GTM motions of 30 B2B SaaS companies

She immediately diagnosed what had been impeding the sales team: a lack of clear, repeatable messages that communicated the product's value, not just features. Along with that, the sales team needed a better understanding of which prospective customers were most likely to buy, rather than just relying on their Rolodexes. She also recognized the pro

it is your market segment, not you, that determines how you distribute your product, how much they are willing to pay, what sort of messaging they respond to, and for what job they are in need of hiring a product.