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 80 issues, and The Signal reaches a community of over 10K of the smartest GTM leaders & founders each week.

Whether you’re new to The Signal or looking to catch up, here are a few of our 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)

• 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.

• How Two of Rippling’s Marketing Pioneers are Building a GTM Engine from Scratch (With Brandon Camhi & Noah Adelstein)

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

  + Video demos of real examples from our live event

• + a few more:

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

  • 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)

🛠️ 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

• 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)

• 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 the current sponsors supporting The Signal:

& 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:

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

See you on the other side,
Brendan 🫡