The go-to-market landscape has drastically changed in the past year. Older strategies don’t seem effective, and AI-native companies are growing at an unprecedented rate.
We’ve compiled 30 data-driven articles from SaaStr.com, mostly published recently, to keep you updated on what works today. These are tested strategies from leaders who have scaled companies from $1M to $3B+ ARR.
The fastest-adapting companies are leading. If you’re a founder, sales leader, or part of a B2B company, this curated collection provides essential tactical insights from the SaaStr community.
AI & Modern GTM Revolution
The AI era in B2B and SaaS is not coming; it’s already here.
1. AI-Native GTM Teams Run 38% Leaner: The New Normal?
The Data Behind the New Operating Model
ICONIQ’s survey of 205 GTM executives shows AI-native companies are more efficient, restructuring how go-to-market teams function. Early-stage AI companies operate with 38% fewer GTM employees while surpassing conversion rates.
Key Takeaway: Perplexity scaled to 5,000 enterprise customers with just 5 sales reps. This is now a new blueprint.
→ Read the full analysis here
2. GTM in The Age of AI: The Top 10 Learnings from ICONIQ’s B2B SaaS Report
The Market Split That’s Defining SaaS Success
AI-native companies achieve 56% trial-to-paid conversion rates compared to 32% for traditional SaaS. Strong AI adoption leads to better performance on all important metrics.
Key Takeaway: The conversion gap is about being built around AI, not just having AI features.
→ Read the full report here
3. AI in GTM Efficiency: The Playbooks from Databricks, Monday.com, and Benchling
How Three High-Growth Companies Actually Implement AI
Explore tactical playbooks from revenue leaders. Learn how Monday.com created their “deal desk co-pilot” and why platform integration leads to the biggest wins.
Key Takeaway: The winners thoughtfully integrate AI into existing workflows, not by having the most AI tools.
→ Read the tactical playbooks here
4. AI, Sales + GTM: This Changes Everything with Jason Lemkin and Owner CRO Kyle Norton
The Future of Revenue Teams
CROs will need to manage teams that are 50% AI agents by year-end. This operational change is already a reality for visionary revenue organizations.
Key Takeaway: Team members not curious about AI should be reconsidered. It’s a new competitive reality.
→ Read how sales teams have already changed with AI here
5. The GTM Playbook Is Mostly Dead. What’s The AI Era Replacement?
What Actually Works in 2025
The 2021 playbook of emails and digital events is outdated. The 2025 GTM Playbook emphasizes personal engagement and dedicated time per prospect.
Key Takeaway: AI increased competition. Winning companies perfect the basics, not just deploying more tools.
→ Read the new playbook here
6. Sam Blond + Jason Lemkin “GTM: How It’s Changed, How It’s Changing, and What Hasn’t Changed (Yet)”
Counterintuitive Insights from Leading CROs
Discover insights from CROs, highlighting territory design over AI tools and the value of in-person sales.
Key Takeaway: Fundamentals like territory optimization are yielding significant competitive advantages.
→ Read the counterintuitive insights here
Sales Leadership & Hiring
Building successful revenue teams starts with capable leadership. These articles offer frameworks for finding, evaluating, and onboarding leaders.
7. The Top 10+ Questions to Ask a VP of Sales During an Interview (with Cheatsheet)
The Updated 2025 Interview Guide
Updated for the AI-driven world. These questions help differentiate genuine closers from mere managers.
Key Takeaway: Ensure a VP of Sales can independently demo your product. If they can’t sell, they can’t lead.
→ Read the interview cheatsheet here
8. What A New VP of Sales Needs To Be Doing Their First 2 Weeks
The Make-or-Break First 14 Days
Your VP of Sales should master the product by Week 1 and begin recruiting top talent. Here’s how to ensure rapid impact.
Key Takeaway: The first two weeks should demonstrate credibility through action.
→ Read the first 2 weeks playbook here
9. Hiring a Great VP of Sales: The New, Latest Edition with Jason Lemkin
Avoiding the Jaded, Broken, and Done
With the market’s impact on sales leaders, learn to avoid the “jaded,” “broken,” and “done.”
Key Takeaway: Don’t hire someone who has been a “fractional CRO”—they might not seek intense full-time leadership.
→ Read the updated hiring guide here
10. The Top 10 Mistakes People Make When Hiring a VP of Sales
The Patterns That Kill Revenue Organizations
Avoid errors