Blog

Field notes on outbound and go-to-market.

Frameworks, playbooks and field notes from the team behind the outbound engine. Pulled live from the IGTMS feed.

Aug 11, 2026 · Mark Gordon

It's Not the Script. It's the Reps.

A sales rep blamed her script for a bad month. Her teammates were using the same words to close 8 out of 10 calls. The lesson: when something proven stops working for you, the fix is almost never the tool. It's the practice you haven't put in yet.

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Aug 7, 2026 · Mark Gordon

Is Cold Email Dead?

Cold email isn't dead, volume-first outbound is. The three-part framework we use to rebuild outbound around trigger and signal instead of send count.

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Aug 3, 2026 · Mark Gordon

Here’s Whats Keeping You Under $1M a Month

Most companies stuck below $1M a month don't have a growth problem. They have a system problem. Here are the four reasons revenue plateaus.

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Jul 30, 2026 · Mark Gordon

You Don't Need a Friend. You Need a Doctor.

Why the nicest sales reps often close the least: Gartner data shows prescriptive guidance beats options every time. Diagnose first, then prescribe with conviction.

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Jul 28, 2026 · Mark Gordon

Turn Founder Knowledge Into Team Capability That Scales

Most founders carry a winning sales system in their head. The problem is, it doesn't transfer. Here's how to install it across your team.

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Jul 22, 2026 · Mark Gordon

Win Your Next Client By Niching Down

The fastest way to grow is saying no to almost everyone. Why specific positioning, real delegation, and refusing to talk prospects into wanting your best work make a business easier to sell.

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Jul 2, 2026 · Mark Gordon

Public Failure and a $500M Comeback

Kathleen King lost the cookie company that carried her own name at 40. She started over, built Tate's Bake Shop, and it sold for five hundred million dollars. Mark on why it's never too late to start.

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Jun 24, 2026 · Mark Gordon

You Asked. Here's the Honest Answer.

Three questions founders ask every week and the straight answers nobody else wants to give.

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Jun 22, 2026 · Nicole Gordon

They Won in Five. The NBA Lost Millions. And Every Founder Should Be Taking Notes.

The Knicks ended a 53-year drought and left $260 million on the table doing it. Here's what every founder needs to take from what they built.

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Jun 12, 2026 · Mark Gordon

Kerlin Walsh Law: Breaking a 10-Year Revenue Plateau Mid-Transformation

An Illinois estate planning firm spent $400K per year on marketing for a decade with zero attribution and a 10-year revenue plateau. Four months into a GTM transformation, they posted the best month in firm history: $260K, more than 30% above their previous record, with the referral engine barely running.

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Jun 10, 2026 · Mark Gordon

Temple IT: From Zero New Clients in Two Years to 15 in Six Months

A managed IT services provider went two full years without a single new client. Six months after a GTM transformation, they had closed 15 new clients and added over $1M in new annual recurring revenue.

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Jun 6, 2026 · Mark Gordon

Why the Founders Who Need Help the Most Are the Hardest to Help

The founder attacking the contract isn't negotiating. They're protecting themselves from shame. Mark explains the pattern he sees every time and what actually changes things.

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Published to the IGTMS blog. Updated automatically from the live feed.