Richard Blundell - How To Master Your GTM Strategy In 2026

Описание: Richard Blundell is an author, GTM mentor and founder of Vencha.

After our founder Emmett read Richard's book 'The Go To Market Handbook For B2B SaaS Leaders', we invited Richard onto the podcast to talk all things GTM, strategy and how to make your business stand out among all the noise in 2026.

Expect to learn:

How to find the right tactics for the right time in a businesses journey
Why selling to everyone in 2026 is foolish and how to zero in on your ICP
The 'virtual theatre' analogy and how to fill yours with economic buyers
Why sales is so often the scapegoat for problems upstream in a business and how to spot them
The state of AI in 2026 and how it's affecting the SaaS industry and how to use it to maximise your opportunity

And much more.

00:00 Introduction and Book Impact
01:32 The Importance of Timing in Business
02:35 Understanding Founders and Their Challenges
05:45 Identifying the Perfect Customer
09:51 Standing Out in a Saturated Market
11:12 Creating a Visual Pain Statement
16:09 The Role of Feedback in Product Development
17:42 Building a Strong Foundation Before Sales
19:51 The Value Proposition and Sales Team Dynamics
26:03 Understanding Economic Buyers' Needs
27:36 The Role of Leadership in Change
29:27 Defining the Perfect Customer Profile
32:11 Targeting the Right Economic Buyers
33:44 The Importance of Effective Messaging
36:05 Navigating the Challenges of Selling AI
37:54 The Evolution of Sales Strategies
41:50 Reintroducing Humanity in Sales
47:09 Building Trust and Empathy in Sales Conversations

Follow Richard on Linkedin here -   / richardblundell  

Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com