Mitchell Keller

I'm actively building the most efficient system to go from product market fit to message market fit using outbound and inbound led outbound and I'm having a blast doing it. Basically my team will find the people you want to contact no matter how hard they are to find, and ideally ones that have a clear publicly available issue to pray o- i mean help them with. hahaha. 

It's simple, empower sales teams with top of funnel that drives revenue, acquisition value and fatter fundraising rounds. 

Here's some case studies: From Rought US market entry to 2m in popeline in 40 days:https://gamma.app/docs/From-Market-Entry-to-2M-Pipeline-How-LeadGrowai-Transformed-a-Top-gp4lui8pe6n30v4?mode=doc 

https://gamma.app/docs/From-1-meeting-a-quarter-to-320K-in-closed-revenue-12m-in-pending-j3zinck91npcgmv

Some more sweet stuff on my youtube: https://www.youtube.com/@MitchellKeller_ 

If you believe your sales team should spend more time crushing and less time data crunching then send me a message. 

P.S. We tend to work with extremely high ticket companies, companies with tiny hard to find markets and seed to series A funded looking to take their product market fit and find an assymetry that scales it to the moon.

Co-Founder

Our Solutions  *Ask about our work for free performance guarantee ⚡️

✅ Organic Social: We drive quality traffic to your social channels, to generate exponential awareness to your brand, so you can draw in further investments, partners & have the community base for successful IDOs & INOs.

✅ Paid Social Advertising: We create grandslam offers & dynamic engagement-focused design to structure powerful campaigns that generate leads & increase conversions. 

✅ Web3 Consultations: We leverage our 60+ IDO's of experience to provide you endless value.


✅ Website Design & Copy: We research your brand & its competitors to generate compelling copywriting & design that is purpose-built to create the best customer journey possible. Through this we turn web traffic into valuable leads & conversions for you to increase ROI. 

✅ NFT Art: We conceptualize & create world-class 2D & 3D art that enhances your brand’s value to Web3 consumers & turn them into loyal fans that will buy your NFTs, while you sit back & focus on refining your business & utilities. 

✅ Pitch Deck Design & Copy: We do all the market research, copywriting & design for your pitch deck to be concise and tell your value story in a straightforward manner, so you can raise money effectively.


✅ Brand Design & Copy: We identify your brand voice & create value-focused copy that is empowered by dynamic design. Helping you connect with your target customer more deeply & generate lifetime value. 


✅ Video Production: We create premium 2d & 3d narrated promotional videos that provide a fantastic first impression of your business. Turning profile views into active followers for you. 

✅ Community Management: We manage & encourage participation in events to cultivate loyal communities. By gamifying user experiences we are able to provide daily value to community members & generate authentic discussions to turn members into fans. All of which creates the perfect community for you to sell anything too.

the job of a GTM engineer isnt building lists

it isn't research

it isn't consolidating data, sending messages, writing offers.

it's finding a single thread.

a thread that when pulled on unravels markets and unmasks opportunities.

the job of a GTM engineer is to use any tools necessary to find this thread, that is all.

if you knew exactly what to say to your market, how many deals would you close? ⊚ Turn strangers into customers with Stealth Offers 👉 the ones your competitors didn’t even think were possible.

My entire GTM tech stack (and what each tool does):

Building a GTM engine that doesn't require a 10-person ops team + helps you stop wasting money on Clay Credits. 

Here's what powers it:

List Sourcing

- Apollo → Company list building (love filtering by job titles on team)
- AI Ark → AI-powered prospecting
- DiscoLike → Lookalike audiences & list expansion
- GTME. business → Disgustingly + cheapest good local lead scraping (Gmaps)
- Followingg.co → Competitor/partner follower scraping (gauges company maturity)
- Crunchbase → SaaS/investor data for enterprise targeting
- ScrapeCreators → Social scraping
- TopYappers → Influencer data (tiktok + IG)
- LeadsonTrees → Daily Newly funded startups fully enriched.
- CCLeads → coaches and creator biz's

