Tactics, teardowns, and the tools behind them.
Every GTM Algorithm article, organized so you can actually find it. Filter by topic, then read the ones that matter to your quarter.
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12 ARTICLESYour CRM is why your AI agents fail
When an AI agent gives a bad answer, the model usually read your CRM correctly. The CRM was wrong. The evidence on CRM data quality, the five things an agent needs from your CRM, and a two-week cleanup plan before you switch one on.
Bookings, billings, revenue, ARR: why sales and finance never agree
Sales reports bookings, billing reports invoices, finance reports recognized revenue and the board asks for ARR. All four are right, and they never match. One deal walked through all four numbers, and three weekly checks that catch the real mismatches between your CRM and billing.
Gmail and Outlook now reject bad cold email. The 2026 deliverability checklist
Inbox providers moved from guidelines to enforcement: Outlook rejects unauthenticated high-volume mail, and Gmail has ramped up rejections since November 2025. The exact thresholds, the bounce codes that tell you you've been caught, and a 15-minute weekly review.
The one-page pre-call brief: stop sending reps into demos blind
Buyers increasingly skip reps, and they punish the ones who show up unprepared. A seven-part, one-page brief that builds itself when a meeting is booked, so every rep walks in knowing why the buyer is there.
Why your reps ignore your lead scores (and how to build one they use)
Reps ignore lead scores because the score can't say why a lead matters or whether it still does. Split fit from timing, let engagement points decay, show the reason, and let reps reject leads with a code that improves the model.
You probably don't need an AI agent. Here's how to tell
Most GTM 'agents' should be plain workflows with one AI step. A simple grid for deciding which you need, the five workflow patterns that cover most GTM automation, and the guardrails for when an agent really is the answer.
Signal Over Volume: The Four Shifts Rewriting the GTM Algorithm
The GTM edge in late 2026 no longer comes from owning more tools or sending more messages. It comes from deciding what to build, who to reach, and when, then letting agents do the rest.
The cold outbound stack, rebuilt from scratch for 2026
A layer-by-layer blueprint for cold outbound that still works in 2026: signals, waterfall enrichment, agent-assisted drafting, sending infrastructure and the feedback loop that ties them together.
You're selling to a buying group, not a lead
The average B2B purchase now involves around 13 people across several departments, and most of the decision is made before anyone talks to you. Why single-threaded deals stall, how to map a buying group, and a simple coverage check that shows which deals are at risk.
Waterfall enrichment: the number that matters is cost per verified email
Adding more data providers finds more emails, but it also finds worse ones and costs more per contact. What one practitioner's side-by-side test of four waterfall setups shows, why provider order matters more than provider count, and how to put a verification gate in the right place.
The five context files every GTM agent needs
AI agents and workflows are only as good as the instructions they read. Five plain files (ICP, disqualifiers, provider order, scoring and routing) turn your go-to-market judgment into something every tool can use, and they are the part of your stack a competitor can't buy.
What a GTM engineer actually does (and when you need one)
GTM engineer is one of the fastest-spreading titles in B2B, and one of the least defined. What the job ads actually ask for, how the role differs from RevOps and sales ops, what it pays, and the signs your team needs one.