IGTMS - B2B Go-To-Market Strategy & Revenue Insights Frameworks, playbooks, and field notes on B2B go-to-market strategy, sales process design, lead generation, and revenue operations from the IGTMS team. https://igtms.com en-US mark@igtms.com (Mark Gordon) mark@igtms.com (IGTMS) Thu, 23 Apr 2026 14:09:56 GMT 60 https://igtms.com/images/logo-dark.png IGTMS https://igtms.com <![CDATA[Founders Love Clever Explanations]]> https://igtms.com/clear-positioning-for-founders https://igtms.com/clear-positioning-for-founders Tue, 03 Feb 2026 00:00:00 GMT Ramblings <![CDATA["Buyers Buy From People They Like."]]> https://igtms.com/buyers-buy-from-people-they-like https://igtms.com/buyers-buy-from-people-they-like Mon, 02 Feb 2026 00:00:00 GMT Ramblings <![CDATA[More Leads Won't Fix What Isn't Clear]]> https://igtms.com/more-leads-wont-fix-unclear-messaging https://igtms.com/more-leads-wont-fix-unclear-messaging Mon, 02 Feb 2026 00:00:00 GMT Blog Strategy <![CDATA[Founders Love Saying They Are in The Weeds.]]> https://igtms.com/founders-in-the-weeds-strategic-constraint https://igtms.com/founders-in-the-weeds-strategic-constraint Wed, 28 Jan 2026 00:00:00 GMT Ramblings <![CDATA[If Everything Is Important, Buyers Hear Nothing]]> https://igtms.com/multiple-value-propositions-confuse-buyers https://igtms.com/multiple-value-propositions-confuse-buyers Wed, 28 Jan 2026 00:00:00 GMT Blog Sales <![CDATA[Why Your Pitch keeps Changing]]> https://igtms.com/why-inconsistent-sales-calls-mean-unclear-icp https://igtms.com/why-inconsistent-sales-calls-mean-unclear-icp Mon, 26 Jan 2026 00:00:00 GMT Blog Sales <![CDATA[Most Companies Think They Have a Demand Problem.]]> https://igtms.com/why-2026-changes-rules-for-founders-ceos https://igtms.com/why-2026-changes-rules-for-founders-ceos Fri, 23 Jan 2026 00:00:00 GMT Ramblings <![CDATA[Why Working Harder Is the Most Expensive Mistake Founders Make]]> https://igtms.com/why-prioritization-comes-before-positioning https://igtms.com/why-prioritization-comes-before-positioning Wed, 21 Jan 2026 00:00:00 GMT Blog Strategy <![CDATA[The Mistake Most Sales Teams Keep Rewarding]]> https://igtms.com/mistake-sales-teams-reward https://igtms.com/mistake-sales-teams-reward Tue, 20 Jan 2026 00:00:00 GMT Ramblings <![CDATA[Why Pushing Harder Rarely Fixes the Real Problem]]> https://igtms.com/why-pushing-harder-does-not-fix-the-real-problem https://igtms.com/why-pushing-harder-does-not-fix-the-real-problem Tue, 13 Jan 2026 00:00:00 GMT Ramblings <![CDATA[How To Make Your Content Earn Attention and Revenue]]> https://igtms.com/content-that-actually-works-now https://igtms.com/content-that-actually-works-now Mon, 12 Jan 2026 00:00:00 GMT Blog Strategy <![CDATA[Why Buyers Struggle to Say Yes]]> https://igtms.com/why-most-companies-dont-have-an-offer https://igtms.com/why-most-companies-dont-have-an-offer Mon, 12 Jan 2026 00:00:00 GMT Blog Sales <![CDATA[Most Startups Fail One Simple Go-To-Market Question]]> https://igtms.com/most-startups-fail-one-simple-go-to-market-question https://igtms.com/most-startups-fail-one-simple-go-to-market-question Mon, 05 Jan 2026 00:00:00 GMT Blog Strategy <![CDATA[Your Company Isn't a Family. That Belief is Holding you Back.]]