How to define your ICP (ideal customer profile)
An ICP describes the companies that get the most value from what you sell and are cheapest to win. How to build one, even with no customers yet.
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Field notes for GTM Builders.
On finding champions, reading buying signals, and building a go-to-market motion that scales.
How to find buying signals in an account
A buying signal is a change that makes your problem urgent for one person. The signals that predict deals, where to find them, and how to act on them.
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Best prospecting tools for SDRs and small teams (2026)
Apollo, ZoomInfo, Clay and more, compared for SDRs and small teams: pricing, free plans, and the blind spots each one leaves behind.
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Three eras of prospecting: manual, AI SDR, AI-native
Cursor's internal sales AI tripled qualified meetings. It marks the third era of prospecting, and you don't have to be Cursor to get there.
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The AI SDR flooded your inbox. Now what?
AI SDRs 10x'd outbound volume and buyers tuned it out. The counter-move: use AI for the research and keep a human on the relationship.
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What comes after Clay? From GTM Engineer to GTM Builder
Clay created the GTM Engineer. As tooling collapses the infrastructure layer, the value shifts back to the GTM Builder. Here's what comes next.
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GTM Builder vs. GTM Engineer: what's the difference?
GTM Builder vs. GTM Engineer: what each role does, how they're measured, and which one your team actually needs.
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How to become a GTM Builder
The skills, career path, and mindset shift that turn an SDR or AE into a GTM Builder: the revenue person who hunts, closes, scales, and builds.
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How to hire a GTM Builder
How to hire a GTM Builder: what to look for, where they come from, the interview questions that reveal one, and the red flags to avoid.
Read articleThe GTM Builder's tech stack
What belongs in a GTM Builder's tech stack: tools for hunting, closing, scaling, and building, and why the modern stack is collapsing into one product.
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How to find champions inside an account (5 steps)
Find the person inside an account who will advocate for you. 5 steps and the signals that reveal a champion before your first meeting.
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The GTM Builder: a new name for modern revenue people
Sales Engineer, then GTM Engineer, now GTM Builder: the revenue person who hunts, closes, scales, and builds. Why the role is emerging now.
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