B2B SaaS Broke GTM

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B2B SaaS Broke B2B GTM - Because It Optimized for Volume, Not Precision

Sales used to be a profession. Now, in too many companies, it’s an assembly line built for volume, not outcomes.

The old-school pros (love them or hate them) had real expertise. They knew their industry, their product, their customers. They prospected. They negotiated. They managed relationships. They owned the entire sales cycle, from first conversation to expansion.

Today? Most sales teams in B2B are order takers running a factory model designed to maximize activity, not effectiveness.

• SDRs press “Send All” and flood inboxes with noise
• AEs rely entirely on inbound leads and never learn to generate revenue
• Demos are scripted, discovery is rushed, and deals disappear after closing
• Customer success is reduced to a help desk, expansion becomes an afterthought

This factory model only works if you’re selling a low-friction, high-demand SaaS product at scale.

For everyone else? It’s a recipe for unpredictable pipeline, inconsistent revenue, and wasted GTM investment.

100% Human - This wasn’t AI-generated. It’s hand-crafted, unedited, and I can pretty much guarantee that there is some sort of typo or grammatical error. But it’s real, and that’s the point.

Every week, I’ll break down a real-world business experience or challenge a GTM myth - and leave you with an actionable plan.

Why? Because GTM needs a reality check. We’re all drowning in information, with everyone claiming to have the “magic tool” or “magic service.” I'll try to be your GTM Truth-Teller: I’ll cut through the noise and give you the raw, unfiltered truth.

I do this because writing helps me stay sharp and default to action. Your comments? They push me to see things from angles I hadn’t considered.

GTM Is Not a Factory, It’s a Precision System

The biggest flaw in the SaaS sales playbook applied to any Tech or B2B business is it assumes more volume leads to more revenue.

But in real-world B2B? Predictability doesn’t come from more leads. It comes from better execution.

1. Precision > Volume
2. Consistency > One-Off Wins
3. Systematic Execution > Random Acts of GTM

What Happens When You Copy-Paste the SaaS Playbook?

The factory model doesn’t just fail to grow revenue. It actively destroys long-term sales capability.

• SDRs never learn to sell, just how to push meetings that don’t convert
• AEs never learn outbound, so they can only close deals marketing hands them
• Customer success is disconnected from revenue, so expansion never happens
• No one owns the full buyer journey, so deals stall and pipeline becomes unpredictable

This is why so many teams burn out their GTM investments without seeing real returns.

GTM Is the New Revenue Engine

If your business doesn’t fit the high-volume SaaS model, you need a GTM motion that compounds precision, consistency, and execution over time.

1. Rebuild sales as a revenue function, not a meeting machine
2. Who owns the full customer lifecycle?
3. Shift from volume-based to intelligence-based GTM.

The GTM Revenue Leak Formula: An Experiment

GTM is the missing link between enterprise value and growth. If it’s designed well, it creates a predictable, compounding revenue engine.

If it’s built like a traditional sales and marketing function, it becomes a cost center that burns budget without delivering predictable results.

This realization led me to a question: How much enterprise value is lost due to GTM debt?

Over the past two weeks, I’ve been building a model based on real-world data gathered from companies I’ve met this year. This is the first structured experiment aimed at quantifying the relationship between GTM inefficiencies and enterprise value.

The goal? To give CFOs, VCs, and PEs a measurable framework for understanding how GTM debt erodes valuation - and how fixing it can drive long-term, compounding growth.

This isn’t just about sales efficiency. It’s about proving that GTM is the strongest financial lever a company has. More to come.

Omar

Your GTM Truth-Teller ??

My Commitment to You

If you’ve made it this far, thank you for reading.

This newsletter will unpack these ideas week by week. If you’re a business leader staring at the “Lego pieces” of your GTM - data, tools, AI, and processes - and wondering how to put it all together, drop me a line with what else you'd like me to cover, or if you have a specific GTM challenge you want to discuss, grab some time here.

Let's build better revenue systems together.