👋 Hello and welcome to the latest edition of 🔮 GTM Community Wisdom - a curated newsletter containing highlights from Pocus' members-only Slack community, open GTM roles, and insights from industry experts.
This past month we kicked off fall with two Ask Me Anything (AMA) sessions from GTM experts Kevin Baldacci and Kyle Poyar. We've got even more great guests joining us for the rest of Q4 to share their knowledge and help you 10x your GTM skills. If you're not already a GTM community member, now is a great time to join the conversation.
In case you missed it:
👉 We launched our free AI account plan generator on Product Hunt and took home the #2 Product of the Day spot. Not to brag, but we also snagged #3 Productivity Product of the Week and #4 AI Product of the Week. You can read about how we did it in our recent newsletter.
👉 Catch up on our two most recent AMAs. We talked with Kevin Baldacci (Asana) about what it takes to be a 10x product marketer and how AI is shaping the future of the role. Then, we covered everything you need to know about building an acount-based strategy that goes beyond basic ABM with Kyle Poyar (Growth Unhinged).
👉 We're heading to Austin, TX for the next stop on our AI x GTM Roadshow! If you'll be in town next week (Oct 14 - 18) and are interested in a Community meetup with fellow GTM experts, add your name to the meetup list.
🧵 Interesting Community Threads
🙋♀️The Topic
What are your favorite ways to use AI to increase productivity for yourself or within your team? Any tools that are helping you 10x output or quality?
📣 Community response
via Arjun Krishnan: I'm a huge fan of Perplexity! Any time I have a question that I need answered (quickly) it's my go-to - and I love the fact that it provides citations! This helps me a lot with random fact-finding, market research, and more!
via Alfie Marsh: I use Toolflow for a bunch of things. Some of my favorite recently have been:
- LinkedIn content machine - automating content ideas, and drafts at scale. Linked up with Notion or Airtable
- generate customized call notes from sales calls
- content repurposing - taking podcasts, webinars, founder interviews. transcribing with AI and turning into blog posts, twitter threads, linkedin posts etc.
- SEO - analyzing how competition ranks for our target keywords, scraping their content and understand the data sources they use, outlines, links etc then building better performing posts (this is a fun one).
via Brittany Pirkle: As an ops/EA person, Claude has been helpful for several things:
- planning events, recommending venues, hotels, etc.
- creating first drafts of messaging/documentation on updated processes
Both of these save me a lot of research time and/or give me a good draft to get started
👉 Continue the conversation here.
🙋♀️The Topic
Has anyone attempted mapping their TAM with data? Does anyone have a useful framework or template they use that they're happy to share?
📣 Community response
via Natalie Marcotullio: We use Clearbit to enrich our CRM - so we will already have that 3rd party data in our CRM reports when looking for best fit customers. For us industry is pretty big intent signal - then we use Clearbit + Apollo to find similar accounts to target.
via Regina Magaril: We use Keyplay to identify our target account list + clearbit to enrich.
via Lucas Rabinowitz: We run this process every 6-9 months currently but are moving to an automated flow. It looks something like this:
- Generate account lists from Zoominfo, LeadIQ, Lusha, Clearbit, current customers
- Filter lists based on signal data - we look for minimum thresholds on web traffic for example (cybersecurity requires cyber activity), which MAPs are they using, do they have retargeting pixels, headcount, Company Revenue, etc.
- Tier lists - we have a scoring model that we update every year based on historical data. We look at efficiency metrics by size, industry, geo, etc. and assign scores of A,B,C,D.
- Assign to BDRs, AES based on current rules of engagement.
👉 Continue the conversation here.
👋 Open Roles
- Churnkey is hiring a remote, part-time Content Marketer
- Shadeform is looking for a Developer Marketing & Growth Lead in San Francisco
- Blink Ops is hiring for multiple roles in Sales and Marketing, including Demand Gen Lead, Digital Content & Campaigns Lead, and Director of Channel (North America)
- Metronome is looking for a Head of Growth Marketing in the Bay Area
- Elly is hiring a Founding Product Designer in NYC
- Pocus is looking for a Customer Success Manager and a Customer Engineer
🔗 Helpful links and #Good-Reads
- AI for GTM: What works now via Pocus blog
- ICP marketing done right via Growth Unhinged
- Becoming a super IC: Lessons from 12 years as a PM IC via Lenny’s Podcast
- AI SDRs' 3 Challenges to Achieve Mass Adoption via The Signal
- Continuous Product Delivery: Why It’s Critical to Release Frequently via The Product Compass
- AI’s Impact on Software: Disruption or Expansion? via Tanay’s Newsletter