15 percent email activity ratio... Cognism Article · 14 min read 5 Steps to a Winning Outbound Strategy in 2026 Sam Gocher
  3. 231,818 cold emails scored for quality and then matched to reply rates, broken out by seniority and department. It is the best... Lavender Report · 20 min read The Cold Email Benchmark Report Will Allred
  4. A concrete pattern for what goes in touch two or three when you have already made your first point: show the gap between their... joshbraun.com Article · 6 min read Before & After Cold Emails Josh Braun
  5. Built on over a million executive sales cycles, and it answers the timing question specifically: win rates drop about 6 percent... Gong Article · 12 min read When (and how) to multi-thread when selling to executives Dan Morgese
  6. The number that makes the case in one line: winning deals carry around eight email contacts against three in losing deals. Read... Gong Article · 9 min read Building an army of champions: why it's essential to closing more deals Devin Reed
  7. Shows the specific places AI earns its keep in outbound (closed-lost re-engagement, champion job-change tracking,... Growth Unhinged Newsletter · 15 min read The best AI-native GTM plays you're not running Kyle Poyar and Brendan Short
  8. A full walkthrough of the artefact you need before you hire rep three: the 30 day multi-channel sequence, the openers, the... 30 Minutes to President's Club Video · 60 min watch How to Build Your Outbound Process From Scratch Nick Cegelski and Armand Farrokh
  9. Chargebee's Krish Subramanian and Accel's Shekhar Kirani on what the India cost and talent advantage really buys you when you... SeedToScale (Accel India) Podcast · 45 min listen Building SaaS Business Out of India for the Global Market Shekhar Kirani, Krish Subramanian and Anand Daniel
  10. The clearest short statement of what changed: from ABM owned by marketing to account-based everything driven by shared signals,... Pocus Article · 12 min read The new account-based playbook with Kyle Poyar (Growth Unhinged) Kyle Poyar
  11. The build order, stage by stage: TAM and stakeholder mapping, account research, CRM cleanup and enrichment, then signal... Growth Unhinged Newsletter · 20 min read How to build a modern ABM engine Dan Rosenthal
  12. The whole framework on one page: context-first openers, the problem proposition, and the Mr Miyagi method for objections. If... 30 Minutes to President's Club Article · 15 min read The Ultimate 30MPC Cold Calling Framework Armand Farrokh
  13. Eighteen objections with actual talk tracks, thirty one audio clips so you can hear the tone rather than guess at it, and... 30 Minutes to President's Club Book · 260 pages Cold Calling Sucks (And That's Why It Works) Armand Farrokh and Nick Cegelski
  14. A word-for-word script showing the six moves (permission, verification, context, problem, labelling, poke) on a real product.... joshbraun.com Template · 5 min read Poke the Bear Cold Call Script Josh Braun
  15. Twenty five tactics from someone who did it over five years and shows his own numbers, including the deflating and useful... Growth Unhinged Newsletter · 18 min read How to grow your B2B newsletter Kyle Poyar
  16. First Round built a half-million-reader publication with a two person team, so their curation is worth more than most agency... First Round Review Article · 20 min read Our 6 Must Reads on Content Marketing First Round Staff
  17. The clearest Indian proof that a show can become a business: Siddhartha Ahluwalia's founder interview podcast built the... IndianWeb2 Article · 5 min read Hosts of 100x Entrepreneur Podcast (now The Neon Show) Launches New $25 Million Fund for B2B SaaS Startups IndianWeb2 Desk
  18. Gives you the numbers before you commit: 20,000 to 50,000 dollars a month to test properly at seed to Series A, roughly 90... GTMnow (GTMfund) Newsletter · 20 min read The 0 to 1 Guide to Paid Media Rex Gelb
  19. The operating detail most event advice skips: group sizes per format, an actual 12 week run sheet from account list to 30 day... Vendelux Article · 20 min read Field Marketing in 2026: The B2B Playbook for Regional Pipeline Stefan Deeran
  20. Useful for the shift it documents: away from big trade shows toward small hosted formats, with partner co-hosted events cutting... Zuddl Report · 40 min read The 2026 Trends & Playbook for High-Impact B2B Events Zuddl
  21. A snapshot of how Indian SaaS built its gathering habit: founder-run, pay-it-forward, with people like Girish Mathrubootham and... Inc42 Article · 5 min read SaaSBOOMi Looks To Strengthen SaaS Community With Awards For Indian Startups Kritti Bhalla
  22. The single most quotable attribution finding we know of: across 620 declared-intent conversions and 21.5 million dollars of... Refine Labs Report · 12 min read Refine Labs Study Confirms Measurement Gap in Software-Based Attribution & Releases Hybrid Attribution Framework Refine Labs
  23. The other half of the answer: how to actually find out whether a channel caused anything, using holdouts, geo tests and lift... Supermetrics Article · 16 min read Incrementality Testing: The Only Guide You Need Olivia Kory and Erkki Paunonen
  24. The structured counterweight to the two case studies: when community is worth investing in at all, the SPACES framework for... Lenny's Newsletter Newsletter · 25 min read A founder's guide to community David Spinks

Show the next 24

Questions for where you are

The same question means something different in your first week and your fifth year, so each is written for one of four levels.

