Jake Dunlap

2025 will be the year EVERY company must implement Generative AI in their revenue org. I personally am seeing time savings for SDRs, AEs, and AMs of 20-30% per role and predict that we will see quality of sales conversations go up by 40% or more.

We have developed a new category of consulting designed to help your company see these results in just weeks/months: AI-enabled Revenue Transformation

My deep passion for the science and art of sales has fueled my journey over the past 12 years as the founder and CEO of Skaled, a globally recognized sales consulting firm. According to G2, we have outperformed industry giants like McKinsey in Management Consulting and Accenture in Sales Consulting due to our mix of strategic foresight and tactical follow through.

We’ve consistently driven a 10-20% increase in qualified opportunities, reduced sales cycles by 8%, and enhanced overall team productivity by 20% within the first 60 days of engagement. Our approach is methodical and data-driven, ensuring that every strategy we implement translates into tangible business results.

With a team of over 30 elite professionals and access to a vast network of industry experts, we specialize in aligning sales and marketing to create scalable, replicable processes. We leverage cutting-edge generative AI technology to automate critical functions like follow-up, data entry, and task management, freeing your teams to focus on what truly matters—closing deals and driving growth.

As the USA Today bestselling author of Innovative Seller, I’ve helped to shape the future of sales, offering insights and strategies that resonate with both seasoned executives and the next generation of sales leaders. My work has been recognized in the New York Times, Forbes, Inc., and HuffPost. 

Check out my YouTube: Jake Dunlap to discover over 500 sales, revenue and AI for Sales videos: bit.ly/2Qu3niE

Highlights:

	• USA Today Bestselling Author of Innovative Seller - #21 in all books
	• First VP of Sales at Glassdoor (acquired for $1.2 billion - May 2018)

Chief Executive Officer

Everyday we help companies operationalize key aspects of their sales and marketing organization.  As CEOs, Senior Execs, and Sales people, our world is changing so rapidly and keeping pace is extremely hard.  We help with both strategic and tactical support through various phases of scaling and when larger organizations are looking to re-invent or stay relevant with their current marketing and sales strategies.

Here are a few of our clients in key verticals:

Enterprise Technology and Services:
Microsoft / GLG

Hospitality/Customer Service Tech:
Duetto / NoWait (acquired by Yelp) / Stella Service

HR Tech:
LinkedIn / ADP / The Muse / Grovo / ConveyIQ / Wayup / Vettery / Paypro

Education/Legal Tech:
Newsela / Bodhala / Hire an Esquire / Allovue / Codio / Busylamp

Real Estate/Financial Services Tech:
Breather / Nestio / Honest Buildings / Hightower / Everplans / CredSimple / Captalys / ReThinkCRM

Sales Technology:
Outreach / SalesLoft / Everstring / Lead Genius / Terminus / Discoverorg / Emissary.io / Redbooks / Speek / 15Five / Honey

Advertising and PR tech:
BounceExchange / SaleMove

Services:
Dom & Tom / Betts Recruiting / Moxie / Palantir

The worst advice in sales training is also the most common "People buy from people they like."

This feel-good sound bite has probably cost more deals than any other sales myth.

Modern B2B buyers don't care if they like you.

They care if you can solve their problems.

Buyers are evaluating solutions, not salespeople. Look does it help to be both….10000%

But most will take competence over charisma all day

Here's what actually drives purchase decisions: 
➡️ Understanding their business better than the competition. 
➡️ Demonstrating clear ROI with specific, measurable outcomes. 
➡️ Proving you can implement successfully with minimal risk.
➡️ Providing social proof from similar customers. 
➡️ Making the buying process easier, not harder.

The best sellers I track aren't the most likeable. They're the most helpful.

They don't try to be your friend. They try to be your guide. 
They don't focus on building rapport. They focus on building confidence. 

Stop trying to make buyers like you. Start trying to make them trust you.

Trust comes from competence, not connection.

I partner with forward thinking B2B CEOs/CROs/CMOs to transform their business with AI-driven revenue strategies | USA Today Bestselling Author of Innovative Seller

AI training is the new “Sales Kickoff high”

Everyone attends

Everyone nods

Everyone goes back to their desk… and uses it twice.

Then they go right back to the 2018 playbook

That’s the entire game in 2026:

Curiosity + consistency

Not “which AI tool is best”

Not “what prompt should I copy/paste”

The reps (and SEs) who win are the ones who turn AI into an everyday habit… not a one-time experiment.

Here’s the part most sellers miss:

AI’s real power isn’t prospecting

It’s pre-sales

Discovery. Point of view. Tight demo narrative.

Turning a “qualification call” into a validation session.

That’s where teams close 10–30% more (and most orgs have no idea why).

Tomorrow’s episode of AI Powered Seller drops with David Maloof

We get tactical on:
→ How AI-assisted discovery actually works
→ How pre-sales + AEs stop tripping over each other and start attacking deals as a unit
→ How to use transcripts + feedback to rebuild demo stories fast
→ Why “I don’t have time” is officially dead (3 minutes is the new standard)

If your process still starts with:
“What keeps you up at night?”
…you’re already behind.

