GTM Algebra: 10 rules for selling outside your network
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Selling to friends ≠ Selling to strangers Validation inside your network ≠ validation in the market.
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First GTM Team > First Feature. Products don’t sell themselves. People do.
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Strangers’ urgency = Real PMF. If a stranger says “I need this now” → that’s the real test.
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One real deal > 10 pilots. A single paying customer beats endless POCs.
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Customer energy > Product specs. Customers don’t buy features. They buy conviction.
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GTM Speed > GTM Perfection. Better to move messy and fast than polished and late.
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Painful “No” > Polite “Later.” At least you know where you stand.

Sep 25, 2025 · 7:54 AM UTC