> https://igtms.com/founder-team-scaling https://igtms.com/founder-team-scaling Fri, 02 Jan 2026 00:00:00 GMT Ramblings <![CDATA[Focus Is the Real Growth Strategy for 2026]]> https://igtms.com/strategic-alignment-2026 https://igtms.com/strategic-alignment-2026 Tue, 30 Dec 2025 00:00:00 GMT Ramblings <![CDATA[How to Run a Product Demo That Converts Prospects Into Customers]]> https://igtms.com/product-demo-that-converts https://igtms.com/product-demo-that-converts Mon, 29 Dec 2025 00:00:00 GMT Blog Strategy <![CDATA[B2B Go-to-Market Trends for 2026]]> https://igtms.com/b2b-go-to-market-trends-2026 https://igtms.com/b2b-go-to-market-trends-2026 Fri, 26 Dec 2025 00:00:00 GMT Ramblings <![CDATA[How B2B Businesses Can Capitalize on the New Year's Mentality]]> https://igtms.com/capitalize-on-new-years-mentality https://igtms.com/capitalize-on-new-years-mentality Mon, 22 Dec 2025 00:00:00 GMT Ramblings <![CDATA[Marketing Must Be Accountable for Revenue]]> https://igtms.com/marketing-accountable-for-revenue https://igtms.com/marketing-accountable-for-revenue Mon, 22 Dec 2025 00:00:00 GMT Blog Strategy <![CDATA[Clay Just Hit $100M ARR]]> https://igtms.com/clay-100m-arr-growth https://igtms.com/clay-100m-arr-growth Thu, 18 Dec 2025 00:00:00 GMT Ramblings <![CDATA[B2B Lead Management: Building Predictable Revenue Through Structured Processes]]> https://igtms.com/b2b-lead-management-guide https://igtms.com/b2b-lead-management-guide Mon, 15 Dec 2025 00:00:00 GMT B2B Blog <![CDATA[The AI Land Rush Is Over. The Settlers Won.]]> https://igtms.com/ai-powered-outbound-for-sales https://igtms.com/ai-powered-outbound-for-sales Tue, 09 Dec 2025 00:00:00 GMT Ramblings <![CDATA[How to Build an Effective Marketing Strategy That Drives Business Growth]]> https://igtms.com/key-components-of-marketing-strategy-success https://igtms.com/key-components-of-marketing-strategy-success Mon, 08 Dec 2025 00:00:00 GMT B2B Blog <![CDATA[B2B Marketing Benchmarks: Complete Guide ]]> https://igtms.com/b2b-marketing-benchmarks-2025 https://igtms.com/b2b-marketing-benchmarks-2025 Mon, 01 Dec 2025 00:00:00 GMT B2B Blog <![CDATA[The Loneliest Part of Being a Founder]]> https://igtms.com/founder-leadership-challenges https://igtms.com/founder-leadership-challenges Mon, 01 Dec 2025 00:00:00 GMT Ramblings <![CDATA[B2B Distribution Strategy Guide for Building Effective Sales Channels]]> https://igtms.com/b2b-distribution-strategy https://igtms.com/b2b-distribution-strategy Mon, 24 Nov 2025 00:00:00 GMT B2B Blog <![CDATA[Your Tech & Ops Leaders Think Marketing Is a Waste. They're Killing Your Company.]]> https://igtms.com/internal-marketing-skepticism https://igtms.com/internal-marketing-skepticism Mon, 24 Nov 2025 00:00:00 GMT Ramblings <![CDATA[The $2 Million VP Sales You're About to Hire Will Destroy Your Company. Here's Why You Should Hire a Consultant Instead.]]> https://igtms.com/failed-vp-sales-hire-cost https://igtms.com/failed-vp-sales-hire-cost Mon, 17 Nov 2025 00:00:00 GMT Ramblings <![CDATA[What Does GTM Stand For in Marketing and Why Is It Important]]> https://igtms.com/what-does-gtm-mean-in-marketing https://igtms.com/what-does-gtm-mean-in-marketing Mon, 17 Nov 2025 00:00:00 GMT Blog GTM <![CDATA[B2B Email Marketing Tips]]> https://igtms.com/b2b-email-marketing-tips https://igtms.com/b2b-email-marketing-tips Thu, 13 Nov 2025 00:00:00 GMT B2B Blog <![CDATA[Everyone's Using AI, but Almost No One's Using It Right]]> https://igtms.com/everyones-using-ai-but-almost-no-ones-using-it-right https://igtms.com/everyones-using-ai-but-almost-no-ones-using-it-right Mon, 10 Nov 2025 00:00:00 GMT Ramblings <![CDATA[The Complete Guide to B2B Go-to-Market Strategy]]> https://igtms.com/b2b-go-to-market-strategy-guide https://igtms.com/b2b-go-to-market-strategy-guide Tue, 04 Nov 2025 00:00:00 GMT B2B Blog <![CDATA[The Four Numbers That Explain Your Business]]> https://igtms.com/four-numbers-that-explain-your-business https://igtms.com/four-numbers-that-explain-your-business Mon, 03 Nov 2025 00:00:00 GMT Ramblings <![CDATA[Do You Have a Measuring Problem?]]