"We need better leads" is usually code for "our follow-up process is broken" or “I thought my job was to only deal with layups”

I just reviewed lead response data for a company complaining about lead quality.

Marketing was generating 200+ qualified leads per month. Sales was responding to 23% of them within 24 hours.

Speed matters more than script.

The companies with the highest lead-to-opportunity conversion rates respond within 5 minutes.

Not 5 hours. Not end of day. 5 minutes.

But most sales teams treat inbound leads like they're doing them a favor by calling back.

"I'll get to it when I finish these other calls."

Meanwhile, your competitors are already having conversations with those prospects.

The best lead response systems I've seen work like this:
Minute 1: Automated email confirmation 
Minute 2: Text message with calendar link 
Minute 5: Phone call from AE 
Hour 1: Video follow-up if no contact 
Day 1: LinkedIn connection with personal note

Your leads aren't bad. Your response time is.

Marketing can't fix what sales won't follow up on.

New year. Same playbooks.

That gap is about to get expensive.

AI isn’t moving at planning speed. It’s moving at execution speed.

AI isn’t just evolving. It’s outpacing our team’s ability to adapt.

We just dropped a deep-dive on where AI actually stands heading into 2026. What tools are saving reps time, what features are driving revenue, and where the next wave of innovation is going to hit.

Here’s what stood out to me:
⚡ 28% of sellers are already saving 5+ hours per week using GenAI like ChatGPT.

📈 Reps using AI in prospecting are booking 10% more meetings in the first month.

🧠 Adoption isn’t just about automation. It’s about skill development, onboarding, and personalized messaging at scale.

And the gap between prompting and strategy-driven GPTs is widening fast. The winners in 2026 won’t be the teams who use AI.  It’ll be the teams who train it to sell like they do.

If you’re still treating AI like a “nice to have” as you kick off the year, you’re going to get smoked by someone who turned it into a competitive advantage months ago.

Check out the full report below or DM me for the breakdown.

State of AI

Your CRM is making your sales team dumber

Every time a rep updates an opportunity stage without understanding WHY the buyer is moving forward, you're training them to be process followers instead of deal strategists

Guess what MEDDPIC or MEDDICC or whatever Ps and Cs doesn’t actually track if your people ran a good call or now which is the wild part

Most CRMs track what happened.

They don't track why it happened.

Stage: Discovery Complete ✓ 
Why they agreed to move forward… [blank]

Stage: Proposal Sent ✓ 
What convinced them we're the right solution… [blank]

Stage: Negotiation ✓ 
What competing priorities might derail this… [blank]

Your reps are updating stages like they're checking boxes 
They have no idea what's actually driving buyer behavior.

The best sales managers I know have added one custom field that changes everything 
→ Buyer motivation for this stage progression

And then we use AI to summarize and gut check this and call out threats around this as well 💥

This forces reps to document the actual driver 
Instead of "We sent a proposal," they write "CFO confirmed budget approval and wants to see ROI projections."

Instead of "Discovery complete," they write "Security team identified three technical requirements that we uniquely solve."

When reps understand buyer psychology, they can predict next steps.

Your CRM should be building deal intelligence, not just tracking activities.

Generic is officially dead

Not underperforming

Not “less effective”

Dead.

AI can already write a decent email

AI can already personalize at scale

AI can already sound like every other seller in your market

Which is exactly why AI-generated personalization won’t cut through the noise in 2026

The only thing you’ll have left is you

Your judgment

Your point of view

Your ability to make the last 10 percent better than everyone else

That’s the shift

Higher quality work

Done faster

With the human nuance as the differentiator

In my new episode of AI Powered Seller that just dropped, I review the biggest shifts we saw in 2025 and what they actually mean for selling in 2026

Not theory

Real patterns

And what to change now before everyone else catches up

I’ve got opinions on this
Interested to hear what’s working for you 👇

Check out the episode here: https://lnkd.in/gezm4brV

Your team doesn’t need more AI tools

They need AI they’ll actually use when deals are on the line

Back in November, we ran our first AI Sales Certifications for managers and reps
It worked for one simple reason

We removed the intimidation factor

Most people aren’t blocked by AI’s potential

They’re blocked by “this feels too technical for me”

One rep summed it up perfectly

They came in with “zero to little knowledge about AI agents” and still walked out confidently building real tools because complex ideas were broken down into practical, usable steps

That’s the bar

So we’re running it again

🚀 Next session starts in February

What you walk away with in 3 weeks
→ Managers clone their best thinking into AI
→ Reps build a personal AI stack that knows their product, territory, and deals
→ Research, prep, and data entry stop eating selling time
→ Coaching and deal strategy become systematized
→ No code. No technical background. No theory-only slides

This isn’t “try this prompt”

You build Custom GPTs, Gemini Gems, and AI Agents that fit how you sell

Managers close the process vs. production gap
Reps get a digital intern handling the busy work

⏰ Sign up before January 17th and get $150 off
👥 Team pricing available

Check out the links below and DM me with any questions
Managers 👉 https://lnkd.in/gsuQVGCT
Reps 👉 https://lnkd.in/g5vjXdEk

Open article: AI Sales Rep Certification | Sales Agents & Advanced GenAI by bit.ly

AI Sales Rep Certification | Sales Agents & Advanced GenAI

AI fluency won’t get you promoted in 2026

But it will get you passed over

Two VP of Sales candidates

Candidate #1
→ Big-name logos on the resume
→ Ran the “proven” sales playbook
→ Talks about tools, process, and headcount

Then I ask one question

“How are you getting 20% more revenue with the same team?”

