Weekly Newsletter
GTM Darwinism: Adapt or Get Automated
Let’s get this out of the way first:
AI is going to change everything. Just probably not in the way your mate on LinkedIn is pretending it already has.
The truth? Most teams are still copying and pasting into ChatGPT and calling it “integration.”
But here’s what we’re really seeing in Go-To-Market orgs, based on a mix of research, our conversations with leaders, and our very scientific method of having tabs open at 2am:
🚀 GTM is getting faster. But not smarter.
AI is amazing at speed. SDRs can now bang out 100 emails in 12 minutes. Most of them still say things like “Hope you’re crushing Q2!”
Automation without strategy is like putting a Ferrari engine in a shopping trolley.
Smart teams are asking:
→ Do we actually know our ICP?
→ Are we targeting fast-casual restaurant chains with 30+ franchised locations… or just saying “restaurants”?
→ What does success actually look like for our first sales hire?
If you can’t answer those questions, AI is just going to help you fail faster.
🧠 The best salespeople aren’t scared of AI—they’re obsessed with it.
The reps who’ll survive (and win) are using AI for everything except the bit where they sound like a robot.
They’re:
→ Letting AI clean up CRM chaos
→ Using it to prioritize deals based on deal velocity, not gut feeling
→ Drafting smarter follow-ups, but adding a human touch
→ Spending more time actually talking to customers (wild, we know)
The irony? AI might finally give sellers back the one thing “sales enablement” never could: time to sell.
💥 But this only works if your systems talk to each other
360 SaaS tools. 74 duplicate records. 3,000 Slack messages.
Most GTM orgs are drowning in disconnected nonsense.
Here’s the harsh truth:
If your data is a mess, AI can’t help you. It’ll just learn to lie faster.
What you need:
• Fewer tools
• Better integrations
• A daily operating rhythm where AI has a seat at the table (not just for show)
🤖 The new fundamentals of GTM
What separates the survivors from the ones who get replaced?
Here’s what we’re seeing among top reps and teams:
✅ They use AI—but don’t rely on it
✅ They reach out to a customer every day (yes, every day)
✅ They meet someone new every day (not to pitch, just to learn)
✅ They’re curious, not just looking for shortcuts
The easy-button sellers are in trouble.
The curious ones? They’re about to look like superheroes.
🛠 Tools we’re loving right now
If you’re trying to build a personal brand (or just make your LinkedIn content slightly less cringe), check out Hypefury. It’s great at automating the stuff you don’t need to be doing.
Affiliate link, obviously. But it’s genuinely good, and you can try it for free.
🎯 Looking for a new role?
Our job board is packed with curated GTM openings.
→ Explore jobs at rolepulse.com
💡 Want more insights like this every week?
Our paid tier includes weekly research drops, GTM templates, comp data, and private community access.
→ Upgrade to paid (it’s cheaper than your UberEats habit and way more useful)
That’s it for this week. If you liked this, send it to a teammate who still thinks AI is just “that thing that writes bad poems.” Or post about it using Hypefury. You know what to do 😉
Stay curious,
James
RolePulse