GTM OS Weekly #35: Turning Q3 Pressure Into GTM Discipline
Deal control, consistent coaching, and AI-driven workflows: how SaaS leaders can close strong while building systems that compound.
TL;DR – GTM OS Weekly #35
Personal Update — Late-Q3 tradeoff: pipeline vs. coaching. End-of-quarter urgency can’t come at the expense of team development. Leaders who keep coaching alive while driving deals build stronger, more consistent teams.
GTM OS Progress Update — Smarter deal and coaching workflows. The new Deal Review Assistant (SPICED/MEDDICC) helps stress-test opportunities, while the refined Coaching Assistant structures prep and follow-up so coaching doesn’t disappear in crunch time.
Playbook of the Week — Scaling discipline from ZoomInfo. Growth came from focusing on the right customers, aligning GTM by segment, and testing AI internally before selling it. Founders can apply the same habits now: segment by retention, cut “bad customers,” and operationalize signals into actions.
Podcast #1 — Breaking into Enterprise (Tushar Makija): Solve for cross-functional value, price with conviction, and own your narrative through founder-led content.
Podcast #2 — Consistency over hacks (M…