No mention of AI

No chance

Candidate #2
→ “Here’s how AI replaces admin work”
→ “Here’s how we personalize without scaling volume”
→ “Here’s how reps perform like 2–3 people”

That’s the hire

This is what I break down on the next AI Powered Seller episode

2026 is the year the gap shows up on the org chart

Who moves up

Who stalls

And why AI fluency decides it

If a candidate doesn’t bring up AI unprompted, do you trust them to lead a team right now?

I want to hear how you’re thinking about this
Drop your take in the comments 👇

Head of Benelux @Personio | Unlock the Power of Your People

Over the past 12 years in SaaS, I’ve seen firsthand where most Founders and Revenue leaders fail: 

- No structured Go-To-Market strategy → Running multiple GTM motions at once. Growth stalls, especially beyond the home market.
- No consistent sales process → Relying on individual performance instead of repeatable systems. No scalable growth engine.
- No clear revenue insights → Looking at blended metrics instead of pinpointing what drives conversions. Low rep productivity, declining ARR per FTE.

I get it. Day-to-day operations take over, and revenue inefficiencies stack up.

The bad news? You’re responsible for fixing it.

The good news? I can help you and your SaaS business.

How I help B2B SaaS teams ($5M-$25M ARR) scale faster:

- GTM & Sales Strategy – Structuring inbound, outbound, and partner strategies across SMB, Mid-Market, and Enterprise.
- Sales Process Optimization – Improving conversion rates and reducing reliance on top performers.
- Playbooks & Execution – Building structured systems, coaching frameworks, and checklists for consistent revenue growth.
- High-Performing Teams – Hiring, developing, and structuring commercial teams with clear accountability.

Results I’ve helped drive:

→ Increased sales team efficiency by 2X through scalable sales team structuring and skill development frameworks.

→ Improved win rates to 25% by implementing structured tactical and operational Go-To-Market tactics.

→ Built GTM playbooks that accelerated ARR growth for early-stage and scaling SaaS companies to $10M ARR.

How we can work together: 

1. Coaching & Advisory – Hands-on support to build a scalable sales engine.
2. On-Demand Sessions – Solving your biggest sales execution challenges.
3. GTM Playbooks & Frameworks – Proven templates for predictable growth.

Scaling isn’t about luck. It’s about building the right systems.

What’s blocking your revenue growth today? Let’s fix it.

DM me and let’s chat.

Koen Stam

Yesterday, something powerful happened at our UKI sales kickoff. The people who once joined us as SDRs led the entire program.

They built the workshops, analyzed the data, and ran the room with confidence and ownership. Their leader sat in the audience, proud and learning from the people he helped grow.

That’s what real enablement looks like.

Most teams talk about developing people.
Few actually let them lead. It takes trust, preparation, and a willingness to give up control.

When that happens, something changes.
People stop waiting for direction and start moving with purpose. They begin to see the business as their own.

If you want to build that kind of culture, start small and make it a system.

Here’s how we approach it:

1. Rotate ownership early.
Let team members lead parts of meetings or projects before they feel ready.
Growth starts with small moments of trust.

2. Design for visibility.
Give your team a stage in internal sessions, workshops, and kickoffs.
Growth accelerates when people are seen.

3. Coach, don’t script.
Replace detailed instructions with clear outcomes.
Let people find their own voice in how they deliver.

4. Celebrate the process, not perfection.
Reward preparation, initiative, and effort, not just results.
Confidence builds when progress is noticed.

5. Keep it consistent.
Leadership development works when it’s repeated, not remembered once a year.
Make it part of how you operate.

Watching Lee, Lenia and Conor lead the room was a reminder. Growth happens when leaders build trust and dare to step aside. That’s how you turn potential into performance and teams into leaders.