Research & Intelligence

- Serper → Google Search API for Maps, News, general data (~$50/mo vs $500+ traditional)
- Custom RSS feeds (Serper + Google News) → Funding alerts, competitor monitoring
- Spider. Cloud → Web scraping at scale
- Apify, Scrapingdog, RapidAPI → Various scraping for cheap (including the business network ;))
- Job post monitoring → Competitor hiring signals
- TheirStack → historical technology data from sites and job posts

Lead Enrichment (Waterfall System)

- Icypeas → TryKitt.ai → LeadMagic
~$0.005-0.01/email vs $0.50+ on ZoomInfo
- BlitzAPI → LinkedIn enrichment (trialing - extremely promising)

Phone data: Leadmagic + clay waterfall

List Hygiene & Deliverability

- EmailGuard → Spam checking, placement tests, Surble checks
- In-house MX checker → Security gateway detection
- In-house list batching → Send cadence optimization
Outreach

- EmailBison → Campaigns, sequences, best in class deliverability
- Raw Claude+claudecode + custom skill → Copy generation

Sales & Conversion

- Fireflies.ai → Meeting transcription, summaries, content fuel
- Gamma → AI-generated proposals & custom client resources
- Tella→ Personalized VSLs & 1:1 video outreach
Content & Distribution
- Any CRM tbh. 

Knowledge & Client Management

GitHub + Git worktrees → Client knowledge bases in markdown
Fireflies.ai → Feeds content creation + improves knowledge base over time
Google Workspace → Deliverables
GitBook → Client-facing knowledge sharing


Raw Infrastructure

- Supabase → Database backend
- OpenRouter → LLM API routing (pay per token, not per seat)
- Trigger.dev → Background jobs & automation
n8n → Workflow automation (self-hosted = $0)
- Trigify.io → socail data -> Slowly replacing with in-house solutions
- Brightdata → Disgustingly good proxies and data unblockers
- Snowflake → Tons of free bulk data


The glue: Claude Code and Clay
Skills (SOPs as code) tie everything together. One command can:

- Conduct research
- Qualify companies, format data
- Programmatically search Supabase to pull leads
- Spintax and spam check copy iteratively.

Whereas Clay has extreme concurrency, and useful tools built in. 

The individual tools are commodities. The orchestration layer is the multiplier.

Study any Alex Hormozi funnel.

Top to bottom, nuts to bolts.

They're ALL "bet on you" offers.

Here's what I mean:

Most offers make prospects bet on YOU.
"Trust us. We're good. Here's our case studies."

The best offers make prospects bet on THEMSELVES as well.

The difference is subtle but massive.

Here's an example:

Generic: "We'll help you implement AI agents"

Bet on you: "You already hired a head of AI strategy. He probably has coherent thoughts on how your business should implement AI. We're just the way to get from idea to production."

See the shift?

The second version:
- References an investment THEY already made
- Validates a decision THEY already committed to
- Makes success feel like a natural extension of their judgment

The prospect thinks: "Yeah, I DID hire that person. They DO have ideas. This makes sense."

Belief goes up cause they're not betting on a stranger.
They're betting on a decision they already believe in.

How to find your "bet on you" angle:

1. What has this prospect already invested in? (Hiring, tech, strategy)
2. What do they already believe? (Their thesis, their approach)
3. How does your offer validate and extend that belief?

When you nail this, one-call closes become normal.

Cause you're not selling anymore.

You're just validating what they already want to believe.

Video breaking down Alex's bet on your offers coming soon.

We start every client on cold email.

Not LinkedIn DMs.
Not cold calls.
Not ads.

Cold email first. Always.

Here's why.

The problem:

LinkedIn has reputation risk. If you test bad messaging on LinkedIn, your personal brand takes the hit. Your connections see it. Your prospects remember it. There's no reset button.

Cold email is anonymous. You can test 10 different positioning angles in a week. The ones that fail disappear. The ones that work become your foundation.

What makes it worse:

Most teams test messaging on the channel that matters most. They run experiments on LinkedIn—where their CEO's face is attached to every message.

