Learn · Season 1

GTM fundamentals for founders

The go-to-market words you nod along to, decoded. For founders hiring their first seller.

Each episode takes one idea, says why it bites before your first seller ramps, goes a layer deeper for the people who’ve carried a number, and leaves you one thing to try this week.

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Latest episode

5:37

Episode 01 · Who you sell to

GTM, decoded

GTM isn’t a plan. It’s four bets, each with a line that says when it’s wrong.

Watch, read and get the workbook

How each episode works

  • 01

    Watch

    A short video that takes one idea and shows the working.

  • 02

    Read

    The written guide: why it bites now, a layer deeper, and a worked example.

  • 03

    Do

    A workbook to fill in on the page, print, or download as a PDF.

Season 1

Arc 1 · Who you sell to

  1. 01GTM, decoded5:37
  2. 02PMF and ICP: fit before fitComing soon
  3. 03Conversion: the numbers between the stepsComing soon

Arc 2 · How you win

  1. 04Is your ICP working?Coming soon
  2. 05Positioning vs messagingComing soon
  3. 06Pipeline and qualificationComing soon
  4. 07Win rate, sales cycle and the stalled dealComing soon
  5. 08Blended numbers lie: segment before you decideComing soon

Arc 3 · How you keep and run it

  1. 09Forecasting without fooling yourselfComing soon
  2. 10After the signature: churn, GRR and NRRComing soon
  3. 11A weekly rhythm that fits on a pageComing soon