Growth Today

Vercel replaced a 10-person sales team with 1 GTM engineer. Steps to become a wizard at AI (GTM) engineering (highest paid role of 2027): 1/ Open Claude code 2/ Have it researched your site, your customers, and top competitors 3/ Ask it which GTM workflows to build first + why with expected effort and outcomes 4/ Drop those prompts into Apollo, or build the workflows with Clay + Claude 5/ Use this roadmap and do this 10x and upskill yourself. That's the playbook. One engineer who has strong commercial results and acumen with an achiever mentality, plus a few thoughtful AI agents, now does the work that used to take 10 (and the gap only widens from here...) The next great GTM hire isn't a rep. Nor a project manager or a team lead. It's someone who can build this. That is exactly why we built our AI Agent Builder roadmap, job board, and courses. Find all these resources in the first comment 👇 Save this + reposts so others can upskill themselves. P.S.: No shameless plug - if you have a course, drop it in the comments.

SDRs and GTM Engineers and AEs are not the same. I still see teams hire SDRs and expect them to build the system too. They ask them to fix Clay tables, clean HubSpot, route signals, and maintain n8n workflows. Then they hire a GTM Engineer and ask why meetings are not getting booked. Both roles matter. They just own different parts of a modern AI-native outbound motion. We build this split for clients all the time, and the handoff needs to be clear. Step 1 → SDR is responsible for generating the meeting and the feedback loop ↳ Work Tier 1 accounts first and closely with the AE-s ↳ call, email, LinkedIn, and follow-up ↳ test angles and objections in real conversations (feed this back to the GTM Engineer) ↳ turn signal context into booked meetings (GTM Engineer creates this for him/her) Example: ↳ If an account engaged with content, visited pricing, and has a new VP, the SDR uses that context to cold call the lead + reach out Step 2 → GTM Engineers own system design and messaging that works for the SDRs and carry quota for automated outbound ↳ build ICP logic, scoring, and tiering ↳ connect Clay , HubSpot, Claude , Common Room, N8N, other tools ↳ set enrichment waterfalls and data rules, and govern the data with Ops ↳ route intent signals into the right sequence or rep queue ↳ audit what works and improve conversion paths and the full funnel Example: ↳ When 500 lookalike accounts are sourced through Clay, the GTM Engineer scores fit + signal, pushes Tier 1 into the SDR queue, and sends Tier 2 into nurture, Tier 3 for automated outreach. Contact and company fields created and updated in HS and SFDC, build new marketing/sales-related custom fields + dashboards Step 3 → Both roles work better with a clean boundary ↳ SDRs should spend time selling and testing new angles before automating these (or work closely with GTM engineers through growth sprints) ↳ GTM Engineers should build the engine and carry pipeline goals for programmatic motion, but act as true owners and enablers for SDRs to properly prospect high-value accounts. You can experiment a lot more effectivel + make the pipeline generation more predictable and repeatable when these experts work together and not against each other, so amplify each other's strengths. Save this for later when you revisit this with your team Comment "GTM team comparison" if you need this cheatsheet. P.S. If your team doesn't have the bandwidth or the expertise, we can help, and we work across your CRM, dashboard and sequencers and 1st/3rd party data by governing, automating, and activating it for sales use cases

I put the full 2026 GTM picture on one page so you don't have to piece it together. Here's a cheat sheet to help you build AI-powered GTM in 2026 Top of funnel ↳ Use AI for account research, signal tracking, lead scoring, outreach personalization, and CRM enrichment ↳ Clay, Trigify, Apollo, ZoomInfo, Findymail Mid funnel ↳ Use AI for meeting prep and follow-up, auto-fill CRM, account digest, website visitor ID, and lead routing ↳ Attention, Fathom, Default, Chili Piper, RB2B Bottom of funnel ↳ Use AI for next step recommendations, personalized proposals, inbox assistant, sales collateral, and CRM agents ↳ Claude Cowork, Qwilr, PandaDoc, HubSpot, Fellow How to build a durable AI GTM strategy ↳ Get ICP clarity before you touch a campaign ↳ Pick one motion and run it properly before adding a second ↳ Let AI handle the research, routing, and enrichment layer ↳ Keep a human in the loop on anything that goes to a customer ↳ Measure one metric per play. Kill or double down. No guessing. The teams that compound are not the ones with the most tools. They are the ones who run the same motion consistently and fix what is breaking underneath it. GTM creators worth following Kyle Poyar Jacco van der Kooij Maja Voje Mark Roberge Mark Kosoglow Leslie Venetz Morgan J Ingram Chris Walker What would you add? Drop your go-to resources in the comments P.S. Repost if this was useful - someone on your feed needs this today

