Best of The Signal

I’ve been in B2B SaaS GTM for over a decade now (SDR, then AE, then VP Sales, Ops/Enablement at Zoom Video, Product-led sales/AutoSDR at Apollo, and 2x VC-backed sales tech founder). I’ve never seen so much change in the GTM playbook as right now.

So, I decided to document what I’m learning with a weekly newsletter, The Signal, to share my explorations on the future GTM playbook publicly.

Over the last couple of years, I’ve written over 60 issues, and The Signal reaches a community of 6,000+ readers.

Whether you’re new to The Signal or looking to catch up, here’s a list of the top posts from the archives 👇

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🤖 AI GTM

• How to Scale GTM with AI & Automation, Instead of Headcount

• Why Building AI-Native is the Biggest Opportunity of this Decade

• I was Bored with SaaS. Until I Fell Down the AI Rabbit Hole.

• The Widening Gap Between AI-Natives vs. AI-Nots

• My AI Journey: Not One Lightbulb Moment, but 100 Sparks that Gave Me Deep Conviction (& why you’re not behind on AI)

• Should You Buy an AI SDR?

🛠️ GTM Engineering

• The Rise of the GTM Engineer

• When Should You Hire a GTM Engineer?

• How to Become a GTM Engineer (8 Resources)

🎯 Prospecting

• “Micro-Campaigns”

• The best automated GTM plays you’re not running | Automation doesn’t have to mean spray-and-pray [Growth Unhinged x The Signal]

• 6 “Evergreen” GTM Plays (and the tools to run them)

• How to automate signal-based selling

• How to Source 7-Figure Deals on Outbound (AI can’t do this)

• 7 Ways to Generate Pipeline (in Q4 of 2024)

🧰 GTM Tech

• GTM Tech’s Race for Power *and* Ease of Use

• The “System of Intelligence”

• Consolidation szn (The race is on...) | 6 sales tech unicorns chasing after the elusive “one-stop-shop”

• The $100B+ Winner in GTM Tech Will Sell Labor, Not Software

• Sequences 2.0 (AI-First)

• Signal-Based Selling Vendors

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If you’re not already, consider joining thousands of the smartest GTM founders and operators by subscribing here:

Thank you for your trust and attention — I do not take it for granted.

See you on the other side,
Brendan 🫡