Expert insights and live discussions on the latest GTM strategies
Sales forecasting is still driven by hope, gut feel, and fear. Real accuracy comes from understanding the buyer’s process, asking hard questions, and coaching deals early...
Do we even need variable compensation anymore? In a world of PLG, AI SDRs, and hyper-skeptical buyers, it might be time to rethink how GTM comp actually works ...
A first-person look at why sellers resent their CRM, why companies cling to it anyway, and what the next generation of sales systems might finally get right. Most sellers talk about their CRM with the same enthusiasm people reserve for filing taxes. I’ve worked inside enough go-to-market teams to know exactly how this conversation goes. Ask a room full of salespeople how they feel about Salesforce or HubSpot and the range spans from quiet resignation to outright annoyance. Yet every company depends on these systems as the backbone of forecasting, reporting, and pipeline operations.
October was about giving intelligence real teeth. November was about giving that intelligence hands. Together they move GTM Engine from helpful assistant to something closer to a GTM operating system that thinks, prioritizes, and acts with you. At the center of all of it is a refusal I have carried for years. I do not want revenue teams drowning in shadow work. I want them operating with the same kind of support pilots get in the cockpit. Instruments, not guesswork. Systems, not spreadsheets. In the live session we walked through how the October Strategic Intelligence release and the November Agentic Automation release snap together. This is the story behind that walkthrough, the why underneath each feature, and how it changes the day to day reality for sales leaders, RevOps, and AEs.
I never planned on starting a podcast. Honestly, I barely planned on having a LinkedIn account. But after a year of ranting with my friend Scott about everything that has gone sideways in sales, it became clear that we had a responsibility. Or at least a calling. Or maybe just enough pent up cynicism to power our own small media empire. Either way, here we are with a new series called We Are Not On Easy Mode Anymore. The title felt right. It captured that familiar sensation every sales leader feels when they open their dashboard and quietly mutter something that could never appear in a company wide memo. The world shifted. The playbooks did not. And the gap between those two realities has swallowed entire teams. If you have ever wondered why your messaging is stale, why your SDR team is exhausted, why AI feels both overrated and underused, and why every channel you rely on is collapsing under its own weight, then you and I are about to get very familiar. It is messy. It is honest. It is uncomfortable. It is exactly what sales needs right now.
At GTM Engine, we’ve built a new AI platform that not only automates the administrative burden of sales and sales leadership, but more importantly prescribes exactly how leaders can have better, more individualized, and more impactful coaching conversations. We believe coaching is the ultimate sales-leadership superpower. It's the skill that separates elite sales leaders from average ones. Yet research consistently shows that most leaders are not as effective or as impactful at coaching as they think they are. Too many rely solely on data or content to guide those conversations. That’s why we focus on empowering leaders to go beyond content and become contextual coaches. Contextual coaches consistently outperform content-driven coaches by orders of magnitude. In this Podcast, Robert joins the show to share how the best leaders make this shift and why every leader should be paying attention to this conversation and to the work we’re doing at GTM Engine.
Meet GTM Engine, the future of go-to-market execution.
GTM Engine focuses on the acceleration of potential revenue, rate of success, and
the most direct timelines to solve for predictable revenue and momentum.
Optimize Your Pipeline
GTM Engine is a Pipeline Execution Platform that automatically analyzes unstructured customer interaction data (like calls, emails, CRM entries, chats) and turns it into structured insights and actions for Sales, Marketing, Customer Success, and Product teams.
