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).

The average sales team uses 2.4x more tools than just 5 years ago, and the number of touches to get a meeting has gone up almost 4x.

All the while, AI has popped up and we’re all trying to figure out, in real-time, how and where to use it to build a new playbook.

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

• 9 Lessons From 11 Growth-Stage Companies That Built GTM Agents In-House

• How a $100M ARR Company Runs RevOps on GitHub; Inside Hightouch’s Agent Repo

🛠️ GTM Engineering

• The Rise of the GTM Engineer

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

🎯 Prospecting

• “Micro-Campaigns”

• The best automated GTM plays you’re not running

• Should You Buy an AI SDR?

🧰 GTM Tech

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

• The “System of Intelligence”

• 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 → Revenue infrastructure for reps and agents.

Rox → Revenue Agents for the Global 2000.

Sumble → High precision GTM data + intelligence.

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

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If you’re not already, consider joining 10K+ 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 🫡