Leading International @Personio | Building community @Pavilion | Architecting Growth @Winning By Design | Showing revenue teams what’s next @GTM OS

10 Go-To-Market newsletters you must read in 2026 ↓

 1. Growth Unhinged 
    👤 Kyle Poyar 
    🔗 https://lnkd.in/eBWwrhd4
    
 2. Saastr AI: How to Sell, Scale, and Win
    👤 Jason M. Lemkin 
    🔗 https://lnkd.in/e9EupbZ5
    
 3. The GTMnow Newsletter
    👤 Sophie Buonassisi 
    🔗 https://lnkd.in/etj2kTku?
    
 4. The Revenue Leadership Podcast
    👤 Kyle Norton 
    🔗 https://lnkd.in/eW57TFJf
    
 5. GTM Strategist
    👤 Maja Voje 
    🔗 https://lnkd.in/eEQax9dJ
    
 6. Marketing in Action 
    👤 Kieran Flanagan 
    🔗 https://lnkd.in/eFaKMTC2
    
 7. Full-Funnel B2B Marketing
    👤 Andrei Zinkevich 
    🔗 https://lnkd.in/ej7DP4dg
    
 8. Brian Balfour
    👤 Brian Balfour 
    🔗 https://lnkd.in/eMqCh58a
    
 9. GTMonday by GTM Partners
    👤 Sangram Vajre 
    🔗 https://lnkd.in/euedjbkb
    
10. Greg’s Letter
    👤 Greg Isenberg 
    🔗 https://lnkd.in/ei8DwXFY

Which GTM newsletter would you add to this list?

I’m excited to share that André and I have made our first angel investment in the co-founders of ImpactPilot, Pieter and Konstantin.

Churn is a company problem, not a CS problem.

For years every company obsessed over new business growth.
But in 2026 the KPI that defines long-term growth is Retention.

It is not about how fast you can add customers.
It is about how deeply you can serve the ones who already chose you.

We should be focusing on
• Treating churn as a company-wide issue
• Proactively improving retention rates
• Preventing churn before it happens

Because when you do, it shows up directly in ARR.

Still too many leaders see Customer Success as a reactive function.
You hear it all the time.
Our CS team is too reactive.
They are firefighting.
They are not commercial enough.
I do not know what they do every day.

The truth is that most CS teams are measured on the wrong things.
Lagging indicators like NRR, GRR, expansion, or upsell.
Activity metrics like calls, meetings, and emails.

But between those two sits something critical, the impact drivers.
The actions that actually move customers toward success and retention.

That is where ImpactPilot comes in.

ImpactPilot helps B2B SaaS teams identify and act on those impact drivers.
They build inside HubSpot to reduce churn, uncover upsell opportunities, and make customer data finally work for CS teams.

I have worked with Pieter and Konsti for years.
They know this space inside out and bring a rare mix of commercial thinking and deep customer empathy.

Retention is not a metric. It is a mindset.
Customer Success is not a cost center. It is a growth engine.

Recurring revenue only happens when you create recurring impact.
That is why we are proud to back ImpactPilot.

I turned 39 yesterday.

Thirty-nine years ago it was -11°C.
Yesterday it was +11°C.
Same day. Different shape.

And that feels a lot like leadership.

Leadership can be lonely.
It can be hard.
But it is also one of the most beautiful things you can do, because how hard it feels often depends on how you choose to see it.

It is the story of the glass half full or half empty.

For me, fulfillment always starts with the same three habits.
Connecting.
Sharing.
Giving.

Two moments yesterday reminded me why these matter so much ↓

1. Morning: community in action
   
We started our monthly Chapter Leaders session with Brendon and André.
2025 was an incredible year for our chapter with 25 events, new members, and countless meaningful conversations.
But success does not automatically repeat itself.

So we sat down to ask:

• What worked?
• What was missing?
• How can we make 2026 even more valuable for our community?

12 events are already pencilled in, including 9 salon dinners.
Intimate peer discussions around one relevant topic.
The concept stays the same: connect, share, give.

Doing this alone is not possible.
Doing it together with peers who share the same spirit makes it not only possible but energizing.
Starting my Friday, and birthday, this way was the best gift I could ask for.

2. Afternoon: the reminder of mentorship
   
Leadership can be isolating. Sometimes you get stuck.
That is why I believe so deeply in community and in being there for each other when direction feels unclear.

3,5 years ago, at my first HUG conference, I met ✨Michiel.
Since then, our connection has only grown stronger, built on the same foundation: connecting, sharing, giving.

He has become more than a peer or friend.
He is a mentor, someone whose wisdom and humanity remind me what true leadership looks like.
Even on a busy day, even on your birthday, you make time for people like that.

Because that is what fills the glass.

So here is to 39.
To peers like André, Brendon, and Michiel.

To real humans.
Real connections.
And to the simple act of sharing and giving, the heartbeat of community.

Leadership gets lighter when we lead with others.
Who has helped refill your glass this week?

Cheers to the human connection ✌️

After 15 years in GTM, one thing feels truer than ever: you don’t build a great company by winning customers, you build it by keeping them.

When I started out, I thought growth meant new logos and record quarters.
It took time to understand that real growth does not start with a contract. It starts with commitment.

In every fast-growing company, we ring the gong for new business.
And that is fine, because new business fuels momentum.

But the real story of growth happens quietly.
In onboarding calls.
In renewal check-ins.
In the everyday work that helps customers see value again and again.

Customer Success and Account Management are sometimes seen as easy jobs.
They are not. They take empathy, patience, and deep understanding. They are the reason growth keeps going instead of slowing down.

If you have ever worked in a growing SaaS business, you have seen it.
The quiet strength behind every renewal.
The teams who turn software into outcomes and customers into advocates.

This week our International CS and AM teams came together in Amsterdam.
Under the strong leadership of Alba, Felipe, Alvaro, and Julia, they created an incredible onsite that brought together colleagues from Dublin, London, Madrid, and Amsterdam.

They looked back on lessons from 2025, aligned on 2026 priorities, and celebrated what truly matters: helping customers succeed every week, every month, every quarter.

I am proud and grateful to work with such an exceptional group of people.
They remind all of us that growth starts and ends with people who care.

Growth is not built in spikes. It is built in cycles.
If someone on your team keeps those cycles turning, thank them today.

I’ve always found it strange how we treat Q4 to Q1 as a reset, not a relay.
Every January feels like we’re starting over when we should be carrying momentum forward.

At Personio, we’ve learned the next year doesn’t start in January. It starts back in Q3 when budgets, quotas, books of business, and priorities begin to take shape.
That is when real planning begins.

By the time we end Q4, everyone knows the direction.
It is not perfect, and it never will be.
But it means we can close the year strong without rebuilding the plan from zero once the calendar turns.

That alignment doesn’t come from one leadership meeting.
It happens when every layer is involved.
Senior leaders, first-line managers, AEs, and CSMs all bring ideas, context, and ownership.

Strategy needs to move in both directions.
Top-down for clarity, bottom-up for insight.
The best plans come from the people who have to make them real.

All orchestrated by a central strong RevOps team. 

Each year still brings new lessons.
Even with strong results, the market changes and teams evolve.
Our 2026 plan is not about perfection.
It is about focus, about learning faster, and about keeping momentum steady.

Next week, our teams in the UKI, Spain, and Benelux will run their own kickoffs before we come together for the GTM kickoff.

Not a sales kickoff.
A go to market kickoff.
One rhythm. One direction. One collective plan.

We don’t reset every January.
We learn, we align, and we keep moving forward together.

How are you starting 2026?

—
PS. 6am this morning started my 8th workout of the year. Consistency is key.

Yesterday proved something I keep relearning.
Even the best GTM leaders don’t fail on strategy. They get stuck on change.

At Pavilion's first Amsterdam Chapter dinner of 2026, twenty-five marketing and revenue leaders joined two tables of peers.

Same familiar format. One question that never gets old:
What’s your biggest challenge right now?

It didn’t matter who answered.
Enterprise, SaaS, startup, or scale-up. Every story pointed to one word: change.

Organizations moving toward AI.
Teams expanding into new markets.
Revenue leaders building partner motions from scratch.

Everyone is adapting. Few feel ready.

That’s why these rooms matter.
Because when you share what’s actually hard, you realize no one has it figured out.
You stop solving in isolation.
You start learning together.

I’ve been part of Pavilion for five years.
Each time I sit down with this community, I walk away reminded of the same truth.
Context is unique.
But the challenge rarely is.

If you’re leading through transformation this year, lean on your peers.
The answers might not be final, but they’ll move you forward.

How are you managing transformation in 2026?

Every January, I promise myself we will start the quarter with clean pipeline coverage. And every year, I realize I am wrong.
 
We close hard in December, celebrate, and clean the pipe halfway. Then January hits, dashboards show 3x coverage, and it looks fine.  

But once you remove the leftovers, the truth shows up.  Coverage is short, and the year starts behind target.
 
That is not a motivation problem.  
It is a system problem.
 
This quarter, I faced it directly and turned it into a model any GTM team can run.

Here is one way to systemize pipeline coverage so it stays predictable each quarter.

1) Coverage clarity comes before creation

Many teams talk about needing more pipeline, but few can explain the math.
Start with a one-slide coverage model: quota, win rate, cycle time, required pipeline.
No debate, only clarity.

If coverage cannot be explained on one slide, it is not a pipeline problem.
It is a measurement problem.

2) Cleaning the pipeline is performance work

Delayed cleanup creates false confidence.
Make it week one, every quarter.
You cannot build on noise.
You can only build on verified opportunity.

3) Pipeline grows from design, not activity

Instead of more outreach, run focused 14-day sprints.
One ICP, one message, one offer, one reason to act now.
Focus creates accountability and measurable movement.

Coverage improves not from doing more, but from acting with intent.

4) CRM hygiene does not fix coverage. Discipline does

Restaging or extending close dates does not create real pipeline.
If coverage increases but conversion does not, nothing has changed.
The goal is not to look better in the CRM but to perform better in the field.

5) The 7-Step Pipeline Coverage Operating System

1. Define ownership
2. Run front-loaded outbound sprints
3. Inspect early
4. Align on one cadence
5. Coach through metrics
6. Add visibility to risk
7. Improve quarterly

It is not about complexity.
It is about consistency.

Pipeline coverage is not a forecast metric.
It is an operating system.

For teams that start the year under-covered, start small:

• Calculate the gap in € or $
• Pick one segment
• Run a 14-day sprint
• Clean weekly
• Fix conversion last

What are you doing differently this quarter to improve pipeline reliability?

I upgraded my best performing GPT who was used over 10,000 times in the last 2 years.  

My best GTM mentors don’t know me. They share their learnings for free:
• Via LinkedIn.
• Via podcasts.
• Via newsletters.

40+ months ago, I stopped consuming content randomly.

I started archiving newsletters, podcasts and LinkedIn posts with structure, intent, and prompts.

Instead of scrolling endlessly or multitasking through episodes, I built 5+ extensive GTM knowledge libraries:

• 25+ podcast shows.
• 100+ GTM operators.
• 1,500+ podcast episodes.
• 10,000+ GTM LinkedIn posts.
• Analyzed for micro-learnings per episode.
• Connected to AI for direct insights via prompting.

Why? Because GTM education isn’t something I leave to chance.

I learn from the best: founders, CROs, operators, investors while walking, traveling, or doing deep work.

And I don’t just listen. I study. I learn. 
And I apply those learnings in my day2day.

Here’s how I turn audio into action:

• I tag each episode by topic, from strategic to operational.
• I summarize key takeaways and highlight playbook-worthy ideas.
• I prompt those insights into AI to speed up application.

The signal is out there. You just need to structure it.
We did just that.

Every one of those thousand episodes and 1,500+ hours of GTM content has been:

• Archived in a Notion database.
• Analyzed with Notion AI in micro-learnings
• Indexed with a Pinecone vector database
• Connected to the OpenAI API
• And turned into a GTM revenue assistant

You can now voice prompt your biggest revenue challenge and get solutions pulled from the best minds in the game.

If you're curious to test it, comment '𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗮𝘀𝘀𝗶𝘀𝘁𝗮𝗻𝘁', make sure you are connected and I’ll send you access.

Prompt your way to sharper GTM results.

Last year during the SaaS Summit Benelux, one question kept coming up:
“How do we grow in 2026 with the same or smaller budget?”

Everyone’s instinct was the same: Do more.
More pipeline. More SDRs. More campaigns.

But the best operators I know are asking a different question.
Where can we do better before we do more?

Because growth doesn’t stop when markets slow down.
It stops when your GTM system leaks efficiency.

Inside GTM OS, we’ve identified 7 tactics by 100+ proven GTM experts every team can use to scale smarter:

1. Signal-based GTM: Focus only on in-market accounts that are ready to buy.

2. ICP discipline: Cut to your real customer base and double down.

3. Unified efficiency dashboards: Connect GTM, Ops, and Finance around one truth.

4. Process-led GTM: Build scalable systems before adding headcount.

5. Retention and expansion: Treat your customer base as your primary growth motion.

6. AI-native workflows: Turn data and context into daily leverage for reps.

7. Continuous governance: Review, measure, and optimize efficiency like financial health.

Doing better is not glamorous.
It’s alignment, rhythm, and iteration.
The kind of work that doesn’t make headlines but shows up in revenue.

If you’re planning for 2026, start here:

• Don’t add until you optimize.
• Don’t expand until you prove.
• Don’t hire until your process scales itself.

The next wave of SaaS growth will come from doing better, not doing more.

What is your key GTM play for 2026?

Here are my 10+1 most leveraged Revenue Assistants in 2025 (and the ones I’ll expand in 2026).

Prompts won’t build your GTM system.
Context will.

Dharmesh taught us during his Inbound keynote late 2025: AI without context fails.

So instead of chasing clever prompts, I built context-first CoPilots that think, write, and execute with me.

They run my GTM OS and assist my daily job as GTM operator every single day.

Most operators build prompts.
Few build systems.

Dharmesh’s PART framework explains why:
P = Prompt, your input
A = Archive, your long-term memory
R = Resources, your supporting material
T = Tools, your APIs and workflows

Without all four, AI cannot perform.

At GTM OS, we applied PART to every workflow.

• 𝗔𝗿𝗰𝗵𝗶𝘃𝗲: 10,000+ LinkedIn posts, 1,000 hours+ of GTM podcasts, and 100 playbooks indexed into vector memory
• 𝗣𝗲𝗿𝘀𝗼𝗻𝗮: a 15-question GTM profile that helps AI understand your role, motion, and ICP
• 𝗪𝗼𝗿𝗸𝗳𝗹𝗼𝘄𝘀: assistants for posts, playbooks, checklists, coaching, and growth planning. All connected. All contextual.

Here are my 10+1 most leveraged Revenue Assistants in 2025
(and the ones I’ll expand in 2026):

1. Playbook Builder: builds instant GTM playbooks from 3 years of archived GTM signals.

2. Content Architect: co-writes my daily LinkedIn posts with structure and consistency.

3. Chief of Staff: clarifies priorities and sharpens strategic decisions in my day2day as GTM operator.

4. ICP Architect: refines ICPs from transcripts and data as signals evolve.

5. GTM Memo Writer: turns ideas into clear, actionable communication for me as GTM operator.

6. Checklist Builder: converts playbooks into repeatable checklists my teams use daily.

7. Daily Prep Co-Pilot: generates daily prep briefs from my calendar, call transcripts, and CRM.

8. ARR Growth Plan Assistant: helps plan annual growth with clear milestones.

9. Substack Co-Writer: turns frameworks into long-form clarity for my newsletter.

10. GTM Prompt Engineer: rewrites rough questions into sharper GTM prompts.

Bonus: The Revenue Assistant
Used more than 5,000 times in the last two years.
Built from 1,500+ GTM podcasts, 10,000+ LinkedIn posts and 100+ dynamic GTM playbooks.

Each assistant runs on my 5+ rich GTM Notion databases, carefully build in the last 40+ months.

They document what good looks like for founders and GTM operators, then teach it back through AI.

Want access to all 11 assistants?
The full breakdown and build guide are live in my latest Substack.

PS: Most of it is still free. Build before you get left behind.

After every quarter, the same reflection shows up in deal reviews.
“If we had just one more demo, this deal would have closed.”

But buyers are not waiting for more demos.
They are waiting for clarity.

We keep building calendars.
Buyers build consensus.
And every week that depends on scheduling becomes a week lost to silence.

That is not a motivation problem.
It is a system problem.

Async selling replaces time friction with buyer enablement.
It builds rhythm, visibility, and velocity without more calls.

Here is one way GTM operators can systemize async selling so momentum never depends on a meeting.

1) Build the async rhythm

Replace meetings with a predictable cadence of short updates.
Define which deal moments must always run asynchronously.
Consistency replaces calendars as the control mechanism.

2) Create buyer workspaces

Launch one digital sales room per qualified deal (we love trumpet 🎺 for this).
Centralize all buyer-facing assets in that workspace.
Every async touchpoint links back to one source of truth.

3) Lead with video

Video keeps async human.
Short recaps, quick intros, clear next steps.
Buyers watch when they have focus, not when you are free.

4) Run async action plans

Use mutual action plans to track progress without check-ins.
Every update is visible.
Momentum becomes measurable.

5) Automate follow-ups

Let systems handle recaps and next steps.
Trigger follow-ups from buyer activity, not reminders.
No one should wait for clarity.

6) Use deal signals

Prioritize execution based on behavior, not opinion.
Engagement data guides attention to what matters now.

7) Enable the champion
Help buyers sell internally without you.
Give them shareable assets, short summaries, and proof points they can use.

It is not about complexity.
It is about consistency.

Async selling is not a trend.
It is an operating system for a buyer-led world.

If your team is still scheduling to create movement, start small:

• Replace one meeting per week with an async update
• Build one buyer workspace
• Record one video recap per deal
• Automate one follow-up
• Track one new signal

What are you doing this quarter to make your sales motion more async-ready?

I used to consume great GTM content every week
and still feel like I was relearning the same lessons.

Podcasts.
LinkedIn posts.
Newsletters from people far better than me.

The problem wasn’t the quality.
It was the lack of structure.

About 40 months ago, I stopped consuming GTM content randomly.

No endless scrolling.
No half listening while doing five other things.

I started collecting ideas with intent.

Every useful insight got archived.
Every pattern got tagged.
Every lesson got stored so I could actually reuse it.

Over time, this changed how I operate.

I wasn’t asking, “What should I do here?”
I was asking, “Have I already seen this problem before?”

That system slowly turned into multiple GTM knowledge libraries:

• 25+ podcast shows
• 100+ GTM operators
• 1,500+ podcast episodes
• 10,000+ GTM LinkedIn posts
• 100,000+ relevant GTM signals

Not to learn more.
But to stop guessing.

What changed wasn’t volume.
It was decision speed.

Fewer opinions.
Clearer tradeoffs.
Patterns I could recognize instead of reinventing.

Here’s how I turn content into action:

• Tag each episode from strategic to operational
• Extract only playbook worthy insights
• Reuse those insights when real decisions show up

Eventually, the volume exceeded my own memory.

So I upgraded my best performing GPT.
It’s now been used over 10,000 times.

Not as a chatbot.
But as a structured GTM memory.

Every hour of content is archived, searchable, and reusable.
Prompt a revenue challenge.
Get answers grounded in how the best operators already solved it.

The signal is already out there.
Most people just don’t have a way to use it.

If you’re curious to see how this thinks,
comment “GTM OS CoPilot”.

Make sure we’re connected and I’ll send access.

I’ve always struggled with New Year’s resolutions.

Every January I start strong.
Then life catches up.
By February the energy fades.

I used to think I needed more discipline.
What I really needed was proof.

Resolutions only work when you can see progress.
Not in your head.
In writing.

Here’s the system that finally works for me.

1. Document daily

I use a small Notion board to track tasks, learnings, and small wins. 
Seeing progress in writing keeps me grounded. 
It’s where I log everything from my writing habits to my daily step count.

2. Review weekly

Every Monday and Friday I review work goals.
Saturday mornings are for personal reflection.
What worked, what didn’t, what matters most right now.
These short reviews stop goals from turning into wishful thinking.

3. Set visible metrics

I track a few signals that show if I’m moving in the right direction.
Grow to 40,000 on LinkedIn.
Reach 5,000 on Substack.
Average 10,000 steps a day.
The numbers aren’t the goal. They’re proof that effort compounds.

4. Build accountability loops

Accountability makes the difference.
Frank, my leadership coach, helps me grow as a leader.
My content design coach challenges how I write and present ideas.
And Michiel keeps me consistent with my 10,000 steps. 
We send each other screenshots every week.

Decide what to stop
The hardest one.
Every yes hides ten quiet nos.
I keep a long list of ideas but focus on three priorities that matter most.
The rest can wait.

This structure keeps me consistent.
It replaces guilt with evidence.
And it turns goals into habits I can sustain.

How do you make your New Year’s resolutions work for you?

Over the last couple of months, I kept seeing more posts about warm inbound, intent signals, and intent outbound.

Different terms.
Different opinions.
Same underlying confusion.

How does warm outbound actually work inside a GTM system?

This weekend, I slowed down.
Which is usually when real thinking happens for me.

I went deep.

AI-powered web research.
Back into my Notion libraries.
Operator notes. Podcast insights. Newsletter publications.

I do this almost every weekend.

I pick one GTM topic.
Strip it down.
Document it clearly enough that future me can actually use it when it matters.

Warm outbound was next on my list.

And that is when something clicked.

Most teams are busy with warm outbound.
Very few are actually running it.

Signals show up.
Reps react.
Activity increases.

But when you look closer:

Timing slips.
Context fades.
Priority depends on who is looking at the queue that day.

Effort is there.
Clarity is not.

So instead of fixing messaging or tools, I wrote this as a system any GTM operator can run.

Here is one systemized way to approach warm outbound.

1. Signal clarity comes before execution

Most teams say they have good signals.
Few can explain what each signal actually means.

Start simple.

One list:
Signals.
Owner.
Urgency.
Required action.

If two people would act differently on the same signal, the system is unclear.

2. Response timing is real performance work

Everyone agrees timing matters.
Almost no one enforces it.

Late response kills relevance.

If a signal matters, give it a response window.
If it does not, remove it.

You cannot act on context that has already passed.

3. Warm outbound improves through design, not effort

When results dip, teams add more activity.

That usually adds noise.

Instead, design execution tiers.

One signal type.
One response window.
One clear next step.

Structure removes guessing.
Consistency follows.

4. CRM hygiene does not fix warm outbound

Reassigning tasks or cleaning fields does not bring timing back.

If signals fire but conversations do not increase, the system allowed delay.

The goal is not to look organised.
The goal is to behave predictably when it matters.

5. The warm outbound operating system

• Define which signals matter
• Assign clear signal ownership
• Aggregate signals at the account level
• Set and enforce response SLAs
• Route execution automatically
• Review signal performance weekly
• Remove what does not convert

This is not about sophistication.
It is about repeatability.

Warm outbound is infrastructure.

If it feels messy right now, start small:

• List your active signals
• Remove the weakest ones
• Pick one urgency tier
• Enforce timing
• Scale later

I turned this into a living playbook that I will share tomorrow on Substack.
It will evolve with implementation notes, coaching, and cheat sheets over time.

What is your view on Warm Outbound?

Every January feels the same.

Pipeline looks fine.
Until you clean it.

You remove the “maybe” deals.
The wishful thinking.
The stuff that was never real.

What’s left is the net pipeline.

And it’s usually… uncomfortable.

This is the moment most teams panic.

You can’t go to marketing and say:
“I need more leads. This week.”

You can’t magically spin up partnerships.

So you default to the obvious move.

Cold outbound.
More volume.
More pressure.

Not because it works best.
Because it feels like action.

But January isn’t a volume problem.

It’s a starting point problem.

Warm outbound is almost always within reach.
Most teams just don’t know where to start.

So here’s a simple place to look.

Instead of asking “who can we email?”, answer these:

1. Which champions have we worked with before?
2. Who from those accounts changed jobs recently?
3. Which deals did we lose 6–12 months ago?
4. What changed since then?
5. Which customers are genuinely happy right now?
6. Where do their former colleagues work today?
7. Who quietly looked at pricing or integrations?

That list alone is warm outbound.

No creativity required.
No new tooling.
No permission needed.

Just relevance, trust, and timing.

The takeaway:
You don’t start a new quarter by inventing pipeline.

You start by reconnecting with context that already exists.

Don’t overthink it.

Repost for others starting January with less pipeline than they expected and defaulting to cold.

taplio

The Battle

Jake Dunlap

Koen Stam

Followers

Posts

Engagements

Likes

Performance ScoreJake Dunlap's LinkedIn Performance

Performance ScoreKoen Stam's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Jake Dunlap

Koen Stam

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jake Dunlap's LinkedIn Performance

Performance ScoreKoen Stam's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJake Dunlap's LinkedIn Performance