Sales & GTM
Go-to-market, distribution and selling — including to corporates.
Plenty of good products die with a weak go-to-market, and plenty of average ones win with a great one. Getting to market is its own discipline: who you sell to, how you reach them, what motion fits, and how you turn a first deal into a growing account.
Founders and operators on the network break down what actually worked — narrowing the ideal customer, the first repeatable sales motion, selling into corporates, and the unglamorous grind of early distribution.
“The main defensive moat that still exists now is distribution. In many verticals, the winner will be the company that's most successful at distribution.”
Answers are drawn live from the network's conversations by Ask the Network.
12 episodes on Sales & GTM
▶ Pick My Brain with Alan Jones · 18 April 2026
The Lazy Sales Tactic That's Hurting Your Business | Ben King from Aviato Consulting
▶ In The Blink Of AI with Georgie Healy · 20 March 2026
The Right and Wrong Way to Use AI Agents in Customer Service with Jason Maynard, CTO of Zendesk
▶ Pick My Brain with Alan Jones · 18 March 2026
How to Turn Happy Customers Into Your Best Sales Channel
▶ In The Blink Of AI with Georgie Healy · 16 January 2026
Procure Pro’s AI Playbook for Construction Procurement
▶ Fintechfun with Chris Titley · 9 September 2025
Trent Daniel – Azupay’s Big Move with NAB
▶ Pick My Brain with Alan Jones · 30 July 2025
How to Stand Out in a Sea of AI Wrappers: Elena Tsalanidis on Selling B2B SaaS into Law Firms
▶ Perspective X with Pauline Fetaui · 23 June 2025
What It Really Takes to Scale to $100M: Ricky Sevta on Burnout, Breakthroughs, and Building Again
▶ Perspective X with Pauline Fetaui · 12 May 2025
Eden Shirley on Disrupting Yourself, Surviving Crisis, and Building a Culture of Warriors
▶ In The Blink Of AI with Georgie Healy · 28 March 2025
Meet Juno: The AI That Knows Your Customers Better Than You Do (Ft. Michelle Gilmore, CEO Juno)
▶ Fintechfun with Chris Titley · 15 October 2024
Andrew Butt Discusses Enable's Global Growth and Rebate Management
▶ Fintechfun with Chris Titley · 20 August 2024
Anton Phillips-Chantelois Discusses Delay Pay's Impact on Farming Finance
▶ The History of the Australian Startup Ecosystem - Interview Series
Emma Fawcett discusses the trap of “tech spaghetti”
The Sales & GTM glossary
CAC
The fully-loaded cost of acquiring one customer — sales and marketing spend divided by new customers won.
Ideal customer profile
A precise description of the customer you serve best — the one who buys fastest, stays longest and pays most.
Go-to-market
How you reach customers and turn them into revenue — the channels, motion and pricing that get the product sold.
Product-led growth
A motion where the product itself drives acquisition and expansion — free trials, self-serve sign-up, viral loops.
TAM / SAM / SOM
Nested market sizes — total addressable (TAM), serviceable (SAM) and the share you can realistically win (SOM).
Land and expand
Winning a small initial deal then growing the account over time with more seats, products or usage.
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