GTM Resource Library

Spreadsheet model for annual sales capacity planning. Downloadable XLSX.

Spreadsheet model for annual territory planning and account assignment. Downloadable XLSX.

Template by Scott Albro helping founders develop compelling stories, market their online personality, and execute content strategy. Downloadable DOCX.

Demand Gen Council with John-Henry Scherck (Growth Plays) on why traditional SEO is breaking down and what content strategies succeed in AI-augmented search.

Video by Mark Gustaferro walking through how to build a sales capacity model for annual GTM planning. Downloadable XLSX template included.

Workshop by Rachael McBrearty (3x CCO) covering four steps: mapping CX journey, designing CS process, hiring right roles, and building metrics model.

Video by Robert Koehler covering three steps for hiring sales talent: deciding attributes, interviewing, and final exercise. Includes criteria and questions for AE, manager, and leader roles.

RevOps council with Michael Hargis (Ontra), Ben Loeffler-Little (Model N), and Anil Somaney (Island) sharing a playbook for predictable weekly and monthly forecasting.

CS framework by Craig Rosenberg, Kristina McMillan, and Rachael McBrearty covering strategy (journey design), operations (tiering, renewals), people (CSM roles), and execution (engagement, advocacy).

Three-layer marketing framework: strategy (target market, GTM strategy, messaging), operations (pipeline motions), and execution (audience, content type, channel selection). Developed with Maria Pergolino.

Sales workshop by Chris Orlob (Pclub.io, ex-Gong) on using negative impact questions to create buyer urgency, increase willingness to spend, and accelerate decision-maker introductions.

Video by Maria Pergolino presenting a spreadsheet for crafting annual marketing plans or 100-day plans at a new company, including questions to ask and recommendations to make.

Workshop by Pete Giordano teaching how to create customer value maps as inputs to positioning, messaging, stakeholder maps, discovery scripts, and sales playbooks.

Video by Robert Koehler covering five steps to optimizing your managed trial/POC program.

CMO-CRO council with Kelly Hopping (Demandbase), Ryan Azus (ex-Zoom), and Maria Pergolino on the 12 areas where sales, marketing, and CEOs get misaligned.

Workshop by Pete Giordano (ex-Google Workspace) guiding through six key positioning questions. Output: two-page positioning canvas for cross-functional alignment.

Sales framework by Craig Rosenberg, Kristina McMillan, and Robert Koehler covering strategy (ICP, segmentation), operations (pipeline, forecasting), people (onboarding, coaching), and execution.

Four-layer SDR framework: strategy (target market, messaging), operations (AI co-pilots, marketing alignment), people (hiring, enablement), and execution (signals-based selling).

Framework by Maria Pergolino defining responsibilities by title in B2B marketing orgs: deliverables, supervision, and knowledge areas. Downloadable XLSX for job descriptions and performance evaluation.

Survey of 63 GTM leaders on AI adoption. Most still taking ad-hoc approach, ~90% seeing some impact, ~20% seeing strong impact. Covers use cases and key takeaways.

Video walkthrough by Scale EIR James Huber covering how to track, calculate, and format key financial metrics for board meetings, plus reporting infrastructure setup.

Survey of 39 GTM leaders on signals-based selling adoption across RevOps, Demand Gen, and Sales Development. Companies using six or more signals across the funnel see strongest impact.

SDR tech council led by Kristina McMillan covering AI tools for account selection, messaging workflows, coaching, and balancing AI efficiency with human relationship-building.

Pete Giordano outlines four steps for PLG companies adding sales-led motion: mapping buyer journey, mapping customer value, managing sales efficiency, and aligning internal leaders.