GTM for Startups by Jess

Before you hire: the two questions that determine who (and how much) you need

Expertise + capacity = the hiring framework

Aug 9 • Jess (Schultz) Poindexter

8

The 3 GTM foundations founders build too late

None of them feel like mistakes in the moment - which is what makes them so expensive

Aug 2 • Jess (Schultz) Poindexter

5

July 2026

Should you put pricing on your website?

The answer depends on your price point — but "we don't show pricing" is never the full answer. Here's the framework, the data, and the play for…

Jul 26 • Jess (Schultz) Poindexter

2

Your sellers have never been buyers (here's how to fix that)

Walk your sales team through your own buying decisions. It builds real buyer empathy — and finally makes the case for the power of marketing.

Jul 19 • Jess (Schultz) Poindexter

1

June 2026

Is it the sales rep, or is it you? A founder's diagnostic for failing sales hires

The variables you can control, leading indicators of success, and decisions with conviction

Jun 21 • Jess (Schultz) Poindexter

1

The B2B customer referral playbook: when to ask and how to actually do it

Your customers are the warmest possible introduction to new pipeline you will ever have

Jun 14 • Jess (Schultz) Poindexter

5

May 2026

AEO 101: What it is, why it matters, and how to start

AI referred website traffic is still small - but it's growing fast - and converts at a much higher rate than traditional search volume

May 31 • Jess (Schultz) Poindexter

3

April 2026

Your GTM approach needs to match your ICP

A $10K SMB deal and a $100K+ enterprise deal require fundamentally different approaches

Apr 12 • Jess (Schultz) Poindexter

2

Signal-based GTM: what it is and how to get started

The business case for signal based GTM - precision over volume

Apr 5 • Jess (Schultz) Poindexter

1

March 2026

How to run a QBR at early stage (and make it worth everyone's time)

Not every customer needs a QBR, how to get them to show up, and keep showing up

Mar 29 • Jess (Schultz) Poindexter

2

Your help library is a GTM multivitamin (here’s how to build one)

The multivitamin benefits of building a help library - sales enablement, ops efficiency, AI training, and more

Mar 22 • Jess (Schultz) Poindexter

1

The sales-to-CS handoff: how to do it right and how to use AI to do it faster

Why it's so important, what to put in it, and how to do it faster

Mar 15 • Jess (Schultz) Poindexter

1