GTM Ops**The GTM Newsletter

116 Quarters on Quota and What Every Sales Leader Should Be Tracking, with Bill Binch, Operating Partner at Battery Ventures

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Why I picked this

throughback reminder its still about executing the basics

back-to-basics-gtmhuman-first-salesrevenue-platform-consolidation

“Every forecast conversation should start with 'my quota is' not 'my forecast is'”

Key takeaways

  • The 'mojo metric' framework: 6 daily pipeline inputs that predict revenue momentum before lagging indicators show problems - operational leading indicator system for sales health
  • 5-quarter look-back is the most critical board slide - provides pattern recognition on execution consistency vs one-time wins, separates sustainable growth from lucky quarters
  • Battery's anti-playbook approach: doesn't force one-size-fits-all across portfolio, evaluates operational rigor first then adapts frameworks to company stage and market - contrarian to typical VC operating model
  • In-person sales teams accidentally outperformed remote at Outreach - real-world experiment showed collaboration/culture impact on enterprise sales outcomes despite remote-first narrative
  • Best sales/marketing alignment shows up in board presentations as unified motion, not separate functions - operational integration visible in how leaders present together, not just org chart reporting lines

Why this matters for operators: Sales leaders building operational rigor, VPs/CROs transitioning to advisory roles, portfolio companies needing forecast discipline

I cover AI×GTM intelligence like this every Wednesday.

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Personal Productivity & AI-Augmented WorkAxiosVictor's pick

Exclusive: Office workers embrace OpenAI's Codex

Productivity and brain tax so real

  • AI coding agents are rapidly expanding beyond developers - knowledge workers now represent 20% of OpenAI Codex users and growing 3x faster than technical users, with 4M weekly actives (5x growth since February)
  • The mental cost of AI supervision is emerging as a critical adoption barrier - power users report 'AI psychosis' and cognitive exhaustion from managing multiple fast-moving AI workstreams, creating a new type of workplace stress distinct from traditional productivity fatigue
  • Agentic AI is creating a workplace artifact integration layer - tools like Codex connect email, calendar, docs, Slack/Teams to surface context across siloed systems, with 60% of users now running concurrent AI tasks (up from <50% in April), signaling shift from single-task automation to orchestration workflows
ai-coding-toolsautomation-stacksai-writing-workflows
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AI×GTMGTM AI Podcast & Newsletter

6/2/26: Inside Perplexity's Revops, 3 AI Skills Replacing Admins

  • Perplexity's RevOps leader is replacing hiring decisions with AI agent builds - 3 skills built in 2 months that run autonomously
  • Voice of Customer automation: Daily-refreshing dashboard using Momentum.io + Salesforce that auto-tags calls, surfaces themes, generates product recommendations, and creates marketing sizzle reels without human intervention
  • Contrarian thesis: The RevOps scaling playbook is shifting from 'hire specialists' to 'build agents' - credible signal from operator who scaled Ramp and now Perplexity
ai-sdr-adoptionautomation-stacksrevenue-platform-consolidation
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This analysis was produced using the STEEPWORKS system — the same agents, skills, and knowledge architecture available in the GrowthOS package.