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GTM hiring is not collapsing. It is sorting itself into two very different markets, and most people are still planning as if only one of them exists. Overall GTM job postings across US digital native companies fell 15% in Q1 2026 compared to the same period last year, and that pullback continued into April. At…

Every high-growth company reaches a point where its early sales strategy stops working. In the beginning, founders often handle sales themselves. They build relationships, close the first customers, and refine the product based on direct customer feedback. This founder-led approach is essential for achieving product-market fit, but it isn’t designed to scale. As demand grows,…

Every GTM team has a funnel. Very few teams actually know where theirs is leaking. Leadership looks at top of funnel volume and bottom of funnel revenue, sees a gap between the two, and calls it conversion rate. That number tells you almost nothing about what to actually fix. Optimizing a GTM funnel is not…

Ask five sales leaders which framework their team uses and you will usually get five different answers, delivered with the same confidence, and at least two of them will not be able to explain why they chose it over the alternatives. Frameworks get adopted because a previous employer used them, because a conference speaker recommended…

Most sales teams are drowning in dashboards and starving for answers. Calls made, emails sent, meetings booked, activity scores glowing green across every rep’s profile. None of it tells you whether revenue is actually safe. This is the quiet failure sitting inside most GTM operations. Not a lack of data. A surplus of the wrong…