Insights
GTM Insights & Analysis
Expert articles, analysis, and answers for B2B go-to-market leaders. Practical, direct, and grounded in commercial reality.
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How to Use Claude for B2B
Role-specific Project Instructions templates that turn Claude from a generic chatbot into a context-aware GTM partner. Each edition includes a step-by-step PDF guide and a ready-to-paste .txt template.
The Pulse: April 24, 2026
AI-driven layoffs, surging oil prices, and major industry mergers reshape the B2B landscape.
Meta cuts 8,000 jobs to fund AI, oil prices climb past $105 amid Mideast tensions, and Warner Bros Discovery moves to merge with Paramount Skydance. Leaders must navigate economic volatility and rapid AI shifts.
A Clear B2B Sales Strategy Defines How You Win Deals
Many B2B companies mistake sales tactics for a comprehensive sales strategy. We define what a robust B2B sales strategy truly entails.
The Pulse: April 23, 2026
This Pulse edition examines rising geopolitical tensions impacting supply chains and cybersecurity, alongside the accelerating integration of AI into B2B workflows and buyer journeys. Actionable insights for sales, marketing, and CS leaders.
Unlocking Profitability with SKU Segmentation Pricing
We often see B2B companies struggle with profitability, not because of their core offerings, but due to undifferentiated pricing across their product catalog. Strategic SKU segmentation pricing can reveal immediate opportunities for revenue growth.
The Pulse: April 22, 2026
This edition of The Pulse unpacks how AI security breaches and 'hallucinations,' alongside volatile oil prices and leadership changes, are reshaping B2B buyer concerns.
The Pulse: April 21, 2026
Today's Pulse reveals a market shaped by AI's dual impact: record venture funding alongside significant tech layoffs. Geopolitical events continue to fuel energy price volatility, demanding agile GTM strategies.
The Pulse: April 20, 2026
Today's Pulse reveals how renewed Iran conflict is spiking oil prices and halting Hormuz shipping, forcing B2B leaders to rethink supply chain resilience and operational costs. Meanwhile, China holds rates steady and AI investment booms, signaling a dual focus on stability and innovation.
Defining the Lazy Salesperson and Why AI Will Replace Them
We define the lazy salesperson not by effort, but by their approach to B2B selling. AI isn't coming for every sales job, just the ones that don't evolve.
How to Increase ACV in B2B Deals
To increase ACV in B2B, we must shift from selling features to solving the entire problem. This means understanding the true value your solution delivers.
The Pulse: April 17, 2026
Today's Pulse reveals a market driven by AI innovation and strong tech performance, yet challenged by persistent inflation, tariffs, and global supply chain disruptions. B2B leaders must balance growth opportunities with strategic resilience.
The Pulse: April 16, 2026
Today's Pulse reveals a complex landscape: market optimism driven by potential geopolitical de-escalation contrasts with persistent economic pressures like fuel costs. B2B leaders must navigate evolving buyer behaviors, AI's impact on sales, and the critical need for integrated GTM strategies.
ExpertEase: What a Fractional Director of Sales Actually Does
Curious about fractional sales leadership? We explore how a fractional Director of Sales can accelerate your GTM, streamline operations, and boost sales performance.
The Pulse: April 15, 2026
Today's Pulse reveals how rising energy costs and geopolitical tensions are impacting supply chains, while AI continues its rapid ascent, forcing B2B leaders to balance innovation with operational efficiency.
The Pulse: April 14, 2026
The Pulse is your daily commercial briefing. Today: 10.1 million barrels per day lost. Hormuz blockade, IEA oil shock, 25-year energy inflation high, China export slowdown, US-China tariff threats. What it means for your pipeline and what to do about it.
The Sales Leadership Evolution to Player-Coach
B2B sales leadership is undergoing a fundamental shift. Leaders must now be player-coaches, actively driving revenue and empowering their teams.
Why Your First Sales Hire Isn't Delivering
Many founders struggle when their first sales hire doesn't meet expectations. We see consistently that the issue isn't the individual, but the lack of foundational sales infrastructure.
Marketing's Evolving Role in B2B Revenue Generation
B2B marketing's role is no longer just about leads; it's about driving tangible revenue impact. We explore how to align marketing efforts with sales outcomes.
Defining Go-to-Market Consulting for B2B Revenue Growth
Many B2B leaders struggle to define what GTM consulting truly entails. We clarify its role in optimizing how products and services reach the market and drive revenue.
Building a Video-First GTM Culture for B2B Revenue Growth
A video GTM culture is no longer optional for B2B. We explore how to embed video into every stage of your revenue process, from pipeline generation to customer retention.
Building a B2B Brand Strategy for Sustainable Growth
Many B2B leaders underestimate the tangible impact of a strong brand. We'll show you how to build a B2B brand strategy that drives real growth.