The Love Test: Your Reps Are Reactive to Love, Not Showing It
I ran an analysis to see whether reps were earning attention or reacting to whoever replied. A single-threaded deal wins 5%; five stakeholders makes it 30%.
Your Deal Isn’t Slow. It Keeps Stopping to Wait.
A late-stage deal that would not move was not stuck on price or the champion. It was stuck in a handoff nobody owned. Here is the hub that removed the places a deal goes to wait.
Your Product Was Already Qualifying Buyers. We Weren’t Listening.
We had thousands of weekly active users and zero pipeline from any of them. The fix was not a PQL score. It was giving the signal context, so usage became a reason to talk.
How to actually start with AI (a field guide for operators)
Zero code, one weekend. The exact ladder I climbed from lost to building, and where to start.
Millions in pipeline, with a GTM team of two
Elina Papernaya built a multi-million dollar pipeline at Alta without scaling headcount. She is joining me Wednesday to take apart exactly how.
GTM Engineering Is Not a Role. It Is How You Operate Now.
Six jobs before lunch, one title on your LinkedIn. GTM Engineering is not a hire you make. It is how the whole team has to operate now.
I Read 50 GTM Engineer Job Descriptions. No Two Described the Same Job.
Same two words. Twenty titles, five departments, a 13x salary range. GTM Engineering is not a role. It is a piece of how the whole team operates now.
Welcome to Built GTM
What Built GTM is, who it is for, and the one bet: put AI to work in sales, the right way.
How to Navigate Built GTM
The map. The newsletter makes you think, the site helps you build.
The Sales Operator
The sales leader is now a revenue leader who operates the whole machine, carrying the systems and the sales craft at once. The thesis the whole thing runs on, and a name for who you are becoming.
Five Years. One Year. Everything.
A Birthday Letter to My Daughter and a Reminder to Myself
From Symptoms to Solutions: Why Elite Sellers Dig Deeper
Your buyer says they have a data entry problem. Elite sellers know that's never the real problem.