Not sure if you noticed, but companies are hiring “storytellers” again, and paying a lot for it. LinkedIn data says US job postings that include the term “storyteller” doubled over the last year. And I love it. Because it signals something important: companies are realizing

If search CAC is creeping up and SDR connect rates are down, this is why: you’re missing the pre-conditioning layer. Factors.AI’s LinkedIn Benchmarks report quantifies something most GTM dashboards hide: LinkedIn isn’t where demand converts, but where conversion rates get set

Here’s what B2B buyers are doing right now: they‘re re-entering the journey again and again, with new context, new questions, and new people. Just take these examples: They had a shortlist… then a new requirement shows up… and everything gets re-evaluated. A buyer has a

If you’re seeing 3+ of these, tactics aren’t the problem, even if it feels like you’re one campaign away from a breakthrough: 1- No one can clearly explain your best customers in one sentence 2- Expansion into new segments is justified by a single inbound logo or a board

I just spent 2+ months codifying my entire GTM system into one playbook. 8-step sequencing ladder. 7 failure patterns. 3 expert frameworks. And it’s built around a hard lesson many B2B SaaS leaders learn too late: Your GTM isn't a funnel. It's a system. And when the foundation

Are you blaming marketing & sales first when the pipeline stalls? You're not alone... but it's the wrong diagnosis. Because your GTM is a system that is leaking, and you’re blaming the wrong link. Marketing, Sales & CS aren’t three teams, they’re one GTM system. And ROI doesn’t

Win rate at 13%. What do you fix first? I asked the same question when I worked with a Series B fintech that was sitting at ~13% win rate, deals slowing down late-stage, and sales cycles that just kept dragging. Their GTM was aimed at Cybersecurity, because fraud = security,

You have 15+ GTM tools and still miss the signals that move pipeline... so instead of assuming you’re missing a tool, ask: how do we build a signal system that actually works? Most stacks are optimized for what’s easy to track: website visits, clicks, and massive cold lists.

What this makes me wonder: why do we forget how we actually buy? When we’re the buyer, we don’t think: “let me click ads and take a cold call.” We think: “who do I trust?”, “what have I heard?”, and “what’s the safest shortcut to a shortlist?” And the data is straightforward:

Organic search is down ~38%, and direct traffic is up ~30% (real data). So, what is going on here? First things first. I audited a B2B SaaS GTM recently and found something that kills the "SEO is dead" narrative. At first glance, it looks like demand is shrinking… No, it's

Every GTM failure I’ve seen traces back to the same thing, and it’s not your team, your channels, or your execution. After working inside dozens of B2B SaaS GTM systems, I keep seeing the same 7 failure patterns: 1- ICP drift 2- Messaging that doesn’t resonate 3- Motion +

Run demand gen, fix positioning, ship product marketing, build brand, clean the data, support sales, report results... oh, of course, and move fast. That's the CMO job = Do magic No wonder exhaustion is the num 1 feeling marketers are expressing right now, and no wonder tenure