GTM for Startups by Jess

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

Your sales hire isn't working. Is it the rep, or your setup? The four controllables founders own — and how to diagnose what's actually broken.

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

Selling to enterprise? Volume-based outbound won't work. Learn how to match your GTM motion to your ICP and when to shift to an ABM approach.

Apr 12 • Jess (Schultz) Poindexter

2

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

Learn what signal-based GTM actually means, which buying signals matter for your business, and how to start tracking them.

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 — but your tier one accounts do. Here's when to run one, how to get the right people in the room, and how to make the…

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

The MVP for customer success

Your first CS hire can't fix everything at once. Here's the MVP for customer success—five foundations to build first for maximum impact on retention.

Mar 8 • Jess (Schultz) Poindexter

3

When to hire your first customer success manager

When should you hire your first CSM? It depends. A four-variable framework to help founders time this critical hire based on ICP and ACV.

Mar 1 • Jess (Schultz) Poindexter

2

February 2026

How to run your weekly sales stand-up

Your weekly sales stand-up shouldn't be a deal-by-deal review. Here's the exact agenda I use across all my client engagements.

Feb 22 • Jess (Schultz) Poindexter

1

When (and how) to create sales rules of engagement for your startup

Why and when you need it + what to put in it

Feb 15 • Jess (Schultz) Poindexter