Building the GTM Team of 2026: Fewer Humans, Higher Leverage
The traditional sales org chart is obsolete. Here’s what’s replacing it.
All essays
Every deep-dive, sorted by date. Filter by topic to find what you need.
The Agentic GTM Stack Is a Trap (Unless You Do This First)
Every GTM agency is demoing Claude Code + MCPs as their differentiator. But tool consolidation without strategy consolidation just centralizes bad decisions faster. Here is what to do first.
Distribution Is the New Moat: Stage-Appropriate GTM for B2B
Building is cheap. Distribution is expensive. The best GTM teams figured this out first.
The Enterprise AI Adoption Chasm Is Wider Than You Think
Most organizations are performing AI adoption. A small percentage are actually doing it. The gap between them is becoming structural.
Revenue Engines Don’t Scale — They Compound
The best GTM teams stopped adding headcount and started building systems with feedback loops
The Economics of Building With AI: What the Numbers Actually Show
AI collapsed the cost of building. It didn’t collapse the cost of distribution. Here’s what that means for revenue teams.
The Zero-Click Reality: Why Your Content Strategy Needs a Systems Overhaul
Two-thirds of searches end without a click. The implications for B2B content are bigger than most teams realize.
AI Agents Are Replacing Your Tool Stack (Whether You’re Ready or Not)
Context engineering, multi-agent architectures, and why the biggest shift in GTM isn’t a new tool
From Tools to Systems: The Real Shift in AI-Native GTM
Why the teams booking 400+ meetings per quarter aren’t working harder
The Architecture of Modern Outbound
Why targeting, channel design, and process architecture matter more than copy