We grew Growth Today from $0 to $1.5M with no paid ads. Here is the exact flywheel that made it possible: The real question is not which channel is best. It is how you build a system where every motion makes the next one better + more efficient. Here is how ours works, stage by stage. Stage 1: Generate demand ↳ LinkedIn content: 7+ team profiles posting consistently, 650K impressions per month at peak ↳ Cold outbound: signal-based, first-party audience first, third-party second ↳ SEO: optimized articles and free mini-tools, auto-updated weekly with Claude Co-work ↳ Partnerships and webinars: monthly sessions with the GTM tools we work with Stage 2: Capture who is paying attention ↳ Comment gate lead magnets on every high-performing post ↳ RB2B and FactorsAI deanonymize website visitors who take no action ↳ Kit newsletter for everyone not ready to book yet Most of the pipeline we need this quarter is already in our database. They are just not ready yet. Stage 3: Score and route automatically ↳ Clay enriches every lead: company size, tech stack, signal strength, ICP fit ↳ Claude scores and assigns the segment: hot, warm, cold ↳ High fit goes to sales immediately. Low fit goes back into nurture. ↳ 90% of this runs without a human in the loop. Stage 4: Run outreach and nurture ↳ Hot leads: 1:1 personalized sequence, human reviewed before sending ↳ Warm leads: automated sequence, Claude-written personalization line ↳ Nurture: 90-day HubSpot sequence for not-yet-ready contacts ↳ Tools: Instantly, HeyReach, Lemlist, HubSpot Stage 5: Convert ↳ 85% of deals are inbound-led ↳ Close in 3-5 calls via Google Meet ↳ Claude's agent preps the brief before every call. ARIA + Rex handles follow-up routing. Stage 6: Retain and expand ↳ Case studies to be used in the sales rooms ↳ Closed-lost re-engagement: 10-15% come back when the cheaper “lead gen gurus” didn’t work out… Why the whole thing compounds: → Cold outreach converts better when prospects already recognise the brand → Organic content tells us what our ICP is interested in + gives us insights on how to future-proof our biz → All these, from cold email to content gives us a loop to reconnect + plant the seeds What’s stopping you from building your own flywheel? 👀 ♻ Reshare if your friend is building something great, or you're a GTM leader whose not getting the ROI because the channels are not connected P.S. If the lack of bandwidth/expertise is the blocker to add $1M / channel, book a time with us, and we can help.

This is the exact process we use to build a TAM list for every B2B client we work with. Here's how the 5-step system works ↓ 55 days ago, a client came to us with a 12,000-account TAM list. 4,200 of them were duplicates. They had been running outbound on this list for months: High send volume. Low reply rates. The problem was never the copy alone But the lack of foundation... Most teams start with a contact list. We start with market logic. Here is the 5-stage TAM mapping system we built before we touch a single sequence: Stage 1: Build the ICP matrix ↳ Industry, headcount, geo, revenue band ↳ Tech stack signals ↳ Trigger events and exclusion rules We define who belongs in TAM before we pull a single account. If the criteria are vague, the list will be too. Stage 2: Pull from multiple data sources ↳ Blitz and AI ARK for broad account volume ↳ Prospeo and BetterContact for contact enrichment ↳ Clay for orchestration ↳ Apollo for gap filling One source is never enough. Different tools cover different parts of the market. Stage 3: Deduplicate and apply blocklists in HubSpot ↳ Clean for domain, company name, parent vs child company, and dead accounts ↳ Remove existing customers, recently closed-lost, and current open deals Crispy TAM > big TAM. (every time) Stage 4: Tag persona coverage by account ↳ Economic buyer, champion, user, technical reviewer ↳ This shows where we have coverage and where we are missing it Stage 5: Review + QA ↳ Total accounts in TAM ↳ Accounts with at least one valid contact ↳ Accounts with full persona coverage ↳ Coverage by segment and region ↳ Missing data rate A TAM is not a spreadsheet you build once. It is a live system. Only accounts with fit, coverage, and clean data move into sequences. This is how we keep reply rates healthy. Do you know your current TAM coverage rate right now? 👀

Most revenue teams run 10+ tools that never share data. Someone ends up being the integration layer by hand. Here are the 30 APIs that turn Claude Code into a full GTM engine: 30 APIs that fix that. Here is the full stack, layer by layer. Intent layer ↳ Apify: scrapes any site into clean, structured data ↳ Trigify.io : tracks who engages with competitor posts and your own content ↳ PhantomBuster: automates anything on LinkedIn, literally anything ↳ Vector: deanonymizes your website and visitors. Warmer than any cold list. ↳ Common Room: GTM signals from LinkedIn, GitHub, G2, Discord in one place Enrichment layer ↳ Apollo: 275M+ contacts, 73M+ companies. Most lists start here. ↳ Prospeo: 98%+ email accuracy, 200M+ database ↳ BetterContact: : 30%+ phone pickup rate ↳ Icypeas: domain to decision-maker in one call ↳ AI Ark : bulk enrichment, unlimited, cheap ↳ Findymail: finds emails and kills the bad ones before they bounce ↳ PeopleDataLabs: what most enrichment tools are built on top of ↳ Blitz: high-volume enrichment for big lists Orchestration layer ↳ N8n: multi-step workflows, triggers, branches, loops. $384/month for 2,000+ daily runs. ↳ Clay : enriches, scores, routes, leads. The GTM engineer's home base. ↳ Make: 1,500+ integrations, visual, no infra Source of truth ↳ HubSpot:Most B2B teams live here. Full API. ↳ Salesforce: enterprise standard ↳ Attio : built for this stack. Real-time webhooks, custom objects. ↳ Folk: lightweight, fast, flexible Outreach layer ↳ Instantly: programmatic cold email ↳ Lemlist: multichannel, email, and LinkedIn ↳ HeyReach: LinkedIn outreach at scale ↳ EmailBison: inbox rotation and deliverability ↳ EmailGuard: blacklist monitoring, pauses burnt inboxes Booking layer ↳ Calendly: link, route, sync. Done. ↳ Chili Piper : advanced routing for AEs Billing layer ↳ Stripe: Every payment is a webhook. Every webhook is an action. ↳ Paddle: billing and tax globally None of these tools works alone. Connect them to replace most of what your team does manually. Which one would you connect first? P.S. Hit the bell on my profile. Follow for more insights.