Breaking the Cycle: GTM Inefficiencies and the AI Hype Train 🚂 Sitting here, staring at yet another BiG GTM budget, I need to get something off my chest, wooof woof. We’ve created a monster in B2B tech—a cycle of inefficiency that even AI can’t magically fix. Why? Because the core problem isn’t tech. It’s us. I mean mostly in the 🇺🇸 After seeing many teams struggling with customer acquisition costs (CAC) and watching them skyrocket, here’s the uncomfortable truth: We’re addicted to the “growth at all costs” narrative. Throwing money at acquisition doesn’t shorten enterprise sales cycles—it just burns ca$h faster. Consider this: 🔹 The average CAC for SaaS has increased by nearly 70% over the last five years, according to OpenView. 🔹 The median enterprise sales cycle is 4–6 months but can go up to 12 months if we talk about CRMs(longer for complex deals). More spend won’t change buyer timelines. So, what’s the alternative? Hard-earned lessons have taught me this: 1️⃣ Stop worshiping acquisition. The median win rate for B2B SaaS is 21%, per Salesforce. That means 79% of your leads don’t convert. Instead of funneling more spend into acquisition, focus on nurturing and increasing conversion rates within your existing pipeline. 2️⃣ Pilot like your P&L depends on it (because it does). Test fast, kill faster. Did you know 60% of pilots never make it past the proof-of-concept phase? That’s OK. Been there, done that! Many times! Every failed pilot costs less than overspending on ads that chase non-ideal customers. 3️⃣ PRODUCT. PRODUCT. PRODUCT. The hardest pill to swallow is this: if your product truly delivers, you can cut marketing and sales costs by 30–50% (HubSpot). Product-led growth (PLG) isn’t just hype—it’s proof that when users love your product, they’ll sell it for you and Wes Bush can tell you that too! Here’s my challenge to every B2B leader: Look at your #GTM #budget. Now imagine cutting it by 50%. Scary, right? But what if you redirected that energy into creating an undeniable product and building sustainable processes? Yes, AI can help optimize funnels, but it can’t fix our addiction to unsustainable growth. Real change starts with us: 👉 Choosing to invest in what matters most—product quality and user experience. 👉 Breaking free from the cycle of over-acquisition and too much spend on useless stuff like notebooks? Do people care about pens and notebooks? Who needs useless swag :) Because sometimes, the best growth strategy is building something worth talking about. #B2BGrowth #ProductLedGrowth #GTM #MarketingStrategy #SustainableGrowth