Methodology: Every two weeks we collect most relevant posts on LinkedIn for selected topics and create an overall summary only based on these posts. If you´re interested in the single posts behind, you can find them here: https://linktr.ee/thomasallgeyer. Have a great read!
Automation and AI in GTM
A seven-step AI-enabled workflow automated predictable pipeline creation with minimal manual effort
Five practical automations showed how triggers and agents replace repetitive outbound tasks
AI’s four-phase transformation of GTM remained early, with most teams yet to start Phase 1
Intelligent systems that learn and adapt were positioned as the future of everyday GTM work
Market research paired with AI improved positioning decisions and ROI across markets
Outbound and Pipeline
Testing 200+ prompts revealed a small subset that truly improves outbound communication quality
Repeatable workflows, not ad hoc hustle, filled pipeline with less manual effort
High-intent signals outperformed firmographic filters, reshaping list building and outreach logic
Post-$10M ARR growth required specialized GTM adaptations to maintain efficiency and pace
Founders proved that disciplined outreach frameworks drive meetings and replicable results
Product and Positioning
Remove AI to validate product value and avoid masking weak functionality
PLG motion benefited from early PQL focus and multi-channel testing discipline
Effective plans centered on ICP, crisp messaging, and pricing alignment for traction
2026 planning steered toward TAM and TRM focus without demanding new resources
Buyer-problem clarity outperformed tool chasing and superficial rebrands
Data and Insights
Sales-call data activated service readiness and coaching loops across GTM teams
Value concentrated in Layers 1-3 of the data stack, curbing budget burn higher up
Growth orchestration replaced legacy lead-gen, emphasizing adaptive, data-driven systems
C-suite misalignment on GTM issues underscored the need for shared diagnostic language
Predictable GTM systems rose as the favored approach for 2025 planning
Hiring, Roles, and Org
Leadership hiring faltered due to role misdefinition and inadequate success scaffolding
The GTM Engineer role combined sales, scraping, automation tools, and portfolio proof
Critiques warned that labels alone do not replace strategy, process, and enablement
Cross-functional teams formed to tackle strategic challenges beyond single-function limits
Fractional and training-first approaches helped marketers upskill for revenue-backed impact
Enablement and Playbooks
Seven-step workflows and playbooks operationalized pipeline creation end to end
Future-ready GTM systems were framed as learnable, documentable, and auditable
Clear problem framing and evidence of results became core enablement standards
Free training paths and directories lowered barriers to entry for GTM Engineering talent
Expert forums addressed 24 priority GTM problems with actionable guidance
Pricing and Revenue
Post-$10M ARR stage demanded tailored processes, governance, and measurement rigor
Focus and execution rituals, not tool sprawl, underpinned revenue stability
ICP, messaging, and pricing alignment emerged as compounding levers for SaaS growth
RevOps stability paired with GTM Engineer innovation balanced today and tomorrow
Evidence-based proposals outperformed claims in winning high-value clients
Customer Success and Retention
Call intelligence, coaching, and readiness loops reinforced post-sale experience
AI-assisted systems promised proactive support and expansion opportunities
Executive alignment on problems and definitions protected retention initiatives
Efficiency gains came from orchestration over handoffs and isolated metrics
Trust and awareness foundations supported durable expansion strategies
Partnerships and Integrations
Efficient GTM stack integration eliminated manual work and lifted sales productivity
Cross-functional collaboration and ecosystem thinking addressed complex challenges
Co-design with RevOps replaced tool-first procurement and one-off add-ons
Content alliances, expert directories, and forums amplified community learning
Integration quality became a differentiator for speed, data flow, and usability
New products, launches, and media
ZoomInfo Copilot Workspace introduced AI-driven automation to streamline sales operations
GTMshift launched as a video series exploring evolving GTM strategies and practices
LodeStar podcast debuted with career stories and lessons from industry operators
A report on the future of GTM Engineering highlighted human-centric strategic judgment
A directory of GTM Engineering experts began connecting talent with company demand
Want to see the posts voices behind this summary?
This week’s roundup (CW 42/ 43) brings you the Best of LinkedIn on Go-to-Market
→ 60 handpicked posts that cut through the noise
→ 33 fresh voices worth following
→ 1 deep dive you don’t want to miss