Topic
Go-to-Market
GTM strategies from PLG to enterprise sales.
What the experts say
“The best approach to reading sales and GTM books is to extract two or three valuable ideas from them rather than follow them as complete playbooks.”
Lenny's Podcast · 1:29:56
“Many go-to-market and sales books function as rigid playbooks that become outdated, particularly those selling courses, rather than as collections of flexible plays.”
Lenny's Podcast · 1:29:56
“GTM playbooks are not working as well as they used to because the current business landscape, particularly regarding AI, has changed significantly.”
Lenny's Podcast · 1:29:56
“Vercel's addition of Janine indicates they are moving toward enterprise sales.”
Lenny's Podcast · 1:17:14
“The bar for what constitutes 'good enough' AI-powered go-to-market is lower than many people think—it only needs to replicate your best performer well enough to outperform your mid-pack and underperforming salespeople.”
Lenny's Podcast · 46:24
“Ruthless efficiency will be the primary focus for companies in 2026, particularly where AI can be effectively deployed.”
Lenny's Podcast · 15:21
“Datarails used a spreadsheet-based approach to organize territory metrics and company size data to systematically divide the LinkedIn market for outbound prospecting.”
The PMF Show · 31:29
“The founders built a powerful outbound motion as a core go-to-market strategy rather than relying on third-party lead sources.”
The PMF Show · 30:37
“The main challenges in reaching mid-market customers are high customer acquisition costs and capturing their attention.”
The PMF Show · 33:45
“We don't start marketing before we have organic growth, and we don't begin building proper product features without evidence of organic growth first.”
Riding Unicorns · 30:38
“The optimal launch strategy is to deploy a global product everywhere first, then identify markets and user groups showing organic growth and traction before investing marketing and product development efforts.”
Riding Unicorns · 29:53
“Operating across multiple countries enables economies of scale that allow companies to go to market and attract customers at a lower cost than single or two-country operators could achieve.”
Riding Unicorns · 29:14
“Founders should prioritize figuring out distribution and go-to-market strategy before or alongside product development, not after.”
Riding Unicorns · 3:35
“Founders and early-stage startups often have little to no idea how they will distribute their product to market, or have only vague ideas rather than well-thought-out strategies.”
Riding Unicorns · 4:23
“WorkOS serves as the fastest path to becoming enterprise ready, whether you're a seed stage company landing your first enterprise customer or already large and expanding globally.”
Acquired · 1:08:14
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message flagging within a community. Those groups also don't have a lot of money. And so while they might have had a lot of licenses, there's not a lot of budget to unlock there. And so we made a very deliberate decision to not focus on communities....
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the different needs of PLG and enterprise customers. I believe that you do have, like, different go to marketing teams. But regarding of product and strategy, do you kind of separate a segment this? Do you have, like, different product teams and...
It also helps to figure out who to hire for. Like, if you don't know who your ideal customer profile is or what kind of sales motion is going to work for your company, how do you know who you're gonna hire as a sales leader who will actually bring...
degree view into product usage, empowering you to act on insights and fill your funnel efficiently. Sales teams save ten plus hours per week digging through data to surface millions in new revenue opportunities. Learn more about why top PLG...
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