1 Breaking into GTM Just starting You are trying to land your first GTM role, or you are a founder selling for the first time. Start with what the job actually is. 84 2 Doing the work 2 to 5 years in You run the motion day to day. The questions here are about making it repeatable instead of lucky. 91 3 Leading a GTM team Running the engine You hire, ramp, and own the number. The questions here are about building an engine that works without you in every deal. 90 4 How the best do it The high bar Teardowns of how specific companies actually did it, and the judgment calls great operators make that nobody writes down. 94

Playbooks

A goal, and the route through it a step at a time.

Get your first ten customers No brand, no referrals, no budget. Work out who to talk to, what to say, and how to close. 4 steps Hire and ramp your first rep Stop being the only person who can sell it, without setting fire to a year of runway. 4 steps Fix a pipeline that stalled Deals are sitting, the number is slipping, and nobody can say exactly why. Diagnose it in order. 4 steps Take an Indian product to the world Sell to the US or the Gulf from Bengaluru or Chennai, and be trusted doing it. 5 steps Price and package it Pick a first price, then change it later without losing the customers you have. 4 steps Launch a self-serve motion Let people buy without talking to anyone, and make the product do the selling. 4 steps Stop churn and grow accounts The revenue you don't have to win twice is the cheapest revenue you will ever get. 3 steps Break into a GTM career Work out which seat you want, then get good enough at the craft to be hired into it. 4 steps

The people behind the resources

91 GTM leaders and practitioners, with what each one is known for and where they publish. Some of them have spoken at eChai gatherings.

April Dunford Toronto
The person most B2B teams learn positioning from, and the author of Obviously Awesome and Sales Pitch She turns positioning from a vague branding exercise into a repeatable exercise: list your true competitive alternatives, isolate the features only you have, work out the value those unlock, and name the market segment that cares most. Her Sales Pitch work is the rare material that connects that positioning to the actual words a rep says on a call. PositioningICPSales processCategory design
Pete Kazanjy 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
Kyle Poyar Growth Unhinged · Boston
Writes Growth Unhinged, the working reference on product led growth, pricing and packaging He publishes the actual benchmarks and teardowns behind PLG rather than the theory: free to paid conversion rates by category, what usage based pricing does to net revenue retention, and how specific companies structured their packaging. His pricing work is the strongest public material on changing a price without breaking your funnel. PLGPricingInbound & contentRetention & expansion
Emily Kramer MKT1 · San Francisco
Writes MKT1, the reference on how an early B2B startup should actually build marketing She writes the thing almost nobody else does: what the first marketing hire should actually do in what order, how to scope the role, and how to tell a growth marketer from a product marketer when you have budget for exactly one. Her templates and org charts are directly usable rather than illustrative. PositioningInbound & contentGTM hiringICP
Sunil Neurgaonkar Adopt AI · Bengaluru
Host of SaaS Sessions, India's longest running SaaS podcast, and a working field and community marketer He is one of the few India based GTM people publishing at the practitioner altitude rather than the CEO altitude: what a first growth hire actually does in month one, how field marketing and events convert in Indian SaaS, and what a lean team runs instead of a paid budget. The podcast archive doubles as a decade long record of how Indian SaaS GTM changed. CommunityInbound & contentICPPartnerships
Prasanna Krishnamoorthy Upekkha · Bengaluru
Managing Partner at Upekkha and one of the clearest voices on capital efficient SaaS GTM from India He works with dozens of early Indian SaaS founders at the same time, so his public material is grounded in patterns rather than one company's story: how to pick a wedge ICP, what a founder should personally close before hiring, and where India based teams typically stall selling into the US. His framing of efficiency as a GTM choice, not a constraint, is the useful contrarian bit. ICPPositioningPricingSales process
Sajith Pai Blume Ventures · Bengaluru
Author of the Indus Valley Report and the India1, India2, India3 market segmentation most India GTM plans now borrow from If you are sizing an Indian market, he is the source that stops you from multiplying 1.4 billion by a conversion rate. India1, India2, India3 forces an honest answer on who can actually pay you, and the Indus Valley Report gives you the underlying numbers to argue with. ICPPositioningCategory designPricing
See all 91 people →

More ways through the resources

Most cited Recently added By source India only

Questions for your seat

Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader Agency or consultant
eChai Partner Brands The partnership →