Sitemap - 2026 - The European GTM Operator
Your 4x coverage might be 1.8x once dead deals come out
What a whiteboard before dinner changed in my 2027 plan, in 3 lessons
I took 6 days off. I still built a new business.
A 2M ARR CRO asked me one question on WhatsApp. So I built a room.
Most lost deals never heard a no. Here is how to count them.
Your plan asks for seats. Finance will ask for output.
Your 2027 plan lists the upside and skips the year it failed
Your customer's CFO cannot put your invoice in next year's budget
Your rep leaderboard is grading the lead source, not the rep
Your plan review is a readout, so nobody else owns the number
Your pipeline problem sits in a stage, not in the top of the funnel
Your deal review has no marketer, so quiet deals stay quiet
Your 2027 growth plan funds 6 motions and none of them pays back
Your calendar does not show your number 1 goal
Your new rep learns your motion from a calendar, not a file
Your blended CAC number is protecting the channel that stopped paying
Your deal looks committed. Nobody has shown you their priority list.
Your forecast meeting rebuilds the same picture 5 times a week
Your Q4 sprint is spending next year's decision window
Your discount is paying for a problem you never diagnosed
Your buyer costed the build and forgot the person
Your coaching block is the first thing a full week eats
Your coverage looks fine. You still cannot name who signs.
Your outbound is spraying a list nobody scored
Your homepage reads like your competitor's, so the buyer picks on price
The test that tells you which agent compounds
The 1 test that strips dead deals from your forecast
Your demand and outbound read like everyone else's AI
Your team's deals advance on meetings, and meetings are not the signal
The best leadership work is off the agenda
3 revenue motions your AI is only half wired into
Your H2 plan is built on last year’s inputs
Your next market is probably the one you already have
Your output still waits on you
101% NRR and a 6-figure true-up
6 weeks, 8 conversations, 1 yes
What 200 GTM operators actually do with Claude
More volume will not save your H2
108K ACV, signed 90 minutes before Q2 closed
Your home market has about 5% of accounts in play this quarter
I told 140 people we would hit plan when we were at 23.6%
90% of my team adopted AI in months. That was the easy part.
GTMcraft Claude Signal: The Model Stopped Being the Moat
GTMcraft GTM Signal: Your quarterly number is fiction
GTMcraft Claude Signal: Your secrets are leaking in Claude, Sunday June 14
GTMcraft GTM Signal: Earn The Shortlist - Saturday June 13
The GTM mistake I made for years before Berlin fixed it.
I have read 30 GTM newsletters every week for two years. Here is what I built on top of them.
3 of my favorite Claude Projects that run my week as GTMcraft Creator and Builder
3 agents I built for my own director role at Personio
Inside GTMcraft: a 5-minute tour of what I actually built
The Claude operating math: 8 hours returned in 30 days
I spent two weeks building a prompt library. Here is what replaced it.
What 100+ operators get wrong about running Claude as infrastructure
[Countdown: 1 day left] Doors open tomorrow
[Countdown: 2 days left] Why I went from giving the GTM talks to shipping GTM OS as a system
[Countdown: 3 days left] Inside the room
[Countdown: 5 days left] What GTM OS actually is
[Countdown: 7 days left] The 5 plays I've been telling operators for years
Part III: The AI-SDR system: define, select, measure, segment
Part II: The AI-SDR system: define, select, measure, segment
Part III: The partner ecosystem system: the execution guide and self-assessment
Part II: The partner ecosystem system: map, qualify, connect, measure
Part I: The partner ecosystem playbook
Part III: The events and community system: the execution guide and self-assessment
Part II: The events and community system: define, map, tier, and design
Part I: The events and community playbook
The async selling system: the full execution system
The async selling system: steps 1 through 4
The international scaling system: the full execution system
The international scaling system: the CREATE phase with steps 1 through 4
The International Scaling Playbook
The GTM channel reset: The full execution system
The GTM channel reset: steps 1 through 4
Part I: The GTM channel reset playbook
The Warm Outbound GTM Playbook: How to Surface and Convert Buying Signals Before Intent in 2026
The Pipeline Coverage GTM Playbook: How to Eliminate Quarter-Start Pipeline Gaps in 2026