4:43Grow
Build your GTM from the buyer up.
Move from the four-layer GTM pyramid to a concrete map of your buyer’s ecosystem.
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Full webinar · 51 min
Selling it yourself? Build a GTM system that learns.
Founder-led GTM. · GSD Coaching · August 11, 2026
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Chapters.
Chapter times may vary by a few seconds.
00:00Welcome, and why GTM feels broken in 2026
04:32The GTM pyramid and your ICP
09:38Building an offer from your customer's pain
13:25Earning the right to sell, and choosing channels
17:25Every GTM decision is a hypothesis
20:43AI in your GTM: data, content and tools
26:55Recording and reusing every sales call
29:16Hiring your first salesperson, with Travis Janko
48:49Live questions
In this session.
Every founder hears a different take on what works in go-to-market right now. In this Designli Academy Partner Session with GSD Coaching, we go back to the foundations that still hold: a clear ICP, an offer built from their pain, and channels where your buyers actually spend time. Then we cover how to treat every GTM decision as a hypothesis and where AI helps once your data is in order. Travis Janko closes with how to know you're ready to hire your first salesperson, and who to hire.
- 01
The four layers of a GTM strategy, and how to find where yours is broken.
- 02
How to use AI across content, outreach and sales calls without building on messy data.
- 03
How to tell if you're ready to hire your first salesperson, and whether to start with an SDR or an AE.
Excerpts from this webinar.
4:43
3:43Grow
Build an offer around the cost of the problem.
Work from customer pain to a clear outcome, proof, lower risk and a price to test.
3:17Grow
Earn attention, then choose the right channels.
Pair useful expertise with channels that match the buyer’s real behavior.
3:05Grow
Turn GTM assumptions into decisions you can test.
Build a measurable experiment, then use the diagnostic tree to find what to fix next.
3:26Grow
Turn customer evidence into useful content.
Connect a clean data foundation to one core asset and its distribution across channels.
4:12Grow
Connect AI tools to a repeatable sales workflow.
Follow the tools from channel work and measurement through call coaching, CRM updates and follow-ups.
4:26Grow
Know when you are ready for a sales hire.
Use the readiness check, then decide whether your stage needs an architect or an operator.
3:36Grow
Choose the first salesperson for your actual sales motion.
Combine the SDR-versus-AE decision with a practical candidate-fit checklist.