Sales & GTM
Go-to-market, distribution and selling — including to corporates.
Plenty of good products die with a weak go-to-market, and plenty of average ones win with a great one. Getting to market is its own discipline: who you sell to, how you reach them, what motion fits, and how you turn a first deal into a growing account.
Founders and operators on the network break down what actually worked — narrowing the ideal customer, the first repeatable sales motion, selling into corporates, and the unglamorous grind of early distribution.
“In a startup, there is no wrong decision. There's only the decision you didn't make.”
Answers are drawn live from the network's conversations by Ask the Network.
Shows covering Sales & GTM
Pick My Brain with Alan Jones
5 episodes on Sales & GTM
In The Blink Of AI with Georgie Healy
3 episodes on Sales & GTM
Fintechfun with Chris Titley
3 episodes on Sales & GTM
Perspective X with Pauline Fetaui
2 episodes on Sales & GTM
Building Tech Teams with James MacDonald
1 episode on Sales & GTM
First Cheque with Cheryl Mack & Maxine Minter
1 episode on Sales & GTM
The History of the Australian Startup Ecosystem - Interview Series
1 episode on Sales & GTM
16 episodes on Sales & GTM
▶ First Cheque with Cheryl Mack & Maxine Minter · 19 July 2026
What Makes a Founder Worth Backing at Pre-Seed? With Ilana Elbaz | GTM at Deel
▶ Pick My Brain with Alan Jones · 14 July 2026
How Do You Sell Software to an Industry That Won't Change? Mitchell Baker on Claimstack
▶ Building Tech Teams with James MacDonald · 13 July 2026
Nathan Hill: Managing a Team of Agents Now — What's That Worth?
▶ Pick My Brain with Alan Jones · 25 June 2026
The Four-Quadrant Framework Every Solo Founder Needs | Neel Bhattacharya from LeadTrackAI
▶ Pick My Brain with Alan Jones · 18 April 2026
The Lazy Sales Tactic That's Hurting Your Business | Ben King from Aviato Consulting
▶ In The Blink Of AI with Georgie Healy · 20 March 2026
The Right and Wrong Way to Use AI Agents in Customer Service with Jason Maynard, CTO of Zendesk
▶ Pick My Brain with Alan Jones · 18 March 2026
How to Turn Happy Customers Into Your Best Sales Channel
▶ In The Blink Of AI with Georgie Healy · 16 January 2026
Procure Pro’s AI Playbook for Construction Procurement
▶ Fintechfun with Chris Titley · 9 September 2025
Trent Daniel – Azupay’s Big Move with NAB
▶ Pick My Brain with Alan Jones · 30 July 2025
How to Stand Out in a Sea of AI Wrappers: Elena Tsalanidis on Selling B2B SaaS into Law Firms
▶ Perspective X with Pauline Fetaui · 23 June 2025
What It Really Takes to Scale to $100M: Ricky Sevta on Burnout, Breakthroughs, and Building Again
▶ Perspective X with Pauline Fetaui · 12 May 2025
Eden Shirley on Disrupting Yourself, Surviving Crisis, and Building a Culture of Warriors
▶ In The Blink Of AI with Georgie Healy · 28 March 2025
Meet Juno: The AI That Knows Your Customers Better Than You Do (Ft. Michelle Gilmore, CEO Juno)
▶ Fintechfun with Chris Titley · 15 October 2024
Andrew Butt Discusses Enable's Global Growth and Rebate Management
▶ Fintechfun with Chris Titley · 20 August 2024
Anton Phillips-Chantelois Discusses Delay Pay's Impact on Farming Finance
▶ The History of the Australian Startup Ecosystem - Interview Series
Emma Fawcett discusses the trap of “tech spaghetti”
The Sales & GTM glossary
CAC
The fully-loaded cost of acquiring one customer — sales and marketing spend divided by new customers won.
Ideal customer profile
A precise description of the customer you serve best — the one who buys fastest, stays longest and pays most.
Go-to-market
How you reach customers and turn them into revenue — the channels, motion and pricing that get the product sold.
Product-led growth
A motion where the product itself drives acquisition and expansion — free trials, self-serve sign-up, viral loops.
TAM / SAM / SOM
Nested market sizes — total addressable (TAM), serviceable (SAM) and the share you can realistically win (SOM).
Land and expand
Winning a small initial deal then growing the account over time with more seats, products or usage.
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