Then they wonder why sales feels risky.

The fix:

Use cold email as your messaging lab.

People are painfully honest in email replies. They'll tell you to F off if they don't like your angle. That honesty is data. It tells you exactly what your market thinks.

Once you find what works—the situations that resonate, the language that lands—you graduate to LinkedIn with confidence.

But here's the thing: LinkedIn is a complement, not a replacement.

More people have email addresses than LinkedIn profiles. You can reach your entire market faster through email. And you're not outsourcing your thinking to a black box like ads—you know exactly who replied and what they said.

Plus, LinkedIn has friction email doesn't.

On average, only 40% of people accept connection requests. That means 60% of your outreach never even lands. And without content backing up your profile, LinkedIn doesn't convert as well anyway.

The sequence that works:

1. Test messaging on cold email (low risk, precise targeting, fast learning)
2. Find the positioning that resonates
3. Scale through LinkedIn with proven language + content

Stop testing on channels where failure has consequences.

Start where failure is free.

Well this is giving me the warm fuzzies

Got a DM from someone saying they've been enjoying my content. 

Really reassuring cause it's easy to think what you know is too simple to share. You prob have way more value to give than you think.

No alternative text description for this image

Employee count is lazy targeting.

Here's a better signal:

maturity.

We were figuring out how to segment a market of PE firms recently.

The obvious move: big firms vs small firms.

The better move: look at the makeup of their team.

Do they have someone with "AI" or "automation" in their title?
Have they hired for technical roles recently?
Is there evidence of data infrastructure investment?

Why this matters:

A 200-person company with zero technical talent is harder to sell AI to than a 20-person firm with a head of AI strategy.

Size tells you scale.
Maturity tells you readiness.

When you segment by maturity:
- You can make technical arguments to technical buyers
- You skip the education phase
- Close rates go up cause they already believe AI works

When you segment by size alone:
- You waste time explaining basics
- You get stuck in "we're not ready" objections
- Pipeline feels full but nothing closes

The signal hierarchy:

1. Do they have technical leadership? (AI lead, automation role, data team)
2. Have they made related investments? (AI tools in their stack, recent tech hires)
3. What's their public stance on AI? (Content, job postings, press)

Size is the last filter. Not the first.

This is how you stop getting stuck in education-mode sales calls.

Target readiness. Not revenue.

Looking for head of GTM

Must be excited about building outbound strategies and copy that generate companies 100's of thousands from outbound and get founders acquired.

You will be my right hand man on strategy and copy and help lead a GTM team

This role is for you if:
- You're a former/tired agency owner that doesn't wanna close deals.
- And/or you come from a high level sales background.
- And/or you come from a growth background.

+ Are competitive as hell and like me (somewhat austically) tend to pursue excellence to a fault.

Technical acumin welcome.

Competitive base + disgusting revshare available.

interested?

🚨Send a DM outlining why you're right for the job and a specific example of executing a top of funnel campaign from strategy to end outcome🚨

Other keys to role:

- elite communicator
- systems thinker (can make a coherent plan and see it through to the end)
- disturbingly comprehensive understanding of gtm tools (see my post on gtm tools)

ie: clay, apollo, instantly, heyreach, Claude code/cursor, sales NAV, apify.

Intent signals are useful.

Pricing page visits. G2 reviews. Job postings.

But they're not how you test your offer.

Here's the problem most people miss:

The math:

- 3% of your market is actively looking (signals)
- what about the rest?
If you're testing your offer based on signals only, you're testing it on 3% of the market.

That's too slow.

Here's what happens:

You send 1,000 emails to signal-triggered leads.
You get 50 replies.
You book 10 calls.
3 close.

What now?

Now you think you know if your offer works and you're out of leads. 

But it doesn't.

You know if your offer works on the 3% who were already looking.

That's not the same thing.

Here's the thing:

Signals don't test the meat and bones of your offer.

They test your ability to catch people at the right moment.

That's valuable. But it's not product-market fit.