> https://igtms.com/marketing-measurement-guide https://igtms.com/marketing-measurement-guide Mon, 27 Oct 2025 00:00:00 GMT Ramblings <![CDATA[Why Your GTM Leadership Role Must Evolve or Your Company Will Die]]> https://igtms.com/gtm-leadership-evolution https://igtms.com/gtm-leadership-evolution Fri, 24 Oct 2025 00:00:00 GMT Ramblings <![CDATA[5 Ways Companies are Using AI for their Go-To-Market Strategy]]> https://igtms.com/ai-in-go-to-market-strategy https://igtms.com/ai-in-go-to-market-strategy Wed, 22 Oct 2025 00:00:00 GMT Ramblings <![CDATA[The $200B AI Gamble]]> https://igtms.com/ai-investment-strategy https://igtms.com/ai-investment-strategy Wed, 22 Oct 2025 00:00:00 GMT Ramblings <![CDATA[How to Create a B2B Experience ]]> https://igtms.com/b2b-experience-strategy https://igtms.com/b2b-experience-strategy Wed, 22 Oct 2025 00:00:00 GMT B2B Blog <![CDATA[Building B2B Inbound Marketing as Part of Your GTM Strategy]]> https://igtms.com/b2b-inbound-marketing-strategy https://igtms.com/b2b-inbound-marketing-strategy Wed, 22 Oct 2025 00:00:00 GMT B2B Blog <![CDATA[Think You're Scaling? Think Again.]]> https://igtms.com/build-gtm-as-a-product https://igtms.com/build-gtm-as-a-product Wed, 22 Oct 2025 00:00:00 GMT Ramblings <![CDATA[Your Messaging Is for Everybody, So It's for Nobody]]> https://igtms.com/define-your-icp https://igtms.com/define-your-icp Wed, 22 Oct 2025 00:00:00 GMT Ramblings <![CDATA[The Key Elements of a B2B Go-to-Market Plan That Actually Works]]> https://igtms.com/go-to-market-plan https://igtms.com/go-to-market-plan Wed, 22 Oct 2025 00:00:00 GMT B2B Blog <![CDATA[The Math Behind Lead Gen Budgets That Actually Work]]> https://igtms.com/lead-generation-budget https://igtms.com/lead-generation-budget Wed, 22 Oct 2025 00:00:00 GMT Ramblings <![CDATA[How a $50M Company Lost the Room]]> https://igtms.com/sales-clarity-problem https://igtms.com/sales-clarity-problem Wed, 22 Oct 2025 00:00:00 GMT Ramblings <![CDATA[The AI Divide]]> https://igtms.com/the-ai-divide https://igtms.com/the-ai-divide Wed, 22 Oct 2025 00:00:00 GMT Ramblings <![CDATA[What Is a Freemium?]]> https://igtms.com/what-is-a-freemium https://igtms.com/what-is-a-freemium Wed, 22 Oct 2025 00:00:00 GMT Blog GTM <![CDATA[Stop Blaming Bad Leads and Build a Rejection Wall Instead]]> https://igtms.com/stop-blaming-bad-leads-and-build-a-rejection-wall-instead https://igtms.com/stop-blaming-bad-leads-and-build-a-rejection-wall-instead Thu, 09 Oct 2025 00:00:00 GMT Blog GTM <![CDATA[Why 97% of Sales Teams Avoid Their Most Profitable Products (And How to Fix It)]]> https://igtms.com/why-97-of-sales-teams-avoid-their-most-profitable-products-and-how-to-fix-it https://igtms.com/why-97-of-sales-teams-avoid-their-most-profitable-products-and-how-to-fix-it Thu, 09 Oct 2025 00:00:00 GMT Blog GTM <![CDATA[How to Run an Email Marketing Campaign That Actually Works]]> https://igtms.com/how-to-run-an-email-marketing-campaign-that-actually-works https://igtms.com/how-to-run-an-email-marketing-campaign-that-actually-works Sat, 27 Sep 2025 00:00:00 GMT Blog GTM