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.
I am not the smartest person in sales. I am the one who reads everyone, then builds it.
That is the whole idea behind Built GTM.
AI is changing how revenue gets made, and most of what you read about it is noise: thinly disguised ads, Claude-generated infographics, and takes from people who have never carried a number. The job I have taken on is to put AI to work in sales the right way, in the open. I read the field, build the system, run it against a real number, and hand you back what actually worked.
Built GTM is where I do that. Not a thought leader handing down frameworks. Not a link roundup with no point of view. I bring you the field, credited, then I add the one thing I built from it, with the receipt for what moved and what broke.
The one bet: the Split
AI does the work that does not need a human: the research, the prep, the busywork. The rep does the work only a human can: the conversation that closes, expands, and keeps the customer. Augment the operator, do not automate them out. Win rates only move with a human in the room. That bet runs through everything here.
Who this is for
Sales and revenue operators. AEs, CSMs, RevOps, and the leaders who own the number. If your Tuesday is six different jobs and none of them match your title, and you would rather build the fix than wait for it, you are in the right place. I have a name for what you are becoming: the Sales Operator.
Who it is not for
People who want a guru. People who want theory they cannot run. People who want AI to replace their reps instead of making them better. I do not have all the answers. What I have is a reading habit, a building habit, and a bias toward telling you the truth about what worked.
The one promise
AI put to work in sales and revenue: closing, expanding, retaining. The moment this turns into a general business-advice feed, the promise is broken. Call me on it if I drift.
What you get
The Build Log: the real systems I built, the numbers they moved, and the workflow so you can run the same loop. Articles that survey how the sharpest operators solve a problem, then land a takeaway you can run. build better, the show where an operator walks one real workflow. Playbooks with the receipt attached. And the tools to build it yourself.
Receipts, not theory. Put AI to work in sales. The right way.
Welcome. Read How to Navigate Built GTM next, then The Sales Operator.
You bought the signal. You never built the motion.
Everyone can capture intent now. The pipeline leaks in the gap between knowing and acting. What I got wrong, and what I am asking Adam Robinson on air.
The Seventh Analyst: The Agent That Reads the Other Six
Anyone can stand up six AI analysts. The one that makes the system compound is the seventh, the meta-analyst that reads the others' audit trails and turns every miss into a rule the next run enforces.
The Governance File: How a Pipeline Stops Repeating Its Worst Week
When you automate, your failures go silent. This build turned every past break into an enforced gate, so a fixed bug stays fixed and nothing broken ships confidently again.