GTM for Startups by Jess

Buy vs. build: the argument you need to get better at this year

AI made building easier. It didn't make owning it easier — and that's your whole argument.

Aug 30 • Jess (Schultz) Poindexter

3

How to get your case study approved (and what to do when you can't)

A good, better, best approach — how to get to "best" and what to collect while you wait

Aug 16 • Jess (Schultz) Poindexter

3

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

Expertise + capacity = the hiring framework

Aug 9 • Jess (Schultz) Poindexter

9

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

8

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