FeaturedPerspective · Outbound
The absolute truth about GTM alpha
GTM alpha isn’t a one-time hack. It’s a system for modeling buyer behavior, testing alpha portfolios, and evolving your GTM before tactics decay.
Neel Vithlani· 7 minThought leadership
How GTM engineers think about the craft.
FeaturedNeel Vithlani· 7 min
PerspectiveGTM Engineering · 5 min
Selecting tools for GTM Engineering: making the right bets
Choose tools like infrastructure: fit your GTM stack, avoid LTD traps, judge clarity, and prioritize fast support and a strong community.
Neel Vithlani
PerspectiveOutbound · 5 min
What “at scale” actually means for your team
Excess leads aren't growth; they are waste. Discover why your Maximum Sustainable Pipeline is the only number that matters for safe growth.
Neel Vithlani
PerspectiveResearch · 5 min
How to think about prospect research
If you ask basic questions on a call, you have failed. Learn to use AI automation to front-load your research, do the math before the call, and skip straight to the solution.
Neel Vithlani
PerspectiveOutbound · 5 min
When to personalize vs. when to stay generic
Personalization used to signal effort. Now it just signals you have a database. Learn why prospects are ignoring your custom emails and what to write instead to get a reply.
Neel Vithlani
PerspectiveGTM Engineering · 4 min
Building the right ecosystem for GTM engineering
Even the best GTME hire cannot succeed if they are fighting their own team for resources. Discover the 4 internal partnerships required to make this role work.
Neel Vithlani
PerspectiveSales · 5 min
List building with clarity, intent, and authenticity
Your list is the final printout of your strategy. Learn the 3 pillars of building an outreach database that actually drives revenue.
Neel Vithlani
PerspectiveOutbound · 10 min
It’s time we go from ideal customer profile (ICP) to ideal customers
You defined your customer based on who you can find, not who needs you. Move from profiling to proving with this 3 step validation framework for outbound.
Neel Vithlani
PerspectiveGTM Engineering · 12 min
How to know if GTM Engineering will work for you: 3 litmus tests
GTM engineers can deliver exceptional results but only in certain types of orgs. Take these 3 simple tests to see if you are actually ready to hire them.
Neel Vithlani
PerspectiveGTM Engineering · 5 min
Defining GTM engineering for leaders and operators
Most companies hire GTM Engineers but manage them like tech-savvy SDRs. Read to find out if you are missing the chance to build a permanent revenue asset inside your company.
Neel Vithlani
PerspectiveAI · 7 min
AI and Automation in Sales: Hype vs Reality
Getting 30 meetings initially is doable, but what happens when the low-hanging fruit runs out? Why the fully automated outbound dream is actually a revenue nightmare for founders.
Neel Vithlani
PerspectiveAI · 4 min
Don’t fire your team because of AI
The panic is palpable. A new technology emerges that automates cognitive work, and the executive conclusion seems simple: “We can do the same work with fewer people. We can cut costs.” This is a tactical error, rooted in a profound misunderstanding of what’s actually happening. It’s like squeezing a water-filled balloon: the water doesn’t vanish. […]
Neel Vithlani