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 founded two venture-backed SaaS companies in the sales tech space…to varying degrees of success).

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 100 issues which have been viewed over half a million times, and The Signal reaches a community of 10K+ of the smartest GTM leaders & founders every week.

Whether you’re new to The Signal or looking to catch up, here are a few of the most valuable pieces we’ve published (so far) 👇

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🤖 AI GTM

• Inside “ChatGTM”: Cursor’s Internal Sales AI Used by their 400+ Sales Org

  (SDRs are booking 3x qualified meetings and AEs are shaving ramp by 50%+. What Cursor’s Head of Enterprise Growth, George Hou, built. And whether you should build your own version.)

• 9 Lessons From 11 Growth-Stage Companies That Built GTM Agents In-House (Vercel, Ramp, LangChain, ClickUp, Deel, Vanta & others: what they built, their tech stacks, and what we can learn from them)

• How a $100M ARR Company Runs RevOps on GitHub; Inside Hightouch’s Agent Repo (Skills for every rep. A four-layer repo for RevOps. And three AI experiments that got pulled. With Nikko Georgantonis, Head of GTM AI & Systems at Hightouch.)

• 6 Ways GTM Teams are using MCPs and Claude/Claude Code Today

  + Video demos of real examples from our live event

• The best AI-native GTM plays you’re not running [Growth Unhinged collab] Automation doesn’t have to mean spray-and-pray. Now it doesn’t have to mean manual, either.

• 6 Ways to Modernize Your GTM Motion in 2026 (Lessons from working with 14 Seed-Series C companies in 2025)

🛠️ GTM Engineering

• The Rise of the GTM Engineer

• When Should You Hire a GTM Engineer?

• How to Become a GTM Engineer (8 Resources)

• Most Companies Are Using GTM Engineers for “Automated Outbound.” The Best GTM Teams Aren’t Stopping There.

• 26 FAQs about GTM Engineering in 2026

🎯 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)

• Inside Eric Nowoslawski’s AI-Powered Cold Outbound Machine

🧰 GTM Tech

• Clay Just Drained Its Own Moat (On Purpose) | What it means that Clay shipped a CLI and API

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

• The “System of Intelligence”

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

• Should You Buy an AI SDR?

• ProspectingStack.com

📊 Research Reports

• GTM Tech Stacks of the Fastest-Growing Private B2B Companies

• 54% of the Fastest Growing B2B SaaS Companies have a GTM Engineer

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Thank you to Clay, our presenting sponsor supporting The Signal:

Clay is the infrastructure GTM engineers build on. Start building for free.

& also supported by:

Attention → AI Agents for RevOps.

Clarify → The Autonomous CRM. Sell more, admin less.

Clearskies → The Context Layer for Revenue AI.

Nooks → All your outbound. One AI workspace.

Rox → Revenue Agents for the Global 2000.

Sumble → Buying signals from tech stacks, people data, & active projects.

Terret → The answer-to-action engine for revenue teams.

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

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

See you on the other side,
Brendan 🫡