The GTM Systems Blog

How B2B revenue leaders build pipeline that doesn't depend on any one person, campaign, or quarter
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Sales and marketing keep missing each other. It's not a communication problem.

The sales-marketing alignment conversation has been happening for 20 years. It keeps failing because it diagnoses the wrong problem. The gap is almost never about communication — it's about data architecture.
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CATEGORIES
Pipeline Strategy
May 22, 2026
Sales and marketing keep missing each other. It's not a communication problem.
The sales-marketing alignment conversation has been happening for 20 years. It keeps failing because it diagnoses the wrong problem. The gap is almost never about communication — it's about data architecture.
Pipeline Strategy
May 20, 2026
"Our pipeline turns over every 120 days." Here's what to do about it.
Most B2B revenue teams describe their pipeline as unpredictable. The reason is almost always structural: a funnel that empties faster than it fills. Here's how to build for the cycle instead.
Demand Generation
May 19, 2026
You’re not bad at demand gen. You’re running the wrong model.
Campaign-based demand gen resets every quarter. Always-on demand gen compounds. Here’s the structural difference — and why most marketing leaders are diagnosing the wrong problem.
Demand Generation
May 18, 2026
Your event leads are sitting in a spreadsheet. Unworked.
Most B2B teams spend significant budget on events then lose 80%+ of the leads in a follow-up process that never runs properly. Here’s what it costs and how to fix it.
GTM Systems
May 15, 2026
Your TAM is probably 5x bigger than your active list.
Most B2B revenue teams think they know their market. Their active prospect list tells a different story. Here’s why the gap exists, what it’s costing you, and how to close it without hiring a researcher.
GTM Systems
May 11, 2026
The single point of failure hiding in your GTM motion.
If your pipeline slows when one person is out, that’s not a personnel problem. It’s a systems problem. Here’s how to find the dependency before the board does.
AI IN SALES
March 18, 2025
Establish the Revenue Tornado methodology as industry standard
How to connect Apify Google Job Post Scraper with Clay How to connect Apify Google Job Post Scraper with Clay How to connect Apify Google Job Post...
AI IN SALES
March 18, 2025
GTM Strategy & Workflow Design
AI IN SALES
March 18, 2025
GTM Strategy & Workflow Design
AI IN SALES
March 18, 2025
Establish the Revenue Tornado methodology as industry standard
How to connect Apify Google Job Post Scraper with Clay How to connect Apify Google Job Post Scraper with Clay How to connect Apify Google Job Post...
AI IN SALES
March 18, 2025
GTM Strategy & Workflow Design
18/5/2026
Read
Your event leads are sitting in a spreadsheet. Unworked.
Read
19/5/2026
Read
You’re not bad at demand gen. You’re running the wrong model.
Read
20/5/2026
Read
"Our pipeline turns over every 120 days." Here's what to do about it.
Read
22/5/2026
Read
Sales and marketing keep missing each other. It's not a communication problem.
Read