The real test is the people that would buy but don't know it yet. 

People who are in a situation to buy but haven't announced it to the world -> the situations beyond the signals.

- Series A -> no CMO (could extend runway by months with the right hire)
- Ripping ads but no newsletter + fat sales team (leaving hella food on the table)
- Team growing fast (process breaking, need help)

These people will tell you if your offer actually resonates.

Cause they're not already shopping.

They're being interrupted. Shown a new way. 

If you can make them stop and pay attention, your offer is real.

Signals are complementary.

Run them for quick wins and pipeline padding.

But don't confuse high conversion on signal campaigns with a validated offer.

That's just good timing.

Strategically test outside of signals. 

That's where you learn your winning offer the one that unlocks the rest of your gtm strategy.

Best performing campaign we're running right now:

40% positive reply rate.

The source: SAM(.)gov (government contract awards).

Here's the play:

When a company wins a government contract, they get paid... eventually.
Government payment terms are notoriously slow.
30, 60, 90 days.

Meanwhile, they need capital to deliver on the work.

The signal: Contract won.
The situation: Cash flow gap.
The offer: Capital against the invoice.

Why this works so well:

1. **Timing is perfect**

They just won. They're excited.
But reality is about to hit: they need to fund the work before they get paid.

2. **Relevance is obvious**

"Congrats on the $X contract. Need capital to bridge the gap?"

That's not a pitch. That's a genuine question.

3. **Qualification is built-in**

Government contracts are vetted.
These are real businesses with real revenue.
No tire-kickers.

The tradeoff:

Volume is limited.
Only so many contracts get awarded weekly.

That's why signals aren't always the best strategy.
They're high-converting but volume-constrained.

The lesson:

Find your SAM(.)gov equivalent.

What public event signals genuine, immediate need?
That's your 40% reply rate campaign waiting to be built.

Low volume. High conversion.
That's the signal play.

But keep in mind this is just a drop in the bucket. it's got the best stats but not the best outcome. 

10x volume at a 12% PR is still the biggest winner.

Once you have an offer that's working what's next? 

How do you make it transcendent. How do you make it so lethal it turns strangers into customers on autopilot. 

Here's a breakdown on what I call building worldview alignment into offers until they become that holy grail Stealth Offer. 

An offer so good that it must be uncovered not created. Mined out of the very market itself.

Lending is a 'crowded market.'

Everyone offers rates. Terms. Speed.

When there's a crowd it's your positioning that matters most. You don't wanna be Waldo you wanna be the blacksheep in an ocean of white. 

Here's a positioning angle most miss:

Rescue.

We were working on positioning for a revenue-based financing company's repackaging service.

The obvious frame: "We offer better rates than your current loan."

The better frame: "Loan rescue."

"This guy was drowning. We came in with a capital rescue. Repackaged his debt. Now he can breathe."

Same service. Completely different story.

Why "rescue" works:

1. It implies urgency without creating it
2. It positions you as the hero, not just another option
3. It speaks to emotional state, not just financial state

Most people with bad loans don't think "I need better rates."
They think "I'm stuck."

"Rescue" meets them where they actually are.

How to find your rescue angle:

Look at repackaging case studies.

Not the numbers. The narrative.

- What was the emotional state before?
- What changed after?
- What would have happened without intervention?

The story writes itself.

"She took an MCA that felt manageable. 6 months later, she couldn't make payroll. We restructured. She made payroll. Now she's expanding."

That's not "better rates."
That's rescue.

Position the transformation, not the transaction.

Most lenders sound the same cause they sell the same.

Rescue positioning makes you the only option that feels like relief.

100% 1-1 AI emails are a fools errand for any company that is pre offer-market fit.

you're outsourcing your distribution to a black box and making it 20x more difficult to discern what's working and what isn't.

you'll be lucky to stumble on a true outlier doing this.

this is for after you find your offer.

You launched an AI SDR. One-of-one campaign. Booking a few meetings.

Crushing it. Happy.

But you have no idea why it works.

You let AI take over from day one. Outsourced your figure-it-out phase to a black box.

Campaign performs? Great. Now scale it.

You can't. Because you don't actually know what's working. Was it the targeting? The angle? The timing? The AI won't tell you.

The founders who win learn the game first. Then automate.

🚨tHiS uLtiMaTe GeMiNi 3.o MeThOd BrInGs RaInWaTeR tO tHe SaHaRa

this system unlocks 300,000 square km of viable land mass that everyone else has overlooked but after 36 hours of studying the back of my hand im giving it away.

this system will:

- extract unblooded diamonds 
- automatically send a dollar a day to that local infomercial village
- solve how tf they got the 400 ton stone up the Nile and in the kings chamber
- and even stand up hyper cooled Giga data centers so you can make millions serving up sweet sweet inference.

like and comment 'wow this is gonna be a life changing lead magnet'

and I'll send it over. must be connected like this system makes me feel connected to humanities potential birthplace.

If your offer feels flat, do this:

Look at what every other player in your market does. Find the thing customers hate about it.

Position against that.

Same offer. Different angle.

Example: "Growth partner" vs "growth agency."

Same service. But "partner" positions against the extraction feeling people got from agencies for years. Skin in the game instead of invoice-and-disappear.

That one word change shifts the whole frame.

You might have a similar retainer but you make it FEEL like you're aligning with their upside. 

The market cycles though. What worked five years ago might be stale today. What was stale might be fresh again.

Your job isn't to invent a new offer. It's to find the thing your market is tired of and position as the opposite.

All you need to do is make an offer WORTH testing that's it. 

Don't over complicate shit. 

It's offer then offer framing.

"but what about targeting" 

A good offer has the targeting baked in my friend. 

"WTF is framing?" 

frame is how will you can frame the offer around their current day to day situation AKA their worldview. 

if you can do that you are so unreasonably trust worthy that they ACTUALLY BELIEVE YOUR DREAM OUTCOME.

We built a GTM knowledge base for a K-12 EdTech client.

Now claude code is one-shotting newsletter sequences.

Single prompt. Crisp copy. Ready to send.

But what matters is where the knowledge came from: 
1. all of our successful outbound GTM campaigns and the research that fueled them 
2. Sales call transcripts 
3. Direct conversations with the founder to bridge the gap between what is said and what is understood. 

So here's what changed:

Before the knowledge base:
- 3-4 prompt iterations to get usable copy
- Constant corrections on tone and positioning
- Output felt generic, needed heavy editing
- Constant copy and pasting of context + searching notion.

After the knowledge base:
- Single prompt produces ready-to-use sequences via SKILLS
- Tone is dialed in automatically
- References the right proof points without being told
- Now they can instantly turn good newsletters into segmented ones by geography and titles. 
 
The difference isn't the AI.

It's the context.

Here's what we structured:

1. **Voice and tone rules** - How they sound, what words they use, what they avoid
2. **ICP pain points** - Specific problems their buyers have, in their language
3. **Proof points** - Case studies, metrics, testimonials organized by use case
4. **Positioning angles** - What makes them different, framed for different segments

When the AI has this context loaded, it doesn't guess.

It executes.

The pattern:

Most people treat AI like a magic box.
"Write me a newsletter sequence."

Then they're surprised when the output is generic.

The AI isn't the bottleneck.

Your knowledge organization is.

When you invest in structuring your GTM knowledge:
- AI becomes a force multiplier
- Junior team members produce senior-level work
- Output is consistent across channels

The K-12 client went from "AI is inconsistent" to "AI is our fastest copywriter."

Same AI. Better context.

Talked to a founder building AI for private equity recently.

He said something that stuck:

"Every company claims they're AI for private markets. There's so much noise. The question is what engenders trust."

He's right.

In saturated markets, the dream outcome isn't what closes deals.

Believability is.

Here's the thing most people miss:

You don't build trust by CLAIMING results.
You build trust by demonstrating that you understand their world better than they expected.

The way you bridge the gap between "sounds nice" and "I believe you" is how you frame and position the offer.

Some tactics that work:
- Reference investments they've already made ("You hired a head of AI strategy... he probably has coherent thoughts on implementation...")
- Make them feel like they're betting on THEMSELVES, not just you
- Surface problems they didn't know they had

When someone reads your message and thinks "this person gets my situation"... trust is already half-built.

That's why diagnosis beats personalization every time.

The goal isn't to sound different.
It's to prove you see what others miss.

What's the hardest market you've had to build trust in?

The startup journey:

1. Create reasonably good idea
2. Get funding for idea 
3. Pour capital into a website
4. Make Hero Headline: Supercharge your X
5 ???
6. Profit. :


Naw but seriously why do people think this is a strong headline.

Ricky Pearl

Grow without growing pains | Done for you outbound motions that don't suck | Call, Email or LinkedIn Outbound made easy

2025/6 Partnership Salary Survey:  https://survey.hockeystickadvisory.com/salary
Join Tech Sales ANZ https://rep.pointerstrategy.com/
Join Clay Club ANZ   https://nas.io/clay

⚡️ Helping companies train and hire reps that hit targets.
🇦🇺 B2B sales specialist. Pursuing growth for all who need it

🚩 No seller is perfect. 
🚩 They have potential and they have flaws
🚩 Their success will be determined by YOUR ability to maximise their potential, and coach out he flaws

✅  We do that for every rep we place

Recruitment @ 1.5%/m for 12 months (18% total) 

Membership @ $995 giving you access to entire team training and discounted recruitment

Talented individuals, enabled with world class training, coaching and mentorship. 
 
We help you hire better, scale faster, win more business, and reduce the burden on management of maintaining a high-performance sales department.


👉 DM me to get the details 👈

Founding Member - SDRs of APAC

SDRs of APAC is a collective where leaders in business development collaborate and communicate to drive the industry forward.

Tell your friends. We are having a legendary hiring day on the 20th of Jan
16 candidate BDRs enter the room
8 walk away with a contract

(The other 8 will get support and training to help land their next role - basically as good as a job offer)

If you know someone wanting to get into tech sales. This is the way.

Competitive days like this benefit everyone
1: The best on the day get the job
2: Hiring managers get to see how people operate through a full day 
3: No long drawn out processes for candidates
4: Build the team based on how they work together 
5: The reps not getting a job see who does gets the job and learns quickly where they need to level up (and are given support to get there) 

Share this with people you know

NO EXPERIENCE REQUIRED 


*This hiring day is for Melbourne only, but we have other roles if you are elsewhere in ANZ

GTM ANZ community | Creating high functioning revenue teams through performance based recruitment and outcomes based training

Call me 
Linkedin me
SMS me
Whatsapp me
Email me
Come knocking on my front door if you need to

With all seriousness, this is genuinely going to be a great role

You will scale then run an outbound team of 20 reps
You can then help them build their international market as they build their US team

We want the best BDR Manager

We are happy to talk to people stepping up into the role
Those already there,
Those that have done it before but want to move to a much better company for career opportunities. 


Friends don't let friends not consider this role. So share it privately with your mates.

We're kicking off 2026 with a big upgrade to the team.

This is the first of a few major announcements for Pointer

We upgraded in a big way

Nathan Clark is partnering with Pointer as a specialist recruiter - focused on Revenue Enablement roles

Why are we doing it? Well...

Companies are turning to Pointer for three main reasons

👉 Recruiters who've actually done the job
👉 Ongoing enablement so reps actually succeed
👉 Payment tied to the rep performance, not ours

But what if our enablement service is not enough?

What if a company needs a full-time revenue enablement professional?

Our hope is that every client eventually needs a dedicated revenue enablement pro (maybe to work alongside Pointer in enabling their team).

We wanted to make sure they had the best revenue enablement professionals supporting them through the hiring process. 

Enter Nathan! 

Someone who knows EXACTLY what is needed to succeed. 
Someone who understands the job even better than the people he is interviewing
Someone who has done it before, is still doing it and will repeatedly (and consistently) do it again 

Nathan is not just one of the best Revenue Enablement Professionals in Australia, but one of the best in the world. 

Give Nathan a Follow, and if you are a revenue enablement professional, jump into our GTM ANZ Community. This is where the community comes together to learn, grow, share and network. 

2026, LFG!

Join Revenue Enablement ANZ today
It's not a new community, it's a dedicated channel in GTM ANZ community

Tech Sales ANZ has been one of the best corners online. A group of highly skilled, community minded individuals all supporting each other. 

There is no selling
There is no pitching
There is only top quality advice, banter and support. 

BUT

We realised we needed some spaces for deeper conversation on specific topics

Yes, there is a main channel for most topics

But a few groups wanted to deep dive (and maybe have less noise)

We opened up dedicated channels for 

1: Revenue Enablement professionals
2: Revenue Operations professionals
3: Partnership Pros (channel is open, but we are only launching later this month) 

You can hop into one of those without needing to be in the main GTM ANZ chat

With the expansion to other revenue professionals, Tech sales ANZ is rebranding to GTM ANZ (maybe temporarily, maybe not) 

We don't want volume, we want quality!

https://lnkd.in/gWG6j3PZ

50% of those invited to attend will get a job. 
8 BDR roles filled in one day

Perfect way to break into tech sales

*oh and the job pays well above industry average. 


P.S we are also looking for Melbourne's best (current of future) BDR Manager to lead this scaling team. 

https://lnkd.in/gEsQbsXS

It's January 5th. 1% of the year completed
Most sales goals are already dead
They just don't know it yet

Here's what happens:
Week 1: "This is my year. I'm going to crush it."
Week 2: First deal slips.
Week 3: First deal lost
Week 4: Back to old habits. The goal becomes "survive until March."

Why does this keep happening?

Because most people confuse their desires with their goals

Goals need a plan
"I want to hit 120% of quota" is not a plan

It's a wish

Here is what top professionals are doing to make sure they actually do better in 2026

- They are focusing on the capabilities required to deliver the outcomes they want
- They are learning, they are practicing, they are reflecting and they are practicing their discipline

So here it is in black and white

If you have not spent time learning. If you don't have new skills to practice, if you are not actually bringing a better version of yourself than your 2025 self, guess what? your 2025 self will get you 2025 results in 2026

Most sales teams don't have a strategy.
They have a quota and a prayer.

Here's a quick maturity check for your revenue function:

Level 1: Chaos
→ Reps do their own thing
→ No consistent process
→ Success depends entirely on individual heroics
→ No clarity on leading KPI's 

Level 2: Documented
→ Playbooks exist (in a folder nobody opens)
→ Some process, inconsistently followed
→ New hires take 9+ months to ramp
→ Mixed bag of performance and lack of clarity on KPI performance


Level 3: Managed
→ Clear methodology adopted
→ Regular coaching and pipeline reviews
→ Reps know exactly what good looks like
→ Managers have clear real-time insights 


Level 4: Optimised
→ Capabilities measured and developed
→ Data drives decisions, not gut feel
→ Consistent performance across the team

Be honest: where does your team sit?

Most are stuck between 1 and 2. Convinced they're at 3.

The jump from 2 to 3 isn't more tools

It's capability investment.

There are some excellent tools that help a LOT, but let me make this clear. AI is not coming to save you. 

The right tools are mission critical. But its the combination of the right people, the right process and the right technology, all working together and implemented well, that gets you there.

Hiring hunger games completed. 
22 entered - 8 survived

Im joking, all 22 survived and all 22 were exceptional. All 22 will have a long and successful career in sales, and Pointer will continue to support them with their growth, learning and development. 

The benefit of the hiring day is you get to build the team, and see them operate as a team. 

Who instantly connected with who? Who become a peer leader? Who was the quiet contributor? Who showed the right self awareness? Who showed the right constraint and self control? 

Who thanked the person paying for lunch? Who held the door and let others walk through? Who thought to get water for the table and cups for everyone? 

Who jumped straight to the big picture and who picked up the details?
Who completed the assignment, and who understood what the assignment was actually testing

There are things that make great teams that are incredibly hard to find in most circumstances. 

But on a hiring day we get to see more. 

Its exhausting for everyone involved, and I have to thank the incredible reps that took themselves out of their comfort zone. 

I hope everyone got a lot out of it, even if it was not an offer of employment

The best part of the day is we got to have our two new team members join us.. 
Ill drop that announcement soon :) 

Have you ever done a hiring day? What do you think?

The community spoke, and we listened. 

We are kicking the year off with one of the most requested sessions

Setting up the GTM stack with Claude Code 

We don't sell any of this, so this is just hands on, walk you through getting this set up. 

No flashy slide decks, just screen shares


Marshy will demystify Claude Code and show you how to set up a GTM stack from scratch.

- Setting up Claude Code in terminal
- Getting started and your hands dirty
- Connecting GTM tools with APIs
- Orchestration with multiple tools

At the moment there is no better LLM tool than this (other than buying dedicated tool like Coachpilot - which is awesome)

Jump into the session and get stuck in.



P.S GTM ANZ Community is the Community where you will learn how to operate as a modern revenue professional

Hiring without an enablement plan is silly
It costs a lot more than paying for enablement. 

This is just a fact. 

Time to value is what matters

Having a rep take 3 month longer to ramp is where companies are wasting so much money

During ramp they saved $10K by not hiring through Pointer or getting enablement support (plenty options)

They wasted $50K in direct salary cost, 3 months in time/runway, and $300K in opportunity cost 

Ever had a weak onboarding? 



*There are plenty enablement professionals that can help you build the right plan for your company. We are happy to introduce them to you if ours is not right for you.

CRMs were supposed to give us superpowers.

Instead, they gave us admin hell.

Remember when Salesforce promised you'd close more deals?

Sell faster?
Know your pipeline inside out?

Here's what actually happened:

→ Reps spend 3 hours a day updating fields nobody reads
→ Managers spend more time auditing CRM hygiene than coaching
→ Deals get lost because someone forgot to change the stage

And my favourite: "Can you update your notes before the forecast call?"
Translation: We don't trust you, so prove it in writing.

But here's what nobody wants to admit:
We bought systems to compensate for capability gaps.

Can't remember your deals? CRM will do it.
Don't know how to forecast? Let the AI predict it.
Struggle with pipeline discipline? Automated reminders to the rescue.

Except none of that actually makes you better at selling.

It just makes you better at pretending you're organised.

70% of sales teams are just coasting. And most of them are drowning in systems that were supposed to set them free.

You want to close more deals?

Stop adding tools.

Start building capabilities.

What system did you implement thinking it'd save time, only to realise it just created more work?

GTM ANZ Community hit 600+ members in 2025. 

 In 2026, we're going to do even more for the community       

 Here's what's coming:                               
 → More curated round table dinners (BDR managers, partnerships, enablement)  
 → Clay Club and RevOps workshops for the tinkerers                   
 → Weekly webinars across 6 tracks hosted by the best in Aus                             
 → And a lot more pub socials                 

But here's the thing about this community:                          

There are NO sponsors - We don't want them.  It's not a place to spam your SaaS product.

This is a group of community minded people who recognise they don't have to reinvent the wheel

They know others have overcome the challenge before and its easier to ask than burn your fingers trying 

Ultimately, they are humble enough to know they are better off with community support

It's revenue professionals helping each other figure sh*t out. No fluff.                        
                                                
If you're in Australian tech and work in sales, marketing, enablement, partnerships, or RevOps - this is your crew.                                 
                                                

*In yesterday's chat I think we figured out one of our first community webinar topics. A live screen share session helping reps set up Claude Code for themselves - GPT is good, but everyone feels like getting claude code set up well is simply the best right now. There is a technical lift that Luke "Marshy" Marshall is going to help us get over. 

Jump in the community now

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Mitchell Keller

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