In Australia, we never had the luxury of torching our market.

In Australia, we never had the luxury of torching our market.

We’ve got about as many people in the whole country as there are in Texas.
So if you burn trust - you don’t just lose a lead. You lose the market.

That’s why sustainable GTM systems have always mattered here.
And now we’re seeing the same shift globally.

The old outbound model is breaking.
High-volume, low-context selling doesn’t work when buyers are getting hit by 10 other vendors saying the same thing.

What used to work through brute force... doesn’t anymore

The answer isn’t “just personalise it.”
It’s a structural shift in how we go to market

*Which looks a lot like how things were done here 'down under', especially outside of the Tech SaaS world

The best operators are already doing this by:
✅ Validating the market through cataloguing
✅ Aligning Sales, Marketing & CS around buyer insight
✅ Replacing pressure with permission - and showing up at the right time

We’re not reinventing the wheel
We’re just giving teams the structure to run it properly

Once you see it clearly, you can’t unsee it.

_____

I'll admit, I didn't know what 'cataloguing the market' met or why it was so incredibly important to build a sustainable GTM engine - that is until Adem Manderovic explained it to me

It still blows my mind how simple and important it is

If like me you want to learn about it, check out our 5-part mini-series with Adem where we break it down along with the other key pieces needed across Sales + Marketing + CS.

#b2b

#gtm

#revenuearchitecture

